Director - Business Development - Honeywell - Columbia

The Sales Director, Logistics will provide for sales leadership for the Logistics business area within Honeywell Technology Solutions, Inc. (HTSI). Principal responsibilities will be the establishment of a robust sales opportunity pipeline and creation/execution of a customer management plan across USG, commercial and international customers. The position will work in the HTSI Business Development organization, reporting to the Vice President of Business Development and will also provide leadership for multiple sales managers or directors.
Work location can be Columbia, MD, Alexandria, VA or other locations.

Responsibilities

Specific responsibilities will include but is not limited to the following:

Identification and vetting through the HTSI Business Development tollgate process of opportunities for the assigned business area. This vetting includes emphasis areas such as: incumbent strengths/weaknesses (if applicable), competitive landscape, customer landscape, customer contact plan, assessment of PWS against HTSI strengths, support to teaming decisions, support to Price to Win, and overall support to the capture team as the opportunity evolves.
Lead capture of selected opportunities through submission and award. Responsibilities include offer design, teaming strategy, price to win and pricing.
Support ideation and strategy for new offerings and new markets.
Networks with customers, partners, consultants and thought leaders and builds relationships to facilitate expanded sales opportunities. Takes on role as leading expert on customer set in this business area.
Represents all of HTSI qualifications, just not Logistics qualifications.
Emphasis areas within Logistics include pre-positioning, vehicle maintenance, asset tracking and inventory, and property accountability. Key customers include logistics entities within the Army and USMC, but also expansion opportunities into other services and federal government agencies.
Coordination and support of the HTSI annual strategic plan build-up.
Leadership and management of the salesforce.com sales management tool.
Solid understanding of the competitive landscape in this business area
Robust understanding of HTSI qualifications, strengths, weaknesses, and gap areas in this business area.
Creation and management of a teaming database to support future bids.
Assessment of customer and market trends.

Basic Qualifications


Bachelor’s degree plus 8-10 years of experience with U.S. government agencies in this business area.
U.S. citizen
Must be able to obtain clearance



Additional Qualifications
Master’s degree preferred
Secret clearance
Strong leadership and management track record.
Effective teambuilding and leadership skills.
Change-management skills; strong influencing skills and experience in leading/motivating resources that are not in direct chain of command and resources that are in geographically separated locations.
Strong customer communication and satisfaction experience – demonstrated high levels of customer relationship building and on-going satisfaction.
Ability and desire to develop and implement effective communication plans for both internal/external customers.
Thorough knowledge of market penetration strategies and market development strategies and techniques.
Proven ability to lead sales efforts and teams whereby the following skills and attributes are demonstrated:
Ability to effectively lead groups and hold them accountable for agreed upon performance objectives – win rates and annual dollar sales.
Displays self confidence and belief in own capability in selecting effective strategies and accomplishing objectives.
Understands and uses formal and informal organizational structure as well as key processes.
Persistence in staying focused on goals and seeing them to completion in spite of obstacles and resistance.
Builds relationships and maintains friendly, respectful relationships and networks of contacts.
Acts on behalf of customers and represents their interests.
Actively creates business opportunities by defining and shaping customer needs consistent with long-term strategic goals.
Effectively persuades or influences others.

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