As Italy HBS Sales Leader at Honeywell, you will have a crucial role in driving revenue growth and managing a team of sales representatives. Your responsibilities will include developing and implementing sales strategies, building strong customer relationships, and analyzing market trends to identify new business opportunities. Your expertise in sales, leadership, and strategic thinking will directly impact the company's sales performance and contribute to its overall business success.
Work Schedule: Hybrid (negotiable)
**Goals:**
+ Responsible for the performance and development of all sales activities in an assigned geographic area.
+ Staff and direct a sales team; providing leadership to achieve maximum profitability and growth in line with HBS’ vision and strategic objectives.
+ As a member of leadership team, coordinate activities with other functions and across regions to achieve overall business results.
+ Establishing and owning the plans and strategies aimed at serving and expanding the customer base in their assigned geographic area.
+ Recruit, train, appraise, motivate and set standards of job performance for the individuals within the sales team.
+ Serve as a local executive sponsor of HBS by maintaining customer contacts and relationships at senior levels in support of account managers and account strategies.
+ Creates a culture of accountability and supports the “One Team” model.
**Key Deliverables:**
+ Responsible for the strategy and execution of the sales plan for a specific geography.
+ Responsible for achieving AOP (Annual Operating Plan) numbers for assigned geography.
+ Responsible for assigning quota
+ Responsible for managing other sales professionals assigned to that geography.
+ Leadership and mentoring throughout the organization
+ Accurate forecast of orders and growth opportunities
+ Manage sales cost and achieve sales productivity goals
**Key Responsibilities**
+ **Business Relationships** : Leverages relationships with the customer in support of local sales strategies; Uses internal and external relationships to accurately assess potential barriers; Responsible for approving all goals for sales professionals in assigned area.
+ **Sales Process** : Build and motivate a sales team to cultivate and deliver results; Manage resources to maximize results from identified sales opportunities; Provide consultative support for building value propositions for HBS solutions; Manage a set of customer contacts and support sales professional in their role as customer’s ambassador/ advocate; Maximize competitive wins and serve as a consultant to account manager on negotiations; Lead geography and account growth planning and sales forecasting processes; Ensure approved sales processes are followed and company procedures and systems are effectively deployed in the geographic area; Remove barriers to accelerate results; Monitors and tracks key sales performance metrics.
+ **Customer** s: 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 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:** Attract, mentor, and develop team members in support of sales excellence; encourages and supports learner driven development; responsible for training and coaching 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; Responsible for the strategy and execution of the sales plan for a specific geography, achieving AOP (Annual Operating Plan) numbers for assigned geography, and for assigning quota; Accurate forecast of orders and growth opportunities.
**Experience** :
+ Seven+ years of related sales experience.
+ Minimum of three years of successful leadership
+ Experience building successful sales teams
+ Experienced in coaching sales reps engaged in complex sales/pursuits
+ Experience with balancing short term results with long term strategy
+ Demonstrated credibility at the executive level- in the customer’s organization as well as their own
+ Experience working in a highly matrixed organization
**Knowledge:**
+ Understands the HBS value proposition
+ Demonstrates a well developed sense of the industry and market trends in their given geography
+ Depth of knowledge of our customers’ businesses and drivers
+ Financial and business acumen; capable of creating unbudgeted opportunities funded from value of the solution or offering
+ Knowledge of Honeywell terms and conditions
+ Exceptional knowledge of internal sales process and systems to drive consistent business results
**Skills:**
+ Strong coaching and influencing skills; ability to work in a highly matrixed organization
+ Establish credibility and respect for self and Honeywell internally & externally
+ Motivate others
+ Push self and others to achieve bottom line results
+ Manage and direct resources towards meeting clearly articulated account and territory growth objectives
+ Evaluate the strengths and limitations of their team
+ Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
+ Effectively communicate
+ Execute effective negotiation strategies and plans
+ Excels in and experienced at coaching and modeling key sales skills
+ Anticipate future trends accurately; learn quickly and think independently to adapt as required
+ Fuent in Italian and English Language
Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable.
Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.