Honeywell Commercial Excellence Leader PPE Healthcare in Charlotte, North Carolina
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Are you ready to help us make the future?
Honeywell is building a smarter, safer, and more sustainable world.
As our sales maturity continuously improves, we have the need to recruit additional, proven Commercial Excellence (CE) experts who can further accelerate our adoption and deployment of the right tools, processes and metrics that drive sustainable organic growth faster than the market.
We are currently seeking a proven leader in sales operations who can leverage their experiences to directly impact the commercial effectiveness and sales performance for Honeywell’s newly established Healthcare Line of Business.
As the Commercial Excellence Leader, you will be responsible for driving common cross-enterprise standards in how we deploy the annual growth plan into actionable sales activities by developing and maintaining a continuously improving ‘playbook’ of common sales processes, commercial organizational structures, tools and metrics that deliver accelerated growth and measurable customer adoption.
This key position in our organization collaborates regularly with senior leaders and cross-functional teams including Sales, Marketing, Product Management, Information Technology, Finance and HR to deliver comprehensive and profitable concept-to-cash outcomes for Honeywell.
Reporting to the Honeywell SPS VP Commercial Excellence and working with other CE leaders for the business entities and regions you will champion the enablement of:
Go-To-Market models, sales and channel structures and functional support necessary to sell a complex portfolio and demonstrate tangible proof of value to the decision maker
Create and execute a rigorous sales operations process management operating system (MOS) that integrates the coordinated review and execution of the sales pipeline, account opportunities and leads across the entire enterprise with routine engagement with each business and region at the sales manager and sales contributor level
Inspect, coach and enforce the practical utilization of the standard sales metrics and utilize interactive analytics dashboards to generate actionable insights and training that Business Leaders and Sales Managers can use to improve selling behaviors and exceed overall performance goals versus the annual targets
Be accountable for driving the initiatives that improve seller performance and productivity measurably and sustainably; develop programs and metrics that increase the adoption of the right sales behaviors and outcomes around account and call planning, pipeline forecasting, win rate, deal velocity, customer retention and forecast accuracy
Drive the routine self-assessment of the businesses’ CE maturity and sales manager / individual seller competencies; identify common needs and prioritize the next step improvements by highest economic impact; work in coordination with other SPS corporate staff responsible for sales training, sales automation and analytics to leverage our combined resources and best practices
In collaboration with our HR Partners and Business/Sales Leaders, be accountable for driving the global coordination of the Seller recruitment processes, tools and onboarding & training methods to improve the new employee experience, accelerate their ramp-up and increase the acquisition and retention of top sales talent
Coordinate with Marketing to generate best in class practices to translate the strategic growth plans into practical quota setting, effective demand generation activities, lead to revenue conversion process, pricing models, offering launches and value selling content focused on differentiation and long-term business value for the customer
Generate a proactive communication and education strategy to the global salesforce regarding benchmarking, best practices, news on tools, training and productivity enhancements.
The measures of success will include:
Driving significant year-on-year improvements in seller productivity, quota attainment and customer acquisitions while maintaining a robust and integrated functional excellence in sales operations across the enterprise.
Aligning the sales force where the business is growing (emerging regions)– changing portfolio, more software recurring revenue business (project to recurring)
Get a consistent approach to sales operations process around pipeline opportunity, territory and key accounts a management across all geographies and lines of business
Drive best practice in digital enablement to give sellers more qualified leads to pursue stronger value propositions and tools and training that increase their personal productivity
Continue to drive the talent acquisitions, create career development opportunity, manage/optimize the core sales team in terms of performance and behaviors vs expectations, attract and retain top talent.
YOU MUST HAVE
5+ years’ experience including a combination of sales operation, sales, regional marketing, and/or Commercial Excellence roles.
MBA degree and a financial background strongly preferred.
Experience selling into hospitals / hospital networks
Experience with multiple go-to-market models, including End User Direct and Distribution
Demonstrated capability to translate growth strategies into practical sales plans, best practices and operational structures with a broad portfolio of business model and industry vertical commercial experiences
Excellent business acumen, strategic planning, analytical, communication, project management, and change management skills.
Customer success obsession and a bold passion for working towards results and customer satisfaction
Leadership impact and ability to consult with and challenge business leaders at multiple levels within the organization regarding their needs, gaps and operational plans.
Superior communicator able to assemble and clearly articulate key strategies, plans and reports aligned to drive tangible business impact. Strong listening and facilitation skills
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.
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