Honeywell Director, Defense OE Sales / NBD in Minneapolis, Minnesota
Director, Defense OE Sales / NBD
Location: Minneapolis, MN
Summary of Position Director, Defense OE Sales/NBD reporting to the Senior Director, OE Sales/NBD Electronic Solutions (ES) business with dotted line responsibility to the VP, ES OE Customer Business Team (CBT) who leads our business with key US and EMEAI Defense market Missiles & Munitions OEMs such as Raytheon, ATK, MDBA (EMEAI & US locations), Kongberg, Roketsan, Aselsan, Tubitak and IAI. This position will be responsible for the pursuit and acquisition of new short-cycle and long-cycle business growth and positive relationship development across all current Missiles & Munition OEM customers as well as the identification and development of new OEM customers or partners to drive additional future growth. The Director, Defense OE Sales/NBD will lead a team of current OE Sales leaders located in close proximity to their assigned OEMs who have responsibility for driving growth and relationship development with their customers.
The successful candidate will be expected to lead growth meetings up to the Aerospace Leadership Team (ALT) level during major sales pursuits and new business development activities. The ideal candidate will have an understanding of Honeywell’s broad product portfolio with special emphasis on Navigation & Sensors and other GBE products applicable to the Missiles & Munitions defense market. Day to day interaction with the ES OE CBT VP as an assigned functional staff member. Interface with GBE Product Line Directors, Aftermarket Sales Directors, Technical Sales, Contracts, Pricing, Customer & Product Support (C&PS) and/or other members supporting the individual OE Sales leader’s pursuit teams as needed depending upon phase of pursuit underway. This position will be located in Minneapolis or Clearwater to best facilitate close coordination with the OE CBT VP, staff and pursuit teams.
The Director, Defense OE Sales/NBD will also implement and drive a strong growth MOS with the VP, OE CBT, each of the CBT’s individual businesses and the OE Sales leaders to ensure the team accomplish the following key responsibilities.
OE Sales Team Primary Responsibilities: * Lead internal growth activities and pursuit process through the five sales stages…Prospecting, Cultivating, Launching, Proposing and Negotiating/Closing. * Early identification of new opportunities and entry into SFDC. * Work closely with Technical Sales to jointly lead internal cross functional teams and successfully managed proposal development activities to respond to customer solicitations to win profitable tactical short-term and strategic long-term new business for Honeywell. * Develop and execute a broad strategy to promote long-term business, positive relationships and technology partnerships with the OEM customers and in doing so understand the business and competitive environment with the OEMs. * The Honeywell’s representative at all assigned customers. Build strong relationships with the customer executive and mid-level positions across all growth related functions needed to position Honeywell for new growth and long term positive relationships. * Develop and execute a customer contact plan to broaden relationships across the OEM for day-day CBT & Sales activities and for pursuits well in advance of opportunities including key personnel responsible for influencing and making selection decisions. * Facilitate Global Business Enterprise (GBE) product Voice of the Customer (VOC) and Technology Reviews at each OEM for early identification of new opportunities and customer needs. Work closely with the GBEs to ensure our product development roadmaps are aligned closely with the OEM’s long-term plans for their platforms in advance of RFI/RFPs. * Develop formal pursuit plans and strategies early in the process well in advance of RFI/RFPs. * Schedule and lead internal Opportunity Reviews, Pursuit Reviews and SEA Approval Reviews, coordinating across all functions, to ensure on time RFI and RFP response submittal to the OEM. * Attend OE CBT staff meetings and MOR. Review OEM growth plan at each MOR as directed by the CBT VP and. Sr. Director, OE Sales/NDB. Ensure strong linkage and open communication with CBT Leader, CBT PMs and other CBT functional staff leaders. Participate as an active member in CBT meetings. Support overall CBT business goals with assigned OEM customers. * Establish operating systems to measure and gather customer intelligence, CTQ’s and VOC which are critical to developing successful pursuit plans, tactics and strategies. * Manage CBT B&P & Sponsorships and individual T&E spend within assigned budget. Work closely with the CBT to manage Discretionary Spend and customer event sponsorships within assigned budget. * 50% travel
YOU MUST HAVE * Bachelor’s degree in business, engineering, marketing or related field. * Minimum 10 years direct customer experience in the Defense Missiles & Munitions market with OEMs, US DOD services and/or Foreign Military sales, business development, program management, business management and/or engineering roles. * Minimum 5 years of Defense / Aerospace sales or business development experience. * Must be a US Citizen due to contractual requirements. WE VALUE * MBA desired. * Technical background with or strong knowledge of missiles & munition products. * Strong leadership and negotiation skills. * Strategic thinking with the ability to develop and implement winning pursuit strategies. * Thorough understanding of, and experience with the pursuit and proposal processes. * Demonstrated ability to lead simple and complex pursuits and successfully close. * Demonstrated ability to develop and foster strong customer relationships. * Demonstrated ability to achieve results through influence in a cross functional, matrix team environment.
Title: Director, Defense OE Sales / NBD
Requisition ID: 00354856