THE BUSINESS
Honeywell International Inc. (NYSE: HON) is a global technology and manufacturing company that invents and commercializes solutions to address some of the world's most critical challenges. With a diverse portfolio spanning multiple industries, Honeywell is committed to introducing state-of-the-art technology solutions that improve efficiency, productivity, sustainability, and safety in high-growth businesses. Our broad range of products and services includes aerospace systems, building technologies, performance materials, safety and productivity solutions, and more. We leverage our expertise in software, hardware, and engineering to develop innovative solutions that enhance the quality of life for people around the globe.
With a strong commitment to inclusion and diversity, Honeywell fosters a culture of innovation, collaboration, and continuous improvement. We prioritize integrity, ethics, and workplace respect in everything we do. Our behaviors, such as innovating and creating value for customers, embracing transformation, and driving accountability, shape our performance culture and drive our success. As a global company, Honeywell operates in more than 70 countries and serves customers in over 150 countries. We have a strong presence in key industrial end markets and are dedicated to delivering exceptional customer experiences and driving sustainable growth.
Honeywell Aerospace Technologies (AT) is a leading provider of innovative aerospace products and services. Our products and solutions are found on every commercial, defense, and space aircraft in the world. We are committed to delivering cutting-edge technologies that enhance the safety, efficiency, and performance of the aerospace industry. Our aerospace business unit encompasses a wide range of products and services, including aircraft engines, cockpit and cabin electronics, wireless connectivity systems, mechanical components, and more. We are at the forefront of advancements in aviation technology, constantly pushing the boundaries to create healthier air travel, more fuel-efficient aircraft, and safer skies.
With our high-speed Wi-Fi offerings, we enable seamless connectivity for passengers and crew, enhancing the in-flight experience and enabling real-time data transmission. Our solutions also contribute to more direct and on-time flight arrivals, improving overall travel efficiency. In addition to our core products, we provide value-adding services such as maintenance, repair, and overhaul (MRO) to ensure the continued reliability and performance of aerospace systems. Our facilities and expertise support the Federal government and agencies, further strengthening our position in the aerospace industry.
At Honeywell Aerospace Technologies, we are committed to sustainability and environmental responsibility. We strive to develop technologies that reduce emissions, improve fuel efficiency, and minimize the environmental impact of aviation. With revenues of $14 billion in 2023 and approximately 21,000 employees globally, we are a key player in the aerospace industry. Our dedicated team of professionals works tirelessly to introduce state-of-the-art technology solutions that drive efficiency, productivity, and safety in high-growth businesses.
THE POSITION
The Senior Technical Sales Manager - Defense & Commercial Space is open for the Clearwater, FL location and reports to the Sr. Director Space Sales, within the Space CBT; responsible for winning Space Navigation and Electronics business & driving growth within this Product Line.
The successful Technical Sales Manager will thoroughly understand the technical aspects and value proposition of their product line, the market, industry partners, customer requirements, and the Honeywell Sales and Strategic Pursuit process. They will also develop strong relationships with Product Line Management (Strategic Growth), Business Development, Proposal Ops, Baseline Chain Management and the Business Teams to help in the strategic alignment of the portfolio, develop winning proposals, collateral and training materials and assist in the thorough understanding of their market and customer needs.
PRIMARY RESPONSIBILITIES
Business Strategy
Participate in the development of roadmaps/strategic plan (STRAP)
Accountable for proper product line cost estimates and delegation of authority utilization and compliance
Provide tactical insights to improve sales force productivity and drive lessons learned initiatives to continually improve pursuit strategies for their product line
Influence the responsible product line discretionary spending of DS and B&P for the Senior Director of Space Sales and Growth
Provide input and validation to the product technology roadmap
Help define must wins & pursuit priorities, and provide relevant input to the Honeywell CRM management process
Business Growth
Support to Customer Business Managers as a product line expert for Space GNC and Electronics
Manage product line opportunity pipeline health by continually identifying and prospecting new growth opportunities in coordination with the Customer Business Managers
As needed, provide leadership for Clearwater capture management activities
Contribute to and manage the Salesforce CRM tool to identify future growth opportunities
Business Execution
Lead the Sales Pursuit Process within assigned product line by ensuring pursuit execution, revenue attainment, probability and bookings
Assist or Lead coordination of the Greensheet meeting to get the winning price approved by management
Execution of Product Line Growth Strategies
Partnering with BD Leaders and Product Line Leaders, develop product line strategies, pursuit tactics, and drive campaign execution
Capture Management
Accurate and complete opportunity forecasting within the CRM automated tools and ability to multitask several open pursuits at one time
Convey customer requirements to Product Line Management (Customer QCNs)
Support Customer Presentations & Communications:
Support Technical write ups & approval of technical solutions
Briefings that provide the technical approach at a level appropriate for the audience
Ability to translate customer, product and competitor strategies into clear, tailored value propositions for products and services - maintain close collaboration with Product Line Management
Support demonstrations, trade shows and other customer facing activities
Develop Winning Proposals for Product Line:
Identifying resources for proposals
Developing a customer value proposition based winning strategy in concert with Product Line Management, CBM and engineering
Providing inputs as required for the business case
Responding to RFIs and RFQs
Ensuring the solution supports the price to win
Working with proposal operations to set RFP priorities and coordination of support resources
Active participant in the Space Capture Management process. Engaging in and help manage the proposal process. Write key sections, and assures it is a winning proposal. As appropriate, deliver proposal to customer and assure follow-up as needed
Keep Technical Sales section of Mission Plan up to date.
Provide Technical Learning/Training
Interface with the other Honeywell organizations and communicate customer requirements and needs
Provide technical training support to customers and distributors
Interface with engineering to provide the voice of the customer and QCN information
Support Planning, Programming and Budget Execution
Provide input to annual travel Budget forecasting
Support of B&P estimates
Accountable to the Space Sales Sr. Director for sales/team goals and objectives
Success Metrics:
Complex Pursuit sales with emphasis on Focus and Key Pursuits
Product Pipeline Health
Win Rate
Campaign, RMU and whitespace conversion
Order AOP
Technical & Sales Process Expertise
Meet Discretionary Targets
U.S. CITIZEN REQUIREMENTS
Due to compliance with U.S. export control laws and regulations, candidate must be a US Citizen: a person who was born anywhere in the United States or its territories, including Puerto Rico, Guam and the U.S. Virgin Islands, or who obtained U.S. citizenship through naturalization.
YOU MUST HAVE
Bachelor's degree in engineering, marketing or business management
Minimum 7 years of experience in global aerospace/defense business, sales, technical, marketing, customer support.
Minimum 2 years of leadership experience (direct and / or with matrix teams)
Must have or be eligible for a security clearance due to contractual requirements.
WE VALUE
Advanced degree / MBA preferred
Detailed technical expertise within assigned product line team player with the ability to operate independently as needed
Six Sigma trained and certified to greenbelt
Space marketing and sales experience preferred
Familiar with ITAR regulations and laws.
Energetic self-starter, with the drive to achieve difficult goals and objectives; not satisfied with the status quo
Excellent communications skills and a good listener with the ability to establish credibility and relationships from the manager to senior executive levels with the customer and within Honeywell
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Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.
