Honeywell Process Solutions (HPS) is a strategic business unit in Automation and Control Solutions (ACS). HPS improves the safety, reliability, efficiency and sustainability of industrial facilities on every continent around the world. With more than 12,000 employees in 120 countries, HPS offers a full range of industry-leading automation and control solutions and advanced software applications to key vertical industries, including oil & gas, mining, refining, pulp & paper, power, chemical, and life sciences. Responsible for the performance and development of all sales activities in an assigned area of business development; being Oil & Gas North Sea Area, in particular Scotland and Norway.
Goals
· Staff and direct a sales team (might have some (future) direct reports, most are not); therefore providing leadership is essential to achieve maximum profitability and growth in line with Honeywell's
vision and strategic objectives.
· Establishing and owning the plans and strategies aimed at serving and expanding the customer base in their respective area
· If and when applicable recruit, train, appraise, motivate and set standards of job performance for the individuals within the sales teams. However most of sales people are reporting into the country
or region, therefore it's important to be able to lead "without authority".
· Serve as a local executive sponsor of Honeywell by maintaining customer contacts and relationships at senior and executive levels in support of territory account managers and pursuit strategies.
Key Deliverables
· Lead and motivate where applicable sales teams that achieves maximum profitability and growth in line with Honeywell's vision and strategy, specifically for North Sea O&G
· Strategies and initiatives to attain growth in the assigned area
· Leadership and mentoring throughout the organization
· Business development related value proposition and marketing plan
· Executive sponsorship for select customers and/or pursuits
· Accurate forecast of revenue and growth opportunities
Responsibilities
· Business Relationships: Leverages relationships with the business development prospects in support of local sales strategies; Uses internal and external relationships to accurately assess
potential barriers, to allocate resources necessary for change initiatives, and to aid the team to cross political boundaries
· Sales Process: Help/support building and motivating 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 Honeywell solutions; Manage a set of business development contacts and support account manager in their role as an additional Honeywell ambassador/
advocate; Maximize competitive wins and serve as a consultant to account manager on negotiations; Lead territory and account growth planning and sales forecasting processes
· Customers: Industrial customers in the process industries; 5-20 account managers, 50-100 customers and locations typically; Internal resources and functions that interface with sales
· People Management: Attract, mentor, coach and develop (where applicable) team members in support of sales excellence; Manage, prioritize deployment of personnel and resources to match
team's requirements; Motivate the team by creating a climate in which people do their best; Provide strategic vision to the team; Effectively interact with Honeywell senior management
