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THE BUSINESS
\n\nHoneywell 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.
\n\nWith 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.
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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.
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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.
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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.
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THE POSITION
\n\nThe 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.
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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.
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PRIMARY RESPONSIBILITIES
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Business Strategy
\n\n\n\tParticipate in the development of roadmaps/strategic plan (STRAP)\n\n\n\n\tAccountable for proper product line cost estimates and delegation of authority utilization and compliance\n\tProvide tactical insights to improve sales force productivity and drive lessons learned initiatives to continually improve pursuit strategies for their product line\n\tInfluence the responsible product line discretionary spending of DS and B&P for the Senior Director of Space Sales and Growth\n\tProvide input and validation to the product technology roadmap\n\tHelp define must wins & pursuit priorities, and provide relevant input to the Honeywell CRM management process\n\n\n\n\n
Business Growth
\n\n\n\tSupport to Customer Business Managers as a product line expert for Space GNC and Electronics\n\tManage product line opportunity pipeline health by continually identifying and prospecting new growth opportunities in coordination with the Customer Business Managers\n\tAs needed, provide leadership for Clearwater capture management activities\n\tContribute to and manage the Salesforce CRM tool to identify future growth opportunities\n\n\n\n\n
Business Execution
\n\n\n\tLead the Sales Pursuit Process within assigned product line by ensuring pursuit execution, revenue attainment, probability and bookings\n\tAssist or Lead coordination of the Greensheet meeting to get the winning price approved by management\n\tExecution of Product Line Growth Strategies\n\tPartnering with BD Leaders and Product Line Leaders, develop product line strategies, pursuit tactics, and drive campaign execution\n\n\n\n\n
Capture Management
\n\n\n\tAccurate and complete opportunity forecasting within the CRM automated tools and ability to multitask several open pursuits at one time\n\tConvey customer requirements to Product Line Management (Customer QCNs)\n\n\n\n\n
Support Customer Presentations & Communications:
\n\n\n\tSupport Technical write ups & approval of technical solutions\n\tBriefings that provide the technical approach at a level appropriate for the audience\n\tAbility to translate customer, product and competitor strategies into clear, tailored value propositions for products and services – maintain close collaboration with Product Line Management\n\tSupport demonstrations, trade shows and other customer facing activities\n\n\n\n\n
Develop Winning Proposals for Product Line:
\n\n\n\tIdentifying resources for proposals\n\tDeveloping a customer value proposition based winning strategy in concert with Product Line Management, CBM and engineering\n\tProviding inputs as required for the business case\n\tResponding to RFIs and RFQs\n\tEnsuring the solution supports the price to win\n\tWorking with proposal operations to set RFP priorities and coordination of support resources\n\tActive 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\n\tKeep Technical Sales section of Mission Plan up to date.\n\tProvide Technical Learning/Training\n\tInterface with the other Honeywell organizations and communicate customer requirements and needs\n\tProvide technical training support to customers and distributors\n\tInterface with engineering to provide the voice of the customer and QCN information\n\tSupport Planning, Programming and Budget Execution\n\tProvide input to annual travel Budget forecasting\n\tSupport of B&P estimates\n\tAccountable to the Space Sales Sr. Director for sales/team goals and objectives\n\n\n\n\n
Success Metrics:
\n\n\n\tComplex Pursuit sales with emphasis on Focus and Key Pursuits\n\tProduct Pipeline Health\n\tWin Rate\n\tCampaign, RMU and whitespace conversion\n\tOrder AOP\n\tTechnical & Sales Process Expertise\n\tMeet Discretionary Targets\n\n\n\n\n
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U.S. CITIZEN REQUIREMENTS
\n\nDue 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.
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YOU MUST HAVE
\n\n\n\tBachelor’s degree in engineering, marketing or business management\n\tMinimum 7 years of experience in global aerospace/defense business, sales, technical, marketing, customer support.\n\tMinimum 2 years of leadership experience (direct and / or with matrix teams)\n\tMust have or be eligible for a security clearance due to contractual requirements.\n\n\n\n\n
WE VALUE
\n\n\n\tAdvanced degree / MBA preferred\n\tDetailed technical expertise within assigned product line team player with the ability to operate independently as needed\n\tSix Sigma trained and certified to greenbelt\n\tSpace marketing and sales experience preferred\n\tFamiliar with ITAR regulations and laws.\n\tEnergetic self-starter, with the drive to achieve difficult goals and objectives; not satisfied with the status quo\n\tExcellent 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\n\n\n\n\n
#LI-Hybrid
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Additional InformationJOB ID: req469613Category: SalesLocation: 13350 US Hwy 19 N,Clearwater,Florida,33764,United StatesExemptSales (GLOBAL)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.