Honeywell Major Projects Pursuit Leader in United States
Major Projects Pursuit Leader
A Fortune 100 company with approximately $40B in sales in 2015, Honeywell creates solutions that improve quality of life for people around the globe — generating clean, healthy energy, and using it more efficiently; increasing our safety and security; enabling people to connect, communicate, and collaborate; and equipping our customers to be even more productive. Our Great Positions in Good Industries have been a huge driver of our portfolio development and organic growth across industries, including homes and building, aviation, defense and space, oil and gas, industrial, chemicals and vehicles.
- Aligning Honeywell’s capabilities to the client’s strategic and tactical business goals and objectives at all levels, from senior executive to project personnel.
· Engaging very early in the project pursuit phase with senior management to influence the client’s thinking on what theywant to buy and how they should buy it.
Identifying and communicating unique opportunities for the project/client where Honeywell solutions may add differential value.
Coordinating the activity of Honeywell account managers, technical resources and project personnel in each geographic region to ensure Honeywell’s value to the client is maximized and win rates are maintained at >50%.
Developing and sustaining relationships with client’s project teams at all levels, such that Honeywell’s solutions and services become, and are recognized as strategic to the client.
To share best practices across the Major Project pursuit team and the rest of HPS.
To support and sell with a ONE-Honeywell mindset and approach.
Pro-actively support the development of Mega Projects pursuits pipeline – from identification, through screening and validation of the opportunities.
Pursuit strategy development for the assigned project on a global basis.
Maintenance of the pursuit analysis tools (‘Redbook’, TAS, FOR) and the ability to recommend a ‘No-BID’ on projects that we have no way to win or are not strategic to HPS.
Face to face relationship development with all associated project decision makers up to and including executives of the end-user and EPC(s).
Communication and persuasiveness of the ONE-Honeywell value proposition to the client.
Coordination of HPS sales and support activity on all assigned projects globally.
Support the development of regional HPS sales team members to clearly understand the value generators and cost drivers that must be communicated for overall success.
Utilize the team of Marketing specialists, Solutions Architects, Application’s Specialists, PAS operations, Proposal and estimating specialists, contracts and service (and other regional teams within Honeywell’s global business structure) to support the project’s requirements.
Build relationships with local and/or EPC account managers, sales and regional management, field service leaders, and other Honeywell functional groups, alliance partners, and key suppliers to enable maximizing the overall scope and profitability of each project pursuit.
Inputting, maintaining and managing your project pipeline in the CRM, such as Siebel, on daily basis if needed, such that they are always in current status.
BS degree in engineering or applied science or equivalent experience
15+ years of industry experience in industrial automation / process controls in oil and gas, refineries, petrochemical, or pulp and paper.
10+ years of industry experience selling complex solutions (i.e. automation)
5+ years of major project pursuits experience
Strong technical and communication skills
Passionate self-starter and a proven leader of large teams
Consistent track record of sales success vs quota.
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