Lead Sales Representative

Adjacency Sales Manager - Aero

Description：

This position reports to Sales Leader, BGA APAC and is responsible for identifying new business opportunities and driving profitable sales growth for the Honeywell Aerospace product portfolio into adjacent markets. Will achieve sales targets as required by the AOP (Annual Operating Plan) and STRAP (Strategic Plan).

Responsible for ensuring customers understand the full portfolio of the Honeywell offering and assure best possible customer experience to meet profitable growth (revenue & margin) targets

• Scope includes the entire portfolio of Honeywell Aerospace products into traditionally non aerospace market segments and new Customer groups

• Drive sales execution both directly and via channel strategy in current key offerings including IMU, Accelerometer, Coatings and various existing and new products that can be use in industrial applications / adjacent industries.
• Leverage functional team(s) to drive accelerated sales win and market expansion; collaborate with ASM/CBM/CSM and other stakeholders in region/ out of region.
• Develop extensive network of contacts – customers, partners, influencers (such as trade bodies etc) and other Honeywell teams (SBG/ Corp) across APAC; focus on key geographies Gr China, SE Asia, Australia, Japan & Korea.
• Develop and refine existing MOS with internal teams (GH/GBE/ regional team) and external stakeholders (customers/ partners) to drive sustained momentum and rigor
• Concise and clear leadership report outs on progress and next steps with detailed action plans and timelines for current month / quarter / year and STRAP
• Meet/ exceed AOP including linearity and Quarterly metrics
• “Ear on the ground” with active outreach on new potential offerings from GBE/GH and migrate that into VOC/ market sizing and GTM strategy. Participate in GBE IPDS/ similar GH process with aim of having clear path forward on new offerings.
• Outreach to non-Aero Honeywell SBGs- BD & Strategy for solutions & offerings/ channel
• Lead and participate VOC, market sizing and GTM strategy (including commercial aspects) development with GBE/ Green House and Strategic Marketing.
• Work closely with GBE’s, Strategic Marketing, Government Relations to position Honeywell as a technology leader, identify new markets/adjacencies and develop adjacency sales strategy in Asia Pacific
• Work closely with Customer and Product Support and Aftermarket CBT leadership to present a simple way of doing business to customers
• Work with the Sales Excellence team for all salesforce.com related inputs, deal approvals and sales training. Pipeline development and tracking.
• Clear understanding of HOS, including Honeywell User Experience (HUE), Velocity Product Development (VPD), New Product Introduction (NPI), and Flawless Launch processes.
• Provide input to AOP, SRO (Short Range Outlook) and STRAP process
• Ability to understand / grasp new concept(s), product(s), business models and conceptualize, and execute
• Analyze sales data and provide insights to optimize sales performance, including pipelines analysis and quality drive, pipelines reports, and dashboard build according to business requirement
• Generate channel insights for the region/country and represent it in monthly channel team reviews with functional and business leadership.
• Proactively conduct cold calling and outbound prospecting to identify, qualify, and engage new customers, partners, and influencers in adjacent market segments across APAC and also for Aerospace segments (Business Aviation)
• Independently develop and maintain structured contact plans, including target account lists, stakeholder mapping, outreach cadence, call objectives, follow-up actions, and conversion tracking
• Provide regular report-outs to leadership on outreach activity, contact plan progress, qualified leads, pipeline impact, customer feedback, risks, barriers, and next-step actions with clear owners and timelines
• Support Business & General Aviation Business in white space recapture initiatives, conceptualize addressable market and present action plan for execution

Experience & Qualification:

• Bachelor’s Degree (industry equivalent qualification)

  • Minimum of 3 years of demonstrated experience in business development / support will be considered or similar industrial background, product and sales knowledge experience
  • Strong business acumen
  • Excellent verbal and written communication skills
  • Good knowledge of Honeywell product portfolio and associated value propositions
  • Good knowledge of competitor’s products and services. Bi-lingual (English and Mandarin preferred)
  • Previous exposure /knowledge in industries e.g. Mapping & survey, Marine, Oil and Gas, Mining, Industrial Autonomy – Marine & Land robotics, Drone delivery, Last-mile delivery is preferred but not necessary.