Job Description
Company overview:
Honeywell Aerospace is a leading global provider of integrated avionics, propulsion engines, aircraft and engine systems and full-service solutions for our customers. The business is organized into three strategic business units to serve the needs of aerospace manufacturers and end users in three key industry segments- Air Transport & Regional, Business & General Aviation and Defense & Space.
With operations at nearly 100 worldwide manufacturing and service sites, Honeywell Aerospace strives to enhance customer value by making flight safer, more reliable and more cost- effective. Our vision is to transform the world with Aerospace technology and innovative people
In the air and on the ground, Honeywell’s aerospace products can be found on virtually every type of aircraft in use, in nearly every region of the world. Honeywell systems and components reflect innovative and advanced technologies incorporated from the company’s product development efforts.
Responsibilities:
•Lead avionics sales opportunities for a defined customer base from the cultivate stage through to contract closure.
•Provide deep product, systems and services sales expertise to the Airlines Business.
•Lead cross-functional teams to ensure pursuit execution, revenue attainment, profitability and bookings.
•Ability to translate customer, product and competitor strategies into clear, tailored value propositions for products and services – maintaining close collaboration with M&PM to develop value propositions presentations and calculators which articulate features into benefits.
•Owns product line opportunity pipeline health by continually identifying and prospecting new growth opportunities both directly and via the Customer Business Manager (CBM).
•Business partner to the Airlines Global Business Manager (AGBM) to develop product line strategies and pursuit tactics.
•Drives execution of AGBM strategies – Campaigns, Retrofits, Modifications and Upgrades (RMUs) and whitespace verification, cultivation and/or conversion.
•Provide tactical insights to improve sales forces productivity and drive lessons learned initiatives to continually improve pursuit strategies.
•Owner of Product “Flight Plan” Sales Tools – ensure consistent updates of competitive intelligence.
•Maintain key relationships: M&PM for strategic technology roadmap development and value propositions, Business Segment leadership, MARCOM, Pricing, Aftermarket Services (Site Leadership), CCTs and C&PS as need to facilitate customer support issues.
•Develop and conduct technical sales product training for CBMs, C&PS, FSEs and Leadership SalesForce.com (SFDC) opportunity management and ability to multitask several open pursuits at one time.
Attributes/skills required:
•Technical Product Skills Leadership — Deep knowledge of Air Transport Avionics products and systems with the precise ability to understand, identify and clearly articulate specific value propositions relative to the competition.
•Business Acumen: Mature business and financial acumen to discern risks/opportunities of key strategic programs at customers and Honeywell.
•Tenacious, Self Starter – Able to motivate self in a team or independent work environment and drive to success by identifying and removing internal and external barriers that may exist.
•Negotiations: Can negotiate skillfully in tough situations with both internal and external groups, can win concessions without damaging relationships, gains trust quickly of other parties to the negotiations, able to close sales deals.
•Communication skills: Excellent verbal and written communication skills. Must be a good listener.
•Impact / Influence: Ability to influence outside of one’s sphere of control.
•Leadership: Experience in overcoming obstacles to succeed in the face of diversity and deal with ambiguity.
Skills
Education & experience:
•Bachelors Degree in Engineering, or technically related field with a strong business background. MBA desirable.
•The successful candidate will have a demonstrated track record of significant accomplishments in Technical Sales, Engineering and in the Aerospace industry, preferably in a role that has relationships with airlines and aftermarket commercial customers.
•Five or more years of technical sales, product experience or related experiences.
•Breadth of customer facing experience with aviation aftermarket commercial customers.
•Success in driving or supporting revenue growth and sales execution.
•Demonstrated ability to work effectively in a team environment and independently.
•Undergraduate or technical certification degree.
•Cross-functional product line experience is a plus.
Education
Graduate
About This Company
Honeywell is a Fortune 100 company that invents and manufactures technologies to address tough challenges linked to global macrotrends such as safety, security, and energy. With approximately 122,000 employees worldwide, including more than 19,000 engineers and scientists, we have an unrelenting focus on quality, delivery, value, and technology in everything we make and do.
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