Commercial & Industrial Energy Sales Director

Honeywell Building Automation (BA) is a leader in building automation, fire, security, energy management, software, and energy and infrastructure solutions.  Within BA, our direct sales force creates and sells integrated energy and infrastructure modernization solutions that achieve results.  Our sales approach begins by working with the end-customer to identify and prioritize their desired outcomes.  We then tailor unique integrated energy and infrastructure solutions and innovative funding arrangements that will achieve their resiliency, efficiency and sustainability goals.

The Commercial & Industrial Energy Sales Leader is responsible for hiring, building, developing and leading a sales team to drive growth to deliver the energy orders Annual Operating Plan with Commercial & Industrial customers. The C&I team will be comprised of approximately 8 sales professionals assigned by geographic territory and customer purchase methodology. The team is responsible for selling turnkey distributed generation projects, power resiliency projects and related services.  These projects are developed and implemented leveraging various contracting models ranging for Engineer, Procure, Construct (EPC) to Energy as a Server (EaaS).

YOU MUST HAVE

• BA/BS degree in business or a technical related field of study from an accredited college or university
• Minimum of 10 years of quota carrying sales experience
• Minimum of 5 years of experience selling to C&I market customers and/or managing salespeople selling Energy related turnkey projects and services to C&I customers
• At least 5 years of experience selling or managing people using funded contracting methods such as EaaS, ESPC, PPA, etc. with strong financial acumen
• Led a sales team of at least 7 or more sellers
• Led a sales team generating $20 - $50M in revenue

WE VALUE

• Strong knowledge of C&I vertical market and energy market.
• Solid understanding and experience monetizing grid services: capacity, frequency, resiliency. 
• Ability to coach and mentor team to have a winning sales strategy for their accounts and opportunities.
• Strong knowledge of energy, infrastructure modernization, and resilience projects. Experience with building management systems and software is preferred.
• Strong skills with Salesforce.com platform.
• Strong understanding of owner-direct sales of integrated solutions.
• Demonstrated ability to consistently meet or exceed Annual Operating Plan.
• Coaching/mentoring skills for sales professionals.
• Strong leadership skills.
• C-Level selling skills and ability to meet with senior leaders to develop business.
• Strong knowledge of energy infrastructure and C&I ecosystem.  Includes general contractors, mechanical contractors, electrical contractors, consulting engineers, architects and financiers.
• Excellent communication and collaboration skills are required.
• Ability to travel at least 50% of the time as necessary.

The annual base salary range for this position is $170K - $255K. Please note that this salary information serves as a general guideline. Honeywell considers various factors when extending an offer, including but not limited to the scope and responsibilities of the position, the candidate's work experience, education and training, key skills, as well as market and business considerations.

This position is incentive plan eligible.

In addition to a competitive salary, leading-edge work, and developing solutions side-by-side with dedicated experts in their fields, Honeywell employees are eligible for a comprehensive benefits package. This package includes employer subsidized Medical, Dental, Vision, and Life Insurance; Short-Term and Long-Term Disability; 401(k) match, Flexible Spending Accounts, Health Savings Accounts, EAP, and Educational Assistance; Parental Leave, Paid Time Off (for vacation, personal business, sick time, and parental leave), and 12 Paid Holidays. For more information visit: Benefits at Honeywell

The application period for the job is estimated to be 40 days from the job posting date; however, this may be shortened or extended depending on business needs and the availability of qualified candidates.  

RESPONSIBILITIES

• Meet or exceed the C&I Energy Annual Operating Plan (AOP) targets on a monthly, quarterly and annual basis.
• Provide accurate weekly forecast for orders within Salesforce.Com platform.
• Regularly review, update, and execute on the C&I energy sales strategy in response to dynamic market needs required to achieve AOP.
• Assist in sales territory planning, target accounts identification, and coaching to create and qualify new opportunities and drive opportunities through the sales process.
• Introduce and promote execution of targeted sales campaigns leveraging new technologies and market incentives. 
• Assign annual sales quota targets for all C&I sellers. 
• Drive pipeline development and orders growth through effective leadership and coaching of the C&I energy sellers to achieve their annual sales quotas.
• Talent Management of the team through development, coaching, and retaining sales team to deliver AOP. 
• Assess team’s sales activities and forecasts to determine sales performance and required improvements.  Provide performance management if required.
• Work with marketing to develop, update and implement C&I specific sales collateral to support achieving sales goals.
• Represent Honeywell on C&I Energy related Industry trade associations.