Driving Infinite Possibilities Within A Diversified, Global Organization
The Future Is What We 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.
By 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.
Make the Best You.
Working at Honeywell is not just about developing cool things. All our employees enjoy access to dynamic career opportunities across different fields and industries.
Join us and Make an Impact.
We have an opportunity for a Chief Commercial Officer to join our Honeywell Building Technologies team in Dubai, UAE. Honeywell Building Technologies is transforming the way every building operates to help improve the quality of life. We are a leading building controls company with operations in more than 75 countries supported by a global channel partner network. Commercial building owners and operators use our hardware, software and analytics to help create safe, efficient and productive facilities. Our solutions and services are used in more than 10 million buildings worldwide.
The Chief Commercial Officer (CCO) will provide leadership necessary to grow the revenues and profits for Honeywell’s META Building Technologies (HBT) business segment. You will provide strategic and operational leadership to the strategy, marketing and sales efforts across HBT, resulting in new regions or expanded regional business, new product or solutions growth and new customer/channel opportunities. The successful candidate will determine priorities for investment in product development and manages product life cycles to maximize profitable growth.
Chief Commercial Officer Responsibilities:
Strategy
· Facilitate, create and deliver a robust strategic plan (STRAP) for META HBT every year. While the product is important, smart differentiated strategy is key in all aspects. The CCO must partner with the HBT META CEO 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. Use it to drive Breakthrough development in each Gold Business Enterprise (GBE)
· Drive a robust pipeline of viable properties that will enhance HBT’s revenue and income.
Commercial MOS
· Create and own processes which yield high performing New Product Introduction (NPI), Breakthrough Initiatives (BTIs), Salespeople, 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. Deliver competitive teardowns to help each GBE position to win in the marketplace.
Offering Excellence & Strategy
· 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 HBT META and its individual business units.
· Ensuring our go-to-market plans and tactics are well-thought, implemented well and have a closed-loop of feedback.
· Portfolio management to ensure that the SKU base is being effectively optimized between offering breadth and selling focus.
· 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.
Demand Generation and Marketing –
· Responsible for guiding all demand generation (MQLs, SQLs to revenue) and creating an effective ROI model that sufficiently allows HBT to understand our ROMI (return on marketing investment) and how best to guide our investments efforts. Responsible for creating sufficient demand and qualification to sustain growing pipelines for delivering sustained organic growth. Directly responsible for marketing and digital customer marketing.
· Deploy a marketing playbook that trains marketers on go-to-market strategies and commercial launches of NPIs.
Pricing & Working Capital
· Own pricing for HBT. Partner with the HBT CFO and business General Managers to visualize and capture pricing opportunity in the business.
· Closely monitor variable contribution margin (VCM) and gross margin at the GBE or 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 payments.
Commercial Excellence (CE)
· Responsible for establishing and deploying CE policy and practice throughout HBT.
· Sales Role standardization & Sales Incentive Plan (SIP) administration and payment
· Responsible for maintaining a standardized set of selling roles adequate to capture talent and win share in the market. Deploying and administering Sales Incentive Plans to all sellers and sales support (where SIP is appropriate) globally. A key success criterion for this activity is sales productivity. The CCO is also responsible for the accurate calculation of incentive payments for our sale teams. He/she partners with the CFO to ensure these payments are made in timeline manner in accordance with other appropriate considerations (e.g. past due payment reductions, big deal holdbacks, etc.)
· 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.
· Responsible for selecting, deploying and enforcing appropriate selling methodologies and tools to create and maintain a world-class selling organization.
· Responsible for design and deployment of sales training across HBT META
· In several businesses, HBT META goes to market through channels including distributors and resellers. The CCO is responsible for planning and maintaining competitive and cost-effective channel programs. He/she works with the GBE marketing teams to deploy and administer these programs in our markets. The CCO is also responsible for the reporting systems / tools used to process the transaction data (e.g. “sales out data”) from our channel partners to ensure appropriate stocking levels, end-market understanding and accurate commissions payments to our sales people.
Qualifications:
· Bachelor’s Degree or MBA
· Strategy development, strategic planning and strategy execution – the ability to determine where to play, how to win and what it takes to win
· Deep applied marketing (strategic, product management, customer/channel, pricing) experience, and operational skill set.
· Proven ability to implement sales and marketing excellence programs within an organization of similar complexity and scale to Honeywell.
· Experience working in several functions/industries to manage the complexity of Honeywell (ISC, R&D, consulting, etc.).
· The successful candidate will be able to translate their experiences into compelling, practical, and implementable strategies.
· Experience directly involved in a manufacturing type setting early on in their career is strongly preferred.
· Prior C-suite experience and a strong track record in execution
· General management and software / digital experience is a plus.
· Well-versed in how the “money machine” works from a business model perspective.
· Experience working with a top tier consulting firm preferred.
· Experience working cross-functionally across the global organization. The proven ability to influence, build consensus and resolve conflict.
· The ability to formulate long-term global marketing strategies and brand value propositions that connect with the overall strategy of the business.
· Excellent relationship management skills, along with the ability to manage cross-functional teams.
· Ability to effectively manage multiple assignments concurrently, including ability to evaluate and manage priorities
· Effective interpersonal and communications skills, particularly the ability to communicate technical expertise and lead multi-discipline teams; strong cultural fit with Honeywell.
We Offer:
· Annual salary and consolidated allowance
· Group medical insurance plan
· Life and long-term disability insurance
· Paid annual leave and time off work
· Business travel insurance
· End of service benefits
· Education allowance
· 4.5 day working week from Monday to Friday in line with the public sector.
If you believe this is your dream role, then we'd love to hear from you, and apply.
As an Equal Opportunities Employer, we are committed to a diverse workforce culture.
Additional Information
JOB ID: HRD189983
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