Customer Business Director

We dont just sell things. We offer solutions to tomorrows challenges.

Our sales approach begins by identifying customer demands before they become challenges. Were committed to delivering customer success through our comprehensive expertise in software and technology.

Reporting to the Sr Director, Airlines Business Management, this position is responsible for the identification, management and implementation of projects and pursuits linked with the continued expansion of business activities. The position will manage a portfolio of accounts representing $120M+ per year, within the Commercial Airline aftermarket business. 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 products and services are supported in an efficient and effective manner.

Key Responsibilities:

• Responsible for defining and executing a customer business and support strategy for assigned accounts 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 matrix leadership.
• Lead and manage the internal Customer Core Team to achieve all financial and customer satisfaction goals for the account portfolio and ensuring tools in place for application/use by the broader team.
• Lead and manage the external Customer interactions to achieve all financial and customer satisfaction goals for the account portfolio.
• Develop and foster customer relationships at all levels within customer organization, including executive level, and facilitate C-Suite level relationships between the customer and Honeywell.
• Co-Lead along with account sales managers the new business pursuits and execution including ideation, strategy, proposal, negotiation and closing to achieve portfolio and overall Business Team wins targets.
• Ability and willingness to learn how the customer and their systems manage procurement and sourcing activities and processes, leveraging that knowledge into successful sales/growth pursuits for Honeywell.
• Coordinate demand signal for key pursuits and RMU programs aligned to portfolio and loaded to the demand team.
• Present at Airlines and Americas Aftermarket leadership meetings regarding account status, challenges, solutions, pursuits, and customer insights.
• Review and prepare regional STRAP input for assigned region including alignment with Enterprise leaders.
• Briefing up to and including President/CFO level.
• Participate and/or lead special initiatives or projects including development of tools, engagement with functions, process improvements, and kaizens to improve business performance and results.

YOU MUST HAVE

• Bachelors degree.
• 5+ years leadership experience in Aftermarket, OEM or International customer service/support.

WE VALUE

• Project management / leadership experience in Aftermarket, OEM or International customer service/support or logistics related requirement.
• 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. 
• 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. 
• Experience in using customer relationship management tool (e.g. SFDC) to manage accounts.
• 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 ones sphere of control.