Honeywell Buildings Technology (HBT) is a leader in building automation, fire, security, energy management, and software. Within HBT, our direct sales force creates and sells integrated solutions to our customers that achieve results in digitization, operation efficiency and sustainability through automation. Our sales approach begins by working with the end customer to identify and prioritize their desired outcomes. We help them select and define use cases that will achieve those outcomes. From there we design the integrated solution that will deliver those use cases.
The Government Sales Leader for US Northeast Region will lead a sales team to deliver a 2024 Annual Operating Plan (AOP) of approximately 25M of orders. The team will be comprised of approximately 6-8 sales professionals.
The Government vertical includes but not limited to State, County, Municipalities, DOD and Federal Agencies. Geography included is USA Northeast Region.
RESPONSIBILITIES
· Drive orders growth in Industrial vertical within USA -Northeast Region (Maine to Virginia, Ohio to Michigan).
· Meet or exceed the Annual Operating Plan (AOP) on a monthly, quarterly, and annual basis.
· Define and execute Government vertical market strategy to achieve AOP.
· Develop, Coach, and Retain talented sales team to deliver AOP. Provide performance management if required.
· Assign incentive quota targets for all sellers.
· Provide accurate weekly forecast for orders within Salesforce.Com platform. Includes overall orders forecast along with forecast for Install and Service lines of business.
· Consistently meet the orders forecast on a weekly, monthly, and quarterly basis.
· Coach and mentor sales personnel in establishing professional relationships with appropriate levels of client decision makers at both current customers and drive new customer development.
· Create a robust pipeline of major pursuits within the Industrial industry. Track within Salesforce.com. Coach/mentor team to create robust pursuit plans for each pursuit.
· Define key accounts within Government. Coach/mentor team to create robust account plans for these customers.
· Assess team’s sales activities and forecasts to determine sales progress and required improvements.
· Recommend and implement improvements to achieve sales goals.
· Ability to travel within the region at least 25% of the time.
YOU MUST HAVE
· Proven sales leadership/management experience of direct reports.
· Minimum of 7 years of quota carrying sales experience.
· Led a sales team generating 10M+ in revenue.
WE VALUE
· BA/BS degree in business or a technical field of study from an accredited college or university.
· Strong knowledge of Governmental vertical market.
· Ability to coach and mentor team to have a winning sales strategy for their accounts and opportunities.
· Strong knowledge and network of construction ecosystem. Includes general contractors, mechanical contractors, electrical contractors, consulting engineers, and architects.
· Strong knowledge of Building Management Systems, Fire, Security, and Software.
· Strong skills with Salesforce.com platform.
· Strong understanding of direct sales of integrated solutions.
· Outcome based selling skills.
· Demonstrated ability to consistently meet or exceed Annual Operating Plan.
· Coaching/mentoring skills for sales professions.
· Strong leadership skills.
· Strong communication skills.
· C-Level selling skills.
· Excellent communication and collaboration skills are required.
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.