Vice President and Chief Sales & Commercial Officer - UOP
Apply NowCompany: Honeywell
Location: Des Plaines, IL 60016
Description:
Honeywell (www.honeywell.com) is a Fortune 100 technology company that delivers industry-specific solutions that include aerospace products and services; control technologies for buildings and industry; and performance materials globally. Our technologies help aircraft, buildings, manufacturing plants, supply chains, and workers become more connected to make our world smarter, safer, and more sustainable. For more news and information on Honeywell, please visit www.honeywell.com/newsroom.
As a Fortune 100 company with almost $33 billion in sales in 2020 and 140% total shareowner return over the last five years, Honeywell has established a track record of strong financial performance over time. In just over a decade and a half, Honeywell has transformed itself into a top performer. Since 2003, the company's stock has risen from $24 to a high of $234 this year. In that same time frame, the company has remade itself, acquiring more than 70 businesses. Today the company is focused on growth, technology and innovation and has become known as having a culture that balances accountability and results-orientation with a high value on its people. Executives joining Honeywell from the outside marvel at its leadership's intellectual horsepower, humility, and ability to focus on the "right stuff". These factors have combined to make Honeywell a great place to work.
UOP, a Honeywell company headquartered in Des Plaines, Illinois, is a leading international licensor of processing technology and supplier of engineering services, catalysts and adsorbents, equipment, specialty materials and digital solutions for the global refining, gas processing and petrochemical industries. With more than a century of leadership in hydrocarbon processing technologies, UOP has led six revolutions in technology that transformed our industry. For more information visit www.uop.com.
This position will showcase your strengths in both visionary and execution leadership in a highly visible sales and commercial role.
Sales
Responsible for global sales organization for the UOP business (approx. $2.5B) to develop pipeline and deliver Orders and Revenue commitment
Develop long term C-level relationships, create and manage a strong customer governance model and ensures the assigned executive sponsor is appropriately engaged
Drive sales execution through the regional General Managers in Europe, Middle East, China, Rest of Asia, and Americas to support growth objectives and accelerate introduction and customer adoption of sustainability focused offerings.
Follow a disciplined and programmatic approach to lead demand generation, progress pipeline and convert on opportunities
Drive account plans across global sales organization with specific focus on selling outcomes as well as sustainability in all UOP businesses (UPT, LST, STS)
Enable collaboration and joint offers with Honeywell Process Solutions and drive acceleration of integrated offerings.
Leverage support functions at a global scale including Strategy, Marketing, Pricing, Customer Service, Training, Forecasting etc. to create more value differentiation and commercial capability within UOP in order to better serve our partners with the most competitive package of portfolio, processes, service level and brand power
Work strategically to understand the customers business and provide them with new and different ways to push their thinking and create new sources of market differentiation; Drive expansion of outcome based offerings, enhanced services, leverage UOP's digitization investments to further integrate and simplify the transactional and knowledge sharing interfaces with our top customers
Drive incremental and profitable revenue growth across all UOP lines of business and services
Sales Excellence (SE)
Deploy sales excellence policy and practice throughout UOP
Responsible for maintaining a standardized set of selling roles adequate to capture talent and win share in the market. He/she is also responsible for deploying Sales Incentive Plans to all sellers.
Sales Force Deployment: Continuously monitor our markets and potential to ensure we are adequately and appropriately putting our sales resources in the best opportunity areas. Ensure that our staffing levels and plans are adequate to support our growth and profit goals.
Sales Methodology & CRM Deployment: Responsible for enforcing appropriate selling methodologies and tools to create and maintain a world-class selling organization.
Create and manage channel strategies and programs
Sales training: partner with PMT's training COE and UOP's CE organization to design and deploy sales training with specific focus on outcome-based selling, sustainability, and sales leader capability
Strategy
Facilitate, create and deliver a robust strategic plan for UOP every year. While the product is important, smart differentiated strategy is key in all aspects. Partner with the UOP VPGM to create the top-down strategy, guide the strategic planning process for the business group and its operating units
Create STRAP backlog of strategic issues/topics to be worked throughout the year
Partner with M&A to develop market scans and sectors of interest
Commercial MOS
Create and own processes which yield high performing New Product Introduction (NPI), Breakthrough Initiatives, Sales People, Product & Offering Managers and Marketing talent
Visualize key performance indicators that provide performance feedback and leading indicators on sales, NPI, Sales activity, pipeline, demand, market trends, etc
Provide a regular independent view of our markets and competition with strategies to close gaps
Offering Excellence & Strategy
In collaboration with PMT's Offering Management leadership, own and drive development of best practices and training in voice of the customer (VOC), customer segmentation, and competitive value proposition. Ensure all UOP Offering Managers have practical experience needed to successfully launch new products.
