Advanced Materials is a global supplier of refrigerants, insulating materials, fine chemicals, additives, metals, films and fibers serving the residential and commercial building, automotive, pharmaceutical, refrigeration, semiconductor and military industries. Our mission is to attract, retain and develop diverse and highly motivated, entrepreneurial employees striving to flawlessly deliver superior value to our customers every day. The Automotive refrigerants business is the number 1 global supplier of automotive refrigerants to global carmakers around the world (OEM) and is also the number 1 supplier of refrigerants in the automotive service aftermarket where we work through contracted distribution/downpacker partners. The sales revenues of this business are approximately $650M.
In this role you will lead a global sales team of 9 account managers plus more than 15 aftermarket distribution partners. You will work with the VPGM to achieve the monthly sales plan, to set priorities for future new business opportunities and you will play a key role in negotiating important services. You will ensure that the sales team is well educated on Honeywell products, and you will provide skills development for the team creating an environment of continuous improvement/learning. You will lead the development of strategic account plans, the management of opportunity pipelines, the organizing of strategic customer F2F visits, the success of RFQ responses and you and your team will participate on industry trade boards and meetings as well as support the OM function at trade shows, webinars and seminars. You will use data analysis of sales numbers, customer accounts, competitive intelligence, and market trends to make needed adjustments. You will develop and enhance the team including strong succession planning.
Key Responsibilities
- Achieve the annual sales operating plan (AOP). Develop a comprehensive sales approach that aligns with our business goals, the market opportunities and our customers objectives to drive consistent plan achievement and NPI growth leading to achievement of overall revenue and bookings targets
- Build consistent and reliable sales forecasts delivering a high monthly "say-do" ratio
- Organize the team on key OEM customer RFQ responses/negotiations to allow success
- Establish and maintain relationships with key decision-makers at enterprise-level customers
- Contribute to the optimization of the aftermarket channel distribution partnerships/network
- Build and nurture a high-performance sales team consisting of direct and indirect/channel sales partners across multiple regions and time zones with a deliberate intent to win and grow
- Lead the global teams in building pipeline, developing effective sales plans, maintaining sales reports, developing market and competitive intelligence
- Develop short and long-term strategies, securing senior internal stakeholder support and then deliver against the execution of these strategies
- Identify new business opportunities and expand our customer base through strategic partnerships and collaborations
- Monitor sales pipelines & performance and produce regular reports & updates to executive leadership
- Continuously improve sales processes and practices to increase efficiency and effectiveness
- Drive key behavior compliance and optimization of digital CRM tools including Salesforce.com
Compensation & Benefits:
Incentive Eligible
Salary Range: $170,000 - $240,000
For benefits information please visit https://benefits.honeywell.com/
Current employees may visit HR Direct.
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