Sr. Director Business Development

Join a team recognized for leadership, innovation and diversity

The future is what you make it.

When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers, and doers who make the things that make the future. That means changing the way we fly, fueling jets in an eco-friendly way, keeping buildings smart and safe and even making it possible to breathe on Mars. Working at Honeywell isn't just about developing cool things. That's why all our employees enjoy access to dynamic career opportunities across different fields and industries.

Are you ready to help us make the future?

Reporting to both the Boeing CBT Vice President and Bombardier CBT Vice President, this position is responsible for leading both the Boeing and Bombardier account pursuits and acquisition of new business. Aiming to grow the HW business with Boeing and Bombardier across both OE, AM and SBG, it requires close collaboration with cross functional teams including GBE Business Development Directors, Engineering, and the other functions of the CBT, especially ensuring alignment with GBE product / business strategies, to develop and execute sales strategies and successfully implement the pursuit process. Substantial business contact and technical interface with Boeing & Bombardier stakeholders is also necessary. The annual Revenue for these accounts is $750-1.25B (Boeing $550-$900M, Bombardier $200-350M) and requires a robust sales pipeline to support growth targets.

Specific responsibilities include:

• Gather customer intelligence, CTQ's and VOC and translate into successful pursuit strategies and tactics; translate these into GBE inputs to ensure robust product plans in support of the platforms.

• Drive the development and maintenance of long term product roadmaps that support the platform roadmaps and ensure alignment with GBE product development. Work with the Platform Pursuit leads to ensure alignment with Customer long term plans for the platform. Work closely with the HON Product Development and Customer Product Development teams across the product applications

• Work closely with the cross functional CBT to develop and implement capture strategies

• Develop and drive pursuit strategy and plan with the GBEs to ensure we win what we want to win at desired profitability

• Lead OE capture team for individual pursuit packages, managing on-time development of pursuit plan deliverables, RAILs and cross-functional tie out

• Lead the Opportunity Review (OR), Green-sheet and Proposal processes for individual Bombardier pursuits, coordinating across all functions, managing necessary reviews, and ensuring on time RFI and RFP response submittal to Bombardier

• Lead development and delivery of technical presentations to Bombardier, work across the Platforms and AM to ensure consistent message, core development and leverage of RDE across the Business.

• Lead pre-proposal trade study and customer workshop activities

• Provide direction in defining engineering activities required to support pursuit strategy and drive development of "value optimized" technical solutions

• Support CBT in establishing and managing pursuit RDE and B&P budgets

• Support continuous improvement of the pursuit process

• Collaborate with counterparts in other business segments to identify cross-business or cross-platform opportunities and best practices

• Support CBT in financial and contractual negotiations with the customer

• Provide input to GBEs for technology development activities and product line strategies concerning the needs / feedback from the customer

Key Success Factors

• Establishment of strong customer relationships

• Strong passion for winning with "hunter" mindset to drive win rate

• Alignment internally with different functions especially with GBE business strategies thru effective communication in a highly matrixed organization

• Margin and Revenue contribution

• Sales process implementation

• Delivering on results and meeting commitments

• Ability to compose compelling technical and business proposals

Location / Travel:

This position locates in US or with the customer but requires ~50% time travel

YOU MUST HAVE

• Bachelor's Degree

• Due to compliance with U.S. export control laws and regulations, candidate must be a U.S. Person, which is defined as, a U.S. citizen, a U.S. permanent resident, or have protected status in the U.S. under asylum or refugee status

• 10 to 15 years of sales and marketing experience with at least 5 years in Aerospace

WE VALUE

• Masters Degree preferred

• Thorough understanding of, and experience with the BGA OEM pursuit process

• Undergraduate degree required; MBA preferred

• Six Sigma Greenbelt trained/certified

• PMI experience/certification

• SMP trained

• Demonstrated ability to develop and foster strong customer relationships

• Strong Pursuit and Proposal experience

• Experience in developing and executing strategy and growth plans for new products and new market applications

• Breadth of experience across multiple programs, products and customers

• Strong systems technical, product and program knowledge and experience in the area assigned

• Demonstrated ability to achieve results through influence in a cross functional, matrixed, team environment

• Executive level communication skills and experience

• Background in interfacing with BGA customers

• Strategic thinking with the ability to develop, implement and document pursuit strategies

• Strong leadership and negotiation skills

Additional Information

• Category: Business Development
• Location: 1944 E Sky Harbor Circle, Phoenix, AZ 85034 USA
• Exempt
• Due to US export control laws, must be a US citizen, permanent resident or have protected status.

Sales (GLOBAL)