Effectively visualize our connected strategies and value propositions for key customer and markets. Deliver and keep updated our pitches in these areas and measure success by the number of wins we generate on new, connected offerings
Establishing, vetting, distributing, and funding offering roadmaps within UOP
Establishing standards and training for our product and offering managers to ensure they have world-class skills and the practical experience needed to quickly course correct any failed efforts.
Partner with UOP's Chief Technology Officer (CTO) to drive strong New Product Innovation (NPI) pipelines and ensure high do/say execution
Demand Generation and Customer Marketing
Responsible for guiding all demand generation and creating an effective ROI model.Also responsible for creating sufficient demand and qualification to sustain growing pipelines for delivering sustained organic growth.
Deploy a marketing playbook that trains marketers on go-to-market strategies and commercial launches of NPIs.
Pricing & Working Capital
Work closely with the UOP Pricing team to closely monitor variable contribution margin (VCM) and gross margin at product line level to ensure our pricing and productivity initiatives are pulling through
Implement and control a strong sales-order policy that reinforces our pricing and inventory objectives and creates discipline in sales and our customer base
Ensure that our accounts receivable terms are in accordance with our sales order policy and that collections practices are reflected in commissions paymentsYOU MUST HAVE
Bachelor's degree in business administration, marketing, or engineering
8+ years of direct leadership experience in sales, business and program/project management or P&L management.
Consistent track record of exceptional sales results with C-level clients
10+ years' experience in sales, marketing, strategy, offering/product management, and/or technology leadership roles
Expertise in and/or knowledge of the sustainability and energy markets a must
Business acumen and knowledge of financial metrics.
WE VALUE
MBA preferred
Success in a startup, new-business launch environment.
Ability to collaborate with broad organizations and functions.
Business-to-business analytical, financial acumen and critical thinking skills.
Strong sales and product marketing acumen particularly in new market spaces
Strong analytical skills and ability to leverage analytical tools (Microsoft Suite/PowerPoint and Excel)
Strong portfolio management skills
Strong leadership skills - Ability to lead and develop a high performing team
Executive level written/verbal communication skillAdditional Information
As a Fortune 100 company with almost $33 billion in sales in 2020 and 140% total shareowner return over the last five years, Honeywell has established a track record of strong financial performance over time. In just over a decade and a half, Honeywell has transformed itself into a top performer. Since 2003, the company's stock has risen from $24 to a high of $234 this year. In that same time frame, the company has remade itself, acquiring more than 70 businesses. Today the company is focused on growth, technology and innovation and has become known as having a culture that balances accountability and results-orientation with a high value on its people. Executives joining Honeywell from the outside marvel at its leadership's intellectual horsepower, humility, and ability to focus on the "right stuff". These factors have combined to make Honeywell a great place to work.
UOP, a Honeywell company headquartered in Des Plaines, Illinois, is a leading international licensor of processing technology and supplier of engineering services, catalysts and adsorbents, equipment, specialty materials and digital solutions for the global refining, gas processing and petrochemical industries. With more than a century of leadership in hydrocarbon processing technologies, UOP has led six revolutions in technology that transformed our industry. For more information visit www.uop.com.
This position will showcase your strengths in both visionary and execution leadership in a highly visible sales and commercial role.
Sales
Responsible for global sales organization for the UOP business (approx. $2.5B) to develop pipeline and deliver Orders and Revenue commitment
Develop long term C-level relationships, create and manage a strong customer governance model and ensures the assigned executive sponsor is appropriately engaged
Drive sales execution through the regional General Managers in Europe, Middle East, China, Rest of Asia, and Americas to support growth objectives and accelerate introduction and customer adoption of sustainability focused offerings.
Follow a disciplined and programmatic approach to lead demand generation, progress pipeline and convert on opportunities
Drive account plans across global sales organization with specific focus on selling outcomes as well as sustainability in all UOP businesses (UPT, LST, STS)
Enable collaboration and joint offers with Honeywell Process Solutions and drive acceleration of integrated offerings.
