District Sales Leader - Building Solutions

The District Business Development Sales Leader is responsible for delivering the AOP (Annual Operating Plan) Project Line of Business (LOB) orders and growth through leading the end to end cycle of selling strategies, processes and outcomes for the district HBS business.

This role will be responsible for driving orders performance, building a best in class business development team, leveraging gold standard processes and improved speed to execute flawlessly on our initiatives and accelerate organic growth. The leader will work in close conjunction with the key stakeholders to deliver overall Sales growth, particularly for ongoing project business.

Sales Strategy

- Coach Business Development sales employees in business growth consistent with STRAP to ensure a strong pipeline projecting for at least two years.

- Enable best practice sharing across Districts to support innovation.

- Partner with Marketing to ensure sales teams are equipped with effective value propositions and demonstration material

- Ensure pursuits selected will deliver long term service business for Honeywell.

- Customer value management and pricing: Analysis of market dynamics and value chain proposition to target defined customer sets;

Orders & Pipeline Excellence:

- Drive orders performance across the business in close partnership with key stakeholders;

- Networks effectively both externally and internally to develop strong relationships with clients and business contacts

- Manage resources to maximize results from identified sales opportunities;

- Remove barriers to accelerate results;

- Maximize competitive wins and serve as a consultant to Sales Professionals on negotiations;

- Facilitating competitive strategy planning with the team through opportunity and growth planning processes to ensure pipeline to deliver year on year growth.

Process:

- Implement best-practice sales processes across Districts

- Ensure approved sales processes are followed and procedures and systems are effectively deployed. Ensure Sales activity documented in SFDC;

- Demonstrate strong forecasting practice.

- Implement good reporting practice and metrics deployment utilizing available systems and dashboards.

People:

- Achieves results through people;

- Attract, mentor, and develop team members in support of sales excellence

- Identify strengths and weaknesses of the sales team and build a high performing team;

- Coach Sales Professionals in all aspects of Sales

- Utilize outcome driven analytics to optimize salesforce deployment. Drive sales productivity and resource profile required to deliver plan

- Lead talent strategy for the team, including the Management Resource Review (MRR) process, performance management processes, and Sales talent development/recruitment

- Deploy Sales Quotas and Incentive Plans and monitor performance against plan.

- Ensure appropriate training programs are deployed for sales professionals and managers including new hire training and continuing education

- Utilise recognition systems. Recommend improvements to existing systems to improved employee engagement.