Airport Global Sales Leader

Join a team recognized for leadership, innovation, and diversity
We dont just sell things. We offer solutions to tomorrows challenges!

Our sales approach begins by identifying customer demands before they become challenges! Were committed to delivering customer success through our comprehensive expertise in software and technology.
 
If you desire an exciting, challenging opportunity with extraordinary earning potential, then we invite you to apply.  We believe our people make Honeywell a special company and are a key competitive advantage. 

Honeywell Buildings Automation (BA) is an industry leader working commercial market customers to achieve their desired business objectives.  Within BA, our direct sales force creates and sells integrated solutions to our customers that achieve results. Our sales approach begins by working with the end customer to identify and prioritize their desired outcomes. We help them select and define use cases that will achieve those outcomes.  From there we design the integrated solution that will deliver those use cases.
 
The "Airports Global Sales Leader" will focus on leading a team to deliver an Annual Operating Plan (AOP) of approximately US$100m of orders.  The global team is comprised of Regional Sales Leaders and Technical professionals.

Honeywell Airport Business (HAB) is an integral part of Honeywell Building Solutions (HBS), a US$2.8B+ Business Unit of Honeywell Building Automation (BA) exclusively focusing on delivering products, solutions and services for Airside and Air Traffic management applications. Through a network of local branch offices, HAB installs, integrates, and maintains systems that keep Airports safe, secure, productive, and efficient. 
HAB offers a complete package of Airside products, solutions, and services to increase both safety and efficiency of airfield operations for ICAO and FAA markets. Product lines include: 

• Visual Docking Guidance System (VDGS)
• Airfield Ground Lights & Signs
• Power Supply & Control Systems for Airfield Ground Lighting
• Airfield Management Software Suite - Honeywell NAVITASTM 
  • Lights Manager - Control & Monitoring System for Airfield Ground Lighting (ALCMS) 
  • Turnaround Manager - Control & Monitoring System for Visual Docking Guidance System & Gate Equipment
  • Surveillance Manager - Multi Sensor Data Fusion System for Surveillance Services
  • Surface Manager - Airport SafetyNet, Routing & Guidance Services 
  • Tower Manager - Integrated Tower Working Position (ITWP)
  • Engineering Manager - Integrated Engineering Working Position (IEWP)
  • Performance Manager - A-CDM System, Airside Performance & BI Tool 
  • Operations Manager - Airport Operations Control Center System
  • Integration Manager - ATM Integration Platform (SWIM)
• Airport Operations Software Systems
  • Airport Operations Database
  • Resource Management System
• Ground Handling Solutions
  • Vehicle Tracking System
  • Workforce Management System
  • Aircraft Turnaround Management System

Global hubs like Dubai, Kuala Lumpur, Incheon, Munich, Frankfurt, Berlin, Zurich, New Delhi, Mumbai, Vietnam and over 500 airports are equipped with Honeywell Airside products.

The Airport vertical includes Major Airports/Hubs, Regional Airports, Military Airbases, Special Airports, and Air Navigation Services Providers. It includes both public and private entities across the globe.

RESPONSIBILITIES

• Drive orders growth in Global Airports Airside Business. Liaise with Airports Airside Decision Makers, Air Navigation Service Providers (ANSP).
• Meet or exceed the Annual Operating Plan (AOP) on a monthly, quarterly, and annual basis for the Global Airports Business.
• Solid Line Reporting to the BA Global Sales VP and Matrix Report into Global Airports General Manager
• Define and execute market strategy to achieve AOP.
• Coach, develop, and retain talented sales team to deliver AOP.  Drive organizational talent management including performance management if required.  
• Assign incentive quota targets for all sellers.  
• Provide accurate weekly forecast for orders within NEX / Salesforce.com platform. Includes overall orders forecast along with forecast for Projects and Service lines of business.
• Consistently meet the orders forecast on a weekly, monthly, and quarterly basis.
• Coach and mentor sales personnel in establishing professional relationships with appropriate levels of client decision makers.
• Create a robust pipeline of major pursuits within the Airports industry, tracked via CRM (NEX / salesfore.com).
• Define key accounts within Airports/ANSPs and coach/mentor team to create robust territory / account / pursuit plans for each pursuit.
• Assess teams sales activities and forecasts to determine sales progress and required improvements.
• Lead Quarterly Business Reviews (QBR) focused on achieving the key targets for the business.

Recommend and implement improvements to achieve sales goals.

YOU MUST HAVE

• BA/BS degree
• Minimum of 10 to 15 years of proven sales leadership/management experience selling to Airports Airside or Air Navigation Service Provider or Airside System Integrators.
• Minimum of 10 years of quota carrying sales experience.
• Must be from the Airports Airside Domain (No Exceptions).
• Strong network with consultants and with decision makers at Airports and ANSPs.
• Ability to coach and mentor team to have a winning sales strategy for their accounts and opportunities.
• Strong knowledge of Gate Systems, Airfield Ground Lighting, ATC Systems etc., including software, hardware, and services.
• Good knowledge and understanding of applicable standards like ICAO, FAA, EASA, CASA etc.
• Strong presentation and communication skills to manage multi levels of internal stakeholders and influence the teams.
• Experience in operate in a true multi-cultural and international organization, collaborating with culturally diverse customers/partners.

WE VALUE

• Strong skills with Salesforce.com platform
• Strong understanding of direct sales of integrated solutions
• Outcome based selling skills
• Demonstrated ability to consistently meet or exceed Annual Operating Plan
• Coaching/mentoring skills for sales professions
• Strong leadership skills
• Strong communication skills
• C-Level selling skills
• Strong knowledge of construction ecosystem.  Includes general contractors, electrical contractors, system integrators and consulting engineers
• Excellent communication and collaboration skills are required
• Ability to travel across globe at least 50 of the time
  
  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, or veteran status.