Leverage support functions at a global scale including Strategy, Marketing, Pricing, Customer Service, Training, Forecasting etc. to create more value differentiation and commercial capability within UOP in order to better serve our partners with the most competitive package of portfolio, processes, service level and brand power
Work strategically to understand the customers business and provide them with new and different ways to push their thinking and create new sources of market differentiation; Drive expansion of outcome based offerings, enhanced services, leverage UOP's digitization investments to further integrate and simplify the transactional and knowledge sharing interfaces with our top customers
Drive incremental and profitable revenue growth across all UOP lines of business and services
Sales Excellence (SE)
Deploy sales excellence policy and practice throughout UOP
Responsible for maintaining a standardized set of selling roles adequate to capture talent and win share in the market. He/she is also responsible for deploying Sales Incentive Plans to all sellers.
Sales Force Deployment: Continuously monitor our markets and potential to ensure we are adequately and appropriately putting our sales resources in the best opportunity areas. Ensure that our staffing levels and plans are adequate to support our growth and profit goals.
Sales Methodology & CRM Deployment: Responsible for enforcing appropriate selling methodologies and tools to create and maintain a world-class selling organization.
Create and manage channel strategies and programs
Sales training: partner with PMT's training COE and UOP's CE organization to design and deploy sales training with specific focus on outcome-based selling, sustainability, and sales leader capability
Strategy
Facilitate, create and deliver a robust strategic plan for UOP every year. While the product is important, smart differentiated strategy is key in all aspects. Partner with the UOP VPGM to create the top-down strategy, guide the strategic planning process for the business group and its operating units
Create STRAP backlog of strategic issues/topics to be worked throughout the year
Partner with M&A to develop market scans and sectors of interest
Commercial MOS
Create and own processes which yield high performing New Product Introduction (NPI), Breakthrough Initiatives, Sales People, Product & Offering Managers and Marketing talent
Visualize key performance indicators that provide performance feedback and leading indicators on sales, NPI, Sales activity, pipeline, demand, market trends, etc
Provide a regular independent view of our markets and competition with strategies to close gaps
Offering Excellence & Strategy
In collaboration with PMT's Offering Management leadership, own and drive development of best practices and training in voice of the customer (VOC), customer segmentation, and competitive value proposition. Ensure all UOP Offering Managers have practical experience needed to successfully launch new products.
Effectively visualize our connected strategies and value propositions for key customer and markets. Deliver and keep updated our pitches in these areas and measure success by the number of wins we generate on new, connected offerings
Establishing, vetting, distributing, and funding offering roadmaps within UOP
Establishing standards and training for our product and offering managers to ensure they have world-class skills and the practical experience needed to quickly course correct any failed efforts.
Partner with UOP's Chief Technology Officer (CTO) to drive strong New Product Innovation (NPI) pipelines and ensure high do/say execution
Demand Generation and Customer Marketing
Responsible for guiding all demand generation and creating an effective ROI model.Also responsible for creating sufficient demand and qualification to sustain growing pipelines for delivering sustained organic growth.
Deploy a marketing playbook that trains marketers on go-to-market strategies and commercial launches of NPIs.
Pricing & Working Capital
Work closely with the UOP Pricing team to closely monitor variable contribution margin (VCM) and gross margin at product line level to ensure our pricing and productivity initiatives are pulling through
Implement and control a strong sales-order policy that reinforces our pricing and inventory objectives and creates discipline in sales and our customer base
Ensure that our accounts receivable terms are in accordance with our sales order policy and that collections practices are reflected in commissions paymentsYOU MUST HAVE
Bachelor's degree in business administration, marketing, or engineering
8+ years of direct leadership experience in sales, business and program/project management or P&L management.
Consistent track record of exceptional sales results with C-level clients
10+ years' experience in sales, marketing, strategy, offering/product management, and/or technology leadership roles
Expertise in and/or knowledge of the sustainability and energy markets a must
Business acumen and knowledge of financial metrics.
WE VALUE
MBA preferred
Success in a startup, new-business launch environment.
Ability to collaborate with broad organizations and functions.
Business-to-business analytical, financial acumen and critical thinking skills.
Strong sales and product marketing acumen particularly in new market spaces
Strong analytical skills and ability to leverage analytical tools (Microsoft Suite/PowerPoint and Excel)
Strong portfolio management skills
Strong leadership skills - Ability to lead and develop a high performing team
Executive level written/verbal communication skillAdditional Information
- Category: Sales Excellence and Support
- Location: USA