Innovate to solve the world's most important challenges
Located in Shanghai, China and reporting to the VP ATR OEM, APAC, this position is responsible for managing a portfolio of complex accounts with ATR OEMs, within the APAC Commercial Airline aftermarket business. These accounts may be located in multiple countries and across a diverse cultural base in APAC, including AVIC, AECC, Mitsubishi and other potential OEM customers. This role will lead a cross-functional team of Sales and Customer Support Managers to create and achieve the Annual Operating Plan and 5-year Strategic Action Plan for the customer portfolio. They will be accountable for growth activities by coordinating pursuit support from the sales team, and for customer satisfaction by ensuring that all programs, products and services are executed and supported in an efficient and effective manner with performance and quality.
20 Identify Opportunities
20 Manage and Plan Accounts
20 Negotiate and Close
20 Articulate and Deliver Value Proposition
20 Manage Momentum Through the Sales Cycle
·Responsible for defining and executing a customer business and support strategy that serves a diverse and complex customer base, in a proactive manner, anticipating customer needs and competitor actions and driving results through their direct actions and through matric leadership.
·Manage the internal and external element of Management Operating System (MOS) in order to achieve all financial and customer satisfaction goals for their account portfolio. Build, develop, and lead an effective Customer Core Team (CCT) that includes Program Managers, Sales Leaders and Customer Support Managers in pursuit of goals.
·Own business commercial relationships, including the achievement of growth targets, working capital metrics, and ensure pursuit pipeline is filled and achieved.
·Maintain oversight of HON performance to both Honeywell and customer contractual obligations
·Partner with Customer & Product Support leadership to improve customer satisfaction, ensuring issues are identified and addressed through cross functional influence, including but not limited to: quarterly business reviews, account RAILs, service requests, data collection. This includes approval of C&PS action plans to improve customer satisfaction as measured by VOC and NPS tools.
·Responsible for cultivating broad and deep customer relationship and fostering customer executive level relationships including planning, organizing, and executing Honeywell executive visits to customers resulting in positive interchanges and improved business results.
·Ensure Accounts Receivable results are achieved
·Ensure sales targets are achieved within the Sales Leaders.
·Act as support and escalation point for Program Management and C&PS in collections and dispute resolutions
·Review and prepare regional STRAP input for assigned region including alignment with Enterprise leaders
·Identify specific process improvement opportunities from an HOS Gold perspective, ensuring actions taken to achieve visible increases in performance metrics by employing six sigma tools and kaizen exercises where required
·Drive for attainment of HOS Gold behaviours and results across their area of responsibility through direct management as well as cross functional influence of peers
·Ensures systems and processes are in place for Honeywell product delivery, reliability performance including the translation of site based/product based improvement plans e.g. delivery and reliability to customer specific plans.
Leadership: Experience to overcome obstacles, succeed in the face of adversity, and deal with ambiguity. Must know how to effectively influence and lead others across functions to get things done.
Business Acumen :Mature business and financial acumen to discern risks/opportunities of key strategic programs at customers and Honeywell.
Customer Knowledge: Knowledge of the customers, key players in the organization, strategic priorities.
Relationship Builder: Strong interpersonal skills being able to build relationship with customers at all levels
Product Knowledge: Breadth and depth of product knowledge, for both Avionics and Mechanical Commercial Transport products.
Sales Expertise: ability to understand, identify and clearly articulate specific value propositions relative to the competition.Ability to construct multiple product proposals, indicating potential system and services integration concepts and benefits.
Program Management: Ability to manage multiple projects on time, report out on action status, and provide clear verbal, and written customer status.
Communication skills: Excellent verbal and written communication skills.Knows when and how to communicate to optimize potential for success with customers and internal to Honeywell. Must be a good listener.
Negotiations: Can negotiate skillfully in tough situations with both internal and external groups, can win concessions without damaging relationships, gains trust quickly of other parties in the negotiations, able to close sales deals
Impact / Influence: Ability to influence outside of one's sphere of control.
Exempt Aerospace Overview | Products
Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.
Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.
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