Reporting to the Vice President of Honeywell’s Space Enterprise/Space CBT (DSPC), this important position has overall global Space Enterprise growth responsibility for this $700 million dollar per year business. Responsibilities include growth MOS creation and execution, multi-function growth resources alignment, growth strategy formulation, alignment of product line growth strategies (with product line leaders), management of Bid and Proposal (B&P) budgets and prioritization of research and development (RDE) priorities and related budgets. Manages the day-to-day growth MOS and matrix reports into the D&S VP of Sales and Business Development leader. Acts as a key focal point between the Space Enterprise and Honeywell Defense and Space (D&S) space technical sales and business development resources. Aligns resources and activities in order to grow the business and add bookings/backlog growth articulated in the 5 year strategic plan (STRAP) and the Annual Operating Plan (AOP).
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Defines and leads the Space Enterprise growth Management Operating System (MOS).
Coordinates efforts between Honeywell space growth-related resources (ie: Enterprise Business leaders, Product Management, Technical Sales, Strategic Marketing, Business Development, Government Relations, etc.) toward growth strategy creation and execution.
Responsible for achievement of wins, bookings and Current Year Orders (CYO) in support of Annual Operating Plan (AOP) and Strategic Plan (STRAP) specific objectives, working with Space product management, technical sales and strategic marketing.
Understands markets/customers requirements within responsibility, creates demand /growth opportunities by matching HON capabilities to customer needs, manages the resources needed, communicates customers needs/obtains internal resources/sells the deal to HON management.
Understands markets of interest within the Space areas of opportunity for HON. Determines potential customers for developing /selling HON solutions to identified market needs and assigns customer accountabilities.
Understands key influencing and decision-making customer personnel. Develops strong customer relationships with key decision-makers.
Works with team to create opportunities to meet with customers (customer locations/trade shows, etc), builds customer confidence in their ability to match HON capabilities to customer's needs. Understands HON capabilities to create value for the customer to want to do business with HON.
Manages the Sales Management Operating System (SFDC) and assures compliance and drives desired results.
Assures HON technical , product, services capabilities are understood and maximized to influence markets/customers in the HON solution
Leads the CBM team through the D&S Pursuit Process. Accountable for ensuring team training and compliance with SBE / functional processes. Sets standard operating system within the team to maximize milestone visibility, accountability and win rate, bookings and current year orders.
Holds team accountable for proper greensheet development and SEA utilization.
Ensures CBM capability and use of sales tools and product knowledge.
Ensures that Customer Excellence Plans are maintained and executed. Prioritizes trade shows and key customer engagements.
Controls B&P budget and CBT allocation, accountability and performance to plan. Determines Sales Incentive Plan (SIP) Win and Current Year Order (CYO) targets by business team.
Leads STRAP process. Responsible for supporting strategic business initiatives, including proposal development, strategic planning, and initiatives aimed at growing the business profitably.
Assures alignment of Space to Advanced Technology and product roadmaps by collaborating with Marketing and Product Management Leaders.
Develops sales channels, primarily with our International business.
Responsible for SRA representative management in establishing in-country agent contracts to drive growth
Responsible for In/Out of Network domestic representation management
Drives Space RMU campaign and process.
Supports CIJ efforts and catalog pricing.
Supports Green Sheet process and had pricing authority per SEA guidelines.
Drives Key pursuits and compliance to IPDS PG 1 and 2 for sales responsibilities and 3-5 for International development programs.
Position is accountable for ensuring achievement of AOP orders and CYO/Backlog plan for Space business. Assigns meaningful and challenging targets to ensure business objectives are met, tracks progress against targets, and ensures corrective action is executed to mitigate risks.
Works across Business and Functions to ensure customer growth commitments are met.
With the Space product line leaders, assist in assessing the business segment product performance versus competitors and customer expectations. Develops channel selection strategies and channel management approaches. Determines implications of customer needs and business strategy on business segment strategy.
Qualifications
YOU MUST HAVE
BS degree in engineering, marketing, business management or related field of study
Minimum of 10 years’ experience within the Defense and Space marketplace in the areas of Sales, Business Development and/or business leadership.
WE VALUE
Advanced degree/MBA preferred
Familiar with ITAR regulations and laws of dealing in a global environment
Direct defense marketing/sales experience
Proven ability to build & lead integrated teams from both internal and external organizations.
Strong customer & executive communication skills.
Has drive to achieve goals and objectives, proven relationships with customers.
Six Sigma Greenbelt or Blackbelt certified.
Self-starter, energetic/self-starter, proven ability to create growth opportunities.
Excellent communications skills to all levels inside/outside of HON
Strategic thinker-not satisfied with status-quo,
Strong leadership/influence skills (direct and with matrix teams), familiar with HON sales process /tools.
Demonstrated track record of delivering successful results for a customer program.
Strong analytical and financial skills.
Experience setting & prioritizing goals and identifying & scoping effort.
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