Honeywell Building Solutions (HBS) is seeking a Sales Director forits Global Airports Business, which includes the all Airside Business. This isa key sales role in HBS and the selected individual will be accountable fordriving profitable growth and leading the performance and development of allsales activities in the pole. This position reports to the HBS Pole GM forAirports and will be based in Dubai.
Establishing and owning the plans and strategies aimed at serving and expanding the customer base in the assigned geographic area
Ensure the staffing of a sales team that achieves maximum profitability and growth in line with HBS’ vision and strategic objectives
Ensure coordinated sales activities on strategic pursuits
As a member of leadership team, coordinate activities with other functions and across regions to achieve overall business results
Serve as an executive sponsor of HBS by maintaining customer contacts and relationships at senior levels in support of sales teams and account strategies
Creates a culture of accountability and supports the “One Team” model
Recruit, train, appraise, motivate and set standards of job performance for the sales organization reporting through her/ him
Define strategies and initiatives to attain growth in the assigned geographic area
Growth in the form of new customers and new opportunities at new or existing sites
Target orders and margin above set quota in support of Annual Operating Plan
Provide leadership and mentoring throughout the organization
Executive sponsorship for select customers
Accurate forecast of orders and growth opportunities
Responsible for sharing of best practices across the sales teams
Business Relationships: leverages relationships with the customer in support of local or global sales strategies, responsible for strategy and execution for assigned geography to achieve results, responsible for allocation of internal and external resources, responsible for approving all goals for sales professionals in assigned area, partner with marketing to translate Strategic Plans (STRAP) into deployment plans
Sales Process: provides geographic coordination of sales activities and manages resources to maximize results from identified sales opportunities, ensure approved sales processes are followed and company procedures and systems are effectively deployed in the geographic area, provide leadership and appropriate sign- off for strategic sales pursuits, lead planning and sales forecasting processes, monitors and tracks key sales performance metrics
Customers: customer value management and pricing, analysis of market dynamics and value chain proposition to target defined customer sets, facilitating competitive strategy planning with the team, drive key growth initiatives with sales team, develop relationship with existing and potential key customers, networks effectively both internally and externally to develop strong relationships with clients and business contacts
People Management: inspire and motivate a group of sales managers that deliver results, provide strategic vision to the sales team, attract, mentor, and develop team members in support of sales excellence, encourages and supports learner driven development, responsible for training, coaching and certification of sales skills and processes, identify strengths and weaknesses of the sales team and build a high performing team, strong working relationship with general manager(s) of assigned geography, achieves results through people, leads change for the betterment of the team, provide ongoing performance management to encourage others to continuously improve
Results: growth in the form of new customers and new opportunities at new or existing sites, target orders and margin above set quota in support of Annual Operating Plan, accurate forecast of orders and growth opportunities
Experience & Qualifications
10+ years of related sales experience
Extensive landside and airside knowledge
Minimum of five years of successful sales leadership
Proven expertise in building successful sales teams and leaders
Demonstrated success in coaching sales leaders engaged in complex sales/ pursuits
Capable of balancing short term results with long term strategy
Demonstrated credibility at the executive level in internal and external organizations
Experience working in a highly matrixed organization
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