What are the responsibilities and job description for the Principal Sales Representative - Space Business position at Honeywell Aerospace Technologies?
Job Description
The future is what you make it. When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers and doers who make the things that make the future. That means changing the way we fly, fueling jets in an eco-friendly way, keeping buildings smart and safe and even making it possible to breathe on Mars. Working at Honeywell isn’t just about developing cool things. That’s why our employees enjoy access to dynamic career opportunities across different fields and industries. Are you ready to help us make the future?
Reporting to the Sr Director of Space Programs within the Defense & Space DRTX Customer Business Team, the candidate will be a technically strong, dynamic and experienced leader responsible for driving growth, operational excellence and customer loyalty across multiple US Space platforms and programs. You will lead the core pursuit team, working with Engineers, Customer Business Managers, and Development Program Mangers with oversite over the extended Customer Team (PMO, C&PS, FSE, E&T, ISC, Contracts, Legal, Finance and Marketing) to develop winning solutions/offerings to solve our customers’ hardest challenges.
You will be part of the business team whose focus is to develop the customer engagement strategy, achieve growth and increased profitability, demonstrate flawless program execution, and increase customer satisfaction. You will have direct responsibility for all components related to Space products for Raytheon and other key customer accounts within the DRTX portfolio. The successful candidate should have the proven ability to build strong customer relationships and to consistently deliver on yearly Wins/Bookings and AOP commitments.
This role has broad leadership engagement across all customer lines of business and will also interface with Honeywell Aerospace executive management and all Aerospace GBE Product Line Leaders.
Responsibilities
Customer Strategy for Growth:
YOU MUST HAVE
The future is what you make it. When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers and doers who make the things that make the future. That means changing the way we fly, fueling jets in an eco-friendly way, keeping buildings smart and safe and even making it possible to breathe on Mars. Working at Honeywell isn’t just about developing cool things. That’s why our employees enjoy access to dynamic career opportunities across different fields and industries. Are you ready to help us make the future?
Reporting to the Sr Director of Space Programs within the Defense & Space DRTX Customer Business Team, the candidate will be a technically strong, dynamic and experienced leader responsible for driving growth, operational excellence and customer loyalty across multiple US Space platforms and programs. You will lead the core pursuit team, working with Engineers, Customer Business Managers, and Development Program Mangers with oversite over the extended Customer Team (PMO, C&PS, FSE, E&T, ISC, Contracts, Legal, Finance and Marketing) to develop winning solutions/offerings to solve our customers’ hardest challenges.
You will be part of the business team whose focus is to develop the customer engagement strategy, achieve growth and increased profitability, demonstrate flawless program execution, and increase customer satisfaction. You will have direct responsibility for all components related to Space products for Raytheon and other key customer accounts within the DRTX portfolio. The successful candidate should have the proven ability to build strong customer relationships and to consistently deliver on yearly Wins/Bookings and AOP commitments.
This role has broad leadership engagement across all customer lines of business and will also interface with Honeywell Aerospace executive management and all Aerospace GBE Product Line Leaders.
Responsibilities
Customer Strategy for Growth:
- Identify and win new growth opportunities within all customer business segments
- Develop and execute broad strategies to secure short- and long-term business
- Deliver winning proposals and strong, customer specific, value propositions
- Establish and cultivate customer relationships with key stakeholders at all organization levels
- Validate and achieve 3-year and 5-year Strategic Plan (STRAP)
- Build customer trust and respect by delivering on commitments
- Identify, assess, acquire, and develop the critical skills and behaviors for the customer strategy
- Collect and share with internal team Voice Of Customer (VOC)
- Understand customer needs and help translate that into winning solutions
- Develop/create winning solutions and proposals that meet customer expected due dates
- Build strong capture teams to achieve business objectives and customer commitments impacting P/L financials
- Improve delivery, quality, and the entire order to collection process for working capital
- Lead negotiations and conflict resolution for all business aspects with the strategic account
- Obtain a high OEM production forecast accuracy and ensure robust SIOP demand planning
- Growth (Pipeline Expansion, Wins and Orders)
- AOP Financials (Revenue, Margin) – Assist CBT to achieve AOP
- Working Capital – Establishing cash positive program wins
- SIOP Metrics (Firming, Forecast Accuracy – SalesForce.com)
- Customer Satisfaction/Voice Of Customer (VOC)
YOU MUST HAVE
- Minimum 10 years of sales, program / business management or engineering experience.
- Minimum 5 years of leadership experience with large, diverse teams.
- Active, or ability to obtain Top Security/SCI Clearance and willingness to undergo a Poly
- US Citizen – Within commute distance of a Honeywell Space Facility
- Bachelor's degree required in Engineering or Business.
- Experience working Space program development and sales
- Developing and fostering strong customer relationships
- Proposal writing experience
- Strong analytical and financial skills
- Track record of exceeding Sales targets
- Passion for winning
- Technical knowledge around Space products such as GN&C, Momentum Control, Actuation, Microelectronics, and RF hardware
- Knowledge of DoD planning, programming, budgeting and execution
- Strategic mindset to scope tasks and achieve goals
- Ensuring customer satisfaction (delivery, quality, reliability)
- Effectively getting results in a matrixed organization structure
- Clear communication and vision setting skills
- Executive presence and interfacing with customers at all levels of the organization
- Timely decision making in the face of complexity and ambiguity
- Effective coaching/mentoring skills
- MBA or Advanced Degree preferred
- PMP certification desirable
- Ability to develop personnel in direct and indirect reporting relationship