Honeywell Senior Technical Sales Manager - Defense Commercial Space 

United States 

236876571

With our high-speed Wi-Fi offerings, we enable seamless connectivity for passengers and crew, enhancing the in-flight experience and enabling real-time data transmission. Our solutions also contribute to more direct and on-time flight arrivals, improving overall travel efficiency. In addition to our core products, we provide value-adding services such as maintenance, repair, and overhaul (MRO) to ensure the continued reliability and performance of aerospace systems. Our facilities and expertise support the Federal government and agencies, further strengthening our position in the aerospace industry.

PRIMARY RESPONSIBILITIES

Business Strategy

• Participate in the development of roadmaps/strategic plan (STRAP)

• Accountable for proper product line cost estimates and delegation of authority utilization and compliance
• Provide tactical insights to improve sales force productivity and drive lessons learned initiatives to continually improve pursuit strategies for their product line
• Influence the responsible product line discretionary spending of DS and B&P for the Senior Director of Space Sales and Growth
• Provide input and validation to the product technology roadmap
• Help define must wins & pursuit priorities, and provide relevant input to the Honeywell CRM management process

Business Growth

• Support to Customer Business Managers as a product line expert for Space GNC and Electronics
• Manage product line opportunity pipeline health by continually identifying and prospecting new growth opportunities in coordination with the Customer Business Managers
• As needed, provide leadership for Clearwater capture management activities
• Contribute to and manage the Salesforce CRM tool to identify future growth opportunities

Business Execution

• Lead the Sales Pursuit Process within assigned product line by ensuring pursuit execution, revenue attainment, probability and bookings
• Assist or Lead coordination of the Greensheet meeting to get the winning price approved by management
• Execution of Product Line Growth Strategies
• Partnering with BD Leaders and Product Line Leaders, develop product line strategies, pursuit tactics, and drive campaign execution

Capture Management

• Accurate and complete opportunity forecasting within the CRM automated tools and ability to multitask several open pursuits at one time
• Convey customer requirements to Product Line Management (Customer QCNs)

Support Customer Presentations & Communications:

• Support Technical write ups & approval of technical solutions
• Briefings that provide the technical approach at a level appropriate for the audience
• Ability to translate customer, product and competitor strategies into clear, tailored value propositions for products and services – maintain close collaboration with Product Line Management
• Support demonstrations, trade shows and other customer facing activities

Develop Winning Proposals for Product Line:

• Identifying resources for proposals
• Developing a customer value proposition based winning strategy in concert with Product Line Management, CBM and engineering
• Providing inputs as required for the business case
• Responding to RFIs and RFQs
• Ensuring the solution supports the price to win
• Working with proposal operations to set RFP priorities and coordination of support resources
• Active participant in the Space Capture Management process. Engaging in and help manage the proposal process. Write key sections, and assures it is a winning proposal. As appropriate, deliver proposal to customer and assure follow-up as needed
• Keep Technical Sales section of Mission Plan up to date.
• Provide Technical Learning/Training
• Interface with the other Honeywell organizations and communicate customer requirements and needs
• Provide technical training support to customers and distributors
• Interface with engineering to provide the voice of the customer and information
• Support Planning, Programming and Budget Execution
• Provide input to annual travel Budget forecasting
• Support of B&P estimates
• Accountable to the Space Sales Sr. Director for sales/team goals and objectives

Success Metrics:

• Complex Pursuit sales with emphasis on Focus and Key Pursuits
• Product Pipeline Health
• Win Rate
• Campaign, RMU and whitespace conversion
• Order AOP
• Technical & Sales Process Expertise
• Meet Discretionary Targets

YOU MUST HAVE

• Bachelor’s degree in engineering, marketing or business management
• Minimum 7 years of experience in global aerospace/defense business, sales, technical, marketing, customer support.
• Minimum 2 years of leadership experience (direct and / or with matrix teams)
• Must have or be eligible for a security clearance due to contractual requirements.

WE VALUE

• Advanced degree / MBA preferred
• Detailed technical expertise within assigned product line team player with the ability to operate independently as needed
• Six Sigma trained and certified to greenbelt
• Space marketing and sales experience preferred
• Familiar with ITAR regulations and laws.
• Energetic self-starter, with the drive to achieve difficult goals and objectives; not satisfied with the status quo
• Excellent communications skills and a good listener with the ability to establish credibility and relationships from the manager to senior executive levels with the customer and within Honeywell

• JOB ID: req469613
• Category: Sales
• Location: 13350 US Hwy 19 N,Clearwater,Florida,33764,United States
• Exempt