Sr Director Sales Excellence

Senior Director Sales Excellence

Key Responsibilities 

The Senior Director, Sales Excellence, will partner closely with Process Technologies (PT) Commercial and Catalyst Technologies (CT) Sales Leadership to drive commercial performance, sales effectiveness and profitable growth. The role will lead the design and execution of the commercial operating system, leveraging data, AI, digital capabilities and cross-functional collaboration to improve sales productivity, customer growth and revenue synergies. The role will also lead strategic commercial initiatives and build the capabilities, processes and tools required to enable a high-performing sales organization. 

A summary is mentioned in the following table:

1. Sales Operations and Process Excellence

• Drive pipeline sufficiency and order pipeline development, ensuring appropriate pipeline coverage, quality, progression and conversion to support business growth objectives. 
• Own and continuously improve the Sales Management Operating System (MOS) for the Catalyst Technologies under Process Technologies business, establishing clear performance rhythms, metrics, governance and accountability to drive sales effectiveness. 
• Drive disciplined lead management and lead-to-revenue processes, improving lead qualification, conversion, sales velocity and win rates. 
• Monitor and provide insights on key sales behaviors and activity metrics, identifying opportunities to improve seller effectiveness, customer engagement and sales productivity. 
• Provide reliable and timely sales, order, pipeline, forecast, customer and commercial performance reporting, including scorecards and dashboards for Sales and Business Leadership. 
• Lead continuous improvement, simplification, standardization and automation of sales processes, tools and operating practices, improving data quality, seller productivity and ease of use. 
• Champion adoption and compliance with the global sales model, Sales MOS, commercial processes, standards and best practices across the Process Technologies organization. 

2. SFDC (CRM) Development and Deployment for CT

• Lead the development, deployment and continuous enhancement of SFDC (CRM) capabilities for CT, ensuring alignment with Honeywell/PT sales processes, business requirements and commercial priorities.
• Drive CT’s transition and adoption of Honeywell/PT sales processes and CRM ways of working, including change management, stakeholder engagement, communications, training and ongoing adoption tracking.
• Partner with PT Sales Enablement and relevant functional teams to deploy sales training, tools and best practices across the CT sales organization, ensuring consistent adoption of the new sales model and sustained CRM utilization.

3. AI Driven Sales Excellence and Enablement

• Define and execute the AI and digital roadmap for Sales, identifying and prioritizing strategic AI initiatives that enhance sales effectiveness, productivity and customer engagement across the sales force.
• Drive actionable data, analytics and AI-enabled insights to improve sales performance, identify growth opportunities, strengthen pipeline and forecast visibility, and enable data-driven commercial decision-making.
• Lead the development and adoption of AI-enabled dashboards, tools and sales solutions that improve pipeline management, customer intelligence, sales productivity and the ability to win new customers and expand existing customer relationships.
• Drive end-to-end implementation and adoption of AI solutions across the sales organization, partnering with Sales, IT, Digital, Data & Analytics and other stakeholders, and tracking business impact and value realization.
• Partner with the strategic accounts leader to support the portfolio of high-priority strategic accounts with significant revenue, growth and strategic importance to Process Technologies. 
• Collaborate with the sales teams to identify cross-business revenue synergies across CT, PT and PA, developing integrated account plans and coordinated sales strategies to increase share of wallet and expand the Honeywell relationship. 
• Partner with Sales, Product Management and business leaders to develop and execute joint account growth plans, identify whitespace opportunities, and drive conversion of strategic opportunities across multiple Honeywell businesses.

4. Strategic Account Management

5. Sales Effectiveness, Capability & Incentives

• Partner with Sales Leadership and Sales Enablement teams to build and continuously strengthen sales capabilities, competencies and behaviors, including onboarding, technical and commercial training, account planning, demand generation and solution/enterprise selling. 
• Develop and implement programs to improve sales productivity and effectiveness, aligned with the evolving needs of the Process Technologies business. 
• Partner with Sales Leadership and the Sales Incentive (SIP) team to develop and implement sales incentive programs and performance measures, ensuring alignment with business priorities and desired sales behaviors. 
• Establish and promote consistent sales standards, competencies and best practices across the organization. 

6. Commercial Excellence Leadership & Stakeholder Management

• Build, lead and develop a high-performing Commercial Excellence team for CT under Process Technology, including talent acquisition, coaching, performance management, capability development and succession planning. 
• Serve as a strategic liaison between Sales and key functional stakeholders including Offering Management, Marketing, Finance, HR, IT, Service and Global Commercial Excellence. 
• Coach and partner with Sales Directors and Managers to strengthen adherence to the Sales MOS, commercial processes and performance management disciplines. 
• Lead communication, deployment and sustained adoption of Commercial Excellence initiatives across the Process Technologies organization. 
• Establish a culture of continuous improvement, accountability, simplification and data-driven decision-making across the commercial organization
• Lead and execute high-impact strategic commercial projects aligned with Process Technologies’ growth and profitability priorities, such as pricing excellence, commercial productivity, customer value creation and other transformational initiatives.
• Drive cross-business strategic initiatives and revenue synergies by collaborating across Process Automation (PA), CT and PT, identifying opportunities and translating them into executable initiatives with measurable business outcomes.

7. Execution of Strategic Projects

• Lead and execute high-impact strategic commercial projects aligned with Process Technologies’ growth and profitability priorities, such as pricing excellence, commercial productivity, customer value creation and other transformational initiatives.
• Drive cross-business strategic initiatives and revenue synergies by collaborating across Process Automation (PA), CT and PT, identifying opportunities and translating them into executable initiatives with measurable business outcomes.

YOU MUST HAVE 

• Bachelor’s degree with 10+ years of experience in customer-facing roles, including sales, business development, marketing, sales operations or sales excellence, with demonstrated leadership experience.
• 3+ years of experience in Sales Excellence, Sales Operations or Commercial Excellence, with a strong track record of improving sales effectiveness, processes, tools and performance.
• 5+ years of experience in process technologies, industrial automation, systems or related B2B industrial businesses, including experience in direct sales and/or channel management.
• Proven experience leading functional and cross-functional teams in complex, matrix organizations, with the ability to influence and align stakeholders across multiple business lines and functions without direct authority.
• Demonstrated track record of developing and executing commercial strategies, growth initiatives and business transformation programs, with the ability to translate strategy into measurable business outcomes.
• Excellent communication, presentation, influencing and interpersonal skills, with the ability to engage and influence senior and executive leadership, combined with strong strategic thinking, forward planning and a continuous-improvement mindset. 

WE VALUE 

• Global mindset and cultural awareness, with the ability to work effectively across geographies, cultures and diverse teams in a fast-paced, highly matrixed environment.
• Strong Commercial/Sales Excellence and transformation experience, with a focus on sales operations, process improvement, change management and continuous improvement.
• Exceptional communication, interpersonal, presentation and influencing skills, with the ability to engage senior and executive stakeholders, build alignment and drive results without direct authority.
• Inclusive and empowering leadership, with the ability to motivate, develop and inspire teams while effectively managing complex organizational environments.
• Strong understanding of business drivers and value creation, ideally supported by an MBA and/or experience with methodologies such as Six Sigma, process mapping, value-stream mapping and Lean.