Director Channel Marketing Honeywell Melville

Job description
The Customer Marketing Leader (CML) is responsible for leading Honeywell Security Products Americas (HSPA) Customer and Channel marketing efforts and partnering with the Sales organization to achieve revenue growth targets. Focusing on current channels (dealers/ installers, national accounts, distribution, specifiers, etc.), as well as developing alternate channels for expanding HSPA's reach to new customers, the Customer Marketing Leader will be responsible for developing appropriate go-to-market strategies, marketing collateral, and training and development programs.
They will take the lead in creating and implementing field marketing plans, helping build opportunities for sales pipeline, developing promotional campaigns and measuring the effectiveness of programs through appropriate ROI metrics/assessment measures. The CML will be responsible for identifying opportunities to drive and grow customer loyalty, and designing and implementing programs that are aligned with HSPA's business interests while delivering consistently high value to our customers.

The successful candidate will work closely with Product Marketing, MarCom, Sales, Manufacturing, Engineering, and the senior management team to deliver our message and maximize growth. Bottom line, they own the link between strategic/product marketing and the sales force/customer. Their job is to make the sales force more productive, more compelling and more successful in front of the customer.

Key Responsibilities Include

General
• Promote strong customer centric market orientation and influence sales strategy and sales productivity
• Own the overall customer marketing plans
• Work with strategic/product management to design VOC; understand and develop segmentation; understand value elements critical to customers; value equations; target value propositions to customer segments to inform customer marketing and account plans
• Assist or contribute to the creation and building of brands; Enable the sales force to build brand equity and channel strength

Product Marketing
• Develop and deliver effective product messaging and overall marketing campaigns that support the attainment of revenue and customer growth objectives.
• Provide the sales team with the tools to successfully position HSPA products, services, and solutions relative to the competition, delivering a compelling message that differentiates products based upon value added to the customer.
• Create programs designed to effectively launch products and drive business through all channels.

Channel Management
• Coordinate with Sales to support our key distribution channels and drive success by attaining mutual growth targets.
• Develop and deliver all necessary collateral, training, advertising, promotional material and associated tools to support our distribution partners
• In partnership with our distribution partners, create compelling programs and promotions. Manage and oversee the implementation of Blitzes and other Distribution activities.
• Drive our overall Loyalty program strategy and implementation.
• Plan, design, and implement opportunities for improvement in loyalty initiatives by collaborating with sales, marketing, product management, etc. to ensure program success.
• Manage loyalty communications calendar across multiple channels and multiple campaigns
• Increase loyalty and drive repeat business among the customer base. Identify new high value customers (customer segments) to continuously upgrade the customer base
• Identify and develop alternate channels and go-to-market approaches

Sales and Account support
• Collaborate with Sales to develop targeted account strategies and account plans with focused and compelling messaging designed to achieve growth targets.
• Create and manage program budgets to run cost effective campaigns.

Marketing Communications
• Lead marketing efforts to effectively drive messaging and communications at all customer events and internal meetings such sales kick off, sales training, etc.
• Develop and drive integrated campaigns -- mail, internet and telephone surveys, etc.
• Consistently works with Marcom to effectively promote and advertise brands via the sales force collateral as well as account planning

People and Process Management
• Hire, assess, develop and grow customer marketing organization
• Build world class marketing capabilities, processes and tools.
• Implement HOS and strong management operating system discipline to drive results.
• Ensure that planned initiatives are launched on time and on target by tracking progress against milestones; proactively identify and remove risks and barriers
• Define, measure, and report on event and program success metrics and ROI

Basic Qualifications

• 4 years experience in managing and leading teams

• 10 years of B2B marketing experience, preferably in technology and/or industrial products
• Bachelors degree, e.g. Business, Economics, Marketing, Engineering, etc. or related field.
• 5 years of marketing project or program management experience for a technology manufacturer, retailer, or multi channel distribution

Additional Qualifications

• Sound analytical skills. Hands-on leader, strong influencing skills, and working successfully with peers and in a matrix environment

• Excellent written and verbal communication skills; effectively communicates with all employee levels and levels of management

• Strong experience working with dealers, contractors, and system integrators in security, IT, industrial products, or related fields

• High-energy, creative and resourceful self-starter who demonstrates leadership skills and instructs. A creative thinker who enjoys a fast paced environment
An MBA or advanced degree in business is highly desired (top-tier school preferred).

• Solid track record of working with field selling organizations
• Expertise in marketing strategy, email, direct mail and digital media. Experience working with data and systems development

• Highest level of professional integrity and honesty as well as personal credibility

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