We don’t just sell things. We offer solutions to tomorrow’s challenges.
Our sales approach begins by identifying customer demands before they become challenges. We’re committed to delivering customer success through our comprehensive expertise in software and technology.
The Area Sales Leader – California (ASL) will be responsible for all sales associated with our Service Line of Business in California. The ASL will lead a team of Account Managers – the primary front-line interface with our Service customers and prospects – to drive growth for Honeywell Building Solutions in the California market. The ASL will be responsible for developing strategy, setting sales quotas and sales focus, and coaching front line sales team members to maximize their opportunities and support our growth in revenue, profit, and market share growth. The ASL will have a strong focus on Sales Cadence, coaching and developing front line salespeople to target, qualify, position, negotiate, and book new sales of Service Agreements and Service projects to both existing and new customers. The ASL will monitor and improve sales rep performance metrics including sales backlog, vertical market focus, call activity, closure rates, and other sales best practices for all team members.
Main responsibilities include:
+ Achieves and exceeds area quota.
+ Directs and supervises Account Managers to maintain and expand existing accounts to meet revenue, and profitability objectives.
+ Leads a multi-functional sales team including a technical sales support team
+ Consistently maintains a deep understanding of marketplace changes, intimate involvement with industry related activities and adapts territory strategies accordingly.
+ Effectively coaches team on how to sell the full portfolio of Honeywell solutions, Building Automation Systems (BAS), Heating Ventilation and Air Conditioning (HVAC), and Services (Maintenance Contracts and Software as a Service –SaaS)
+ Coordinates and reviews all sales strategies and new opportunities covering the addressable market in CA
+ Will work collaboratively with the senior members of the Service delivery team
+ Assists field sales in key situations as a trusted expert advisor to clients and is always influential in resolving problems and conflicts, as well as leading critical negotiations.
+ Builds relationships with senior leaders with our customers at a vice president level and higher
+ Establishes a team that will be able to make their annual plan and make changes as needed which may include coaching, training, performance management, and hiring of new team members
+ Experience in operating within a highly-structured sales environment
+ Adapting the organization to reflect the ever-changing market needs
+ Travel requirements will be 20-30% predominantly among the San Francisco, Los Angeles, and Sacramento markets
YOU MUST HAVE
+ High school diploma
+ Minimum of 3 years of successful sales leadership experience
+ Minimum of 8 years of strategic business development experience
+ Valid driver’s license
+ Bachelor’s degree
+ 5+ years of sales leadership in the Building Operational Technology (HVAC mechanical, HVAC Building Automation,
+ Security, Life Safety or Building Services / Software marketplace)
+ 5+ years of proven track record to build and develop sales professionals with a high technical background and solution selling approach
+ 5+ years demonstrated successful leadership in delivering year over year orders growth
+ Demonstrates ability to provide leadership and influence to help expand our presence within a portfolio of accounts
+ Demonstrates high-energy and competitive mindset
+ Should be a highly experienced manager and revenue generator with a proven track record of exceptional results, both individually and as a leader
+ Builds trust and credibility at all levels of the customers’ organization, including decision-makers across the customers’ business functions and c-suite.
+ Demonstrates expertise in business acumen, sales management, sales systems and process
+ Expert in developing, and coaching others on how to develop, consultative, influential, credibility-based relationships at all levels, including business owners, & executives
+ Strong competence to lead, mentor, and develop new client acquisition strategies for multiple markets in California market, working in a highly matrixed organization
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.