Customer Business Director

Located in Shanghai, China and reporting to Honeywell Aerospace APAC Vice President of ATR OEM, this position is responsible for managing and pursuing / selling Honeywell product / solutions / new business to Original Equipment Manufacturer (OEM) customers in APAC region. The leader will be fully accountable for the overall strategic relationship and long / short term business growth with the assigned customer accounts. The role will lead a customer core team (CCT) with members from cross-functional team consisting of Program Management, Technical Sales, Customer & Product Support (C&PS), Law & Contract (L&C), finance, sourcing etc. and collaborating with Gold Business Enterprise (GBE) on product / business strategies to develop and execute the Annual Operating Plan (AOP) and long-term cooperation with the customer accounts. The leader together with the CCT will be accountable for understanding customers’ needs proactively, driving short / long term business growth activities with customers with urgency, building up win-win customer engagement / relationship at all levels and amplifying customer satisfaction by ensuring that all programs, products, solutions, and services are executed and supported in an efficient and effective manner with performance, on-time delivery, budget control and quality.

Specific responsibilities include:

• Deliver business, program and financial results, incl. AOP (Rev/Margin), STRAP, AR & Work Capital, FGL, key Sales and Growth objectives, etc. for the assigned customer accounts.
• Build strong strategic relationships with APAC OE customers to sustain growth in region. Responsible for cultivating broad and deep customer relationship and fostering customer executive level relationships including planning, organizing, and executing Honeywell executive visits to customers. Develop positive relationship and interchanges with customers aiming at long term and improved sustainable business results.
• Communicate and engage directly with senior leaders in-region to conduct business and close issues. Support the customer’s maturation by identifying opportunities that promote development and collaboration with Honeywell.
• Gather customer intelligence, CTQ’s and VOC, in a proactive manner, anticipating and understanding customer needs proactively and competitor landscape; and develop accordingly successful pursuit strategies and tactics; translate these into GBE inputs to ensure robust product plans in support of the platforms.
• Develop and manage the internal and external element of Management Operating System (MOS). Provide leadership and strategic vision and lead an ambitious, effective, and collaborative CCT with strong growth mind and disciplined execution to achieve all financial goals and customer satisfaction.
• Collaborate with counterparts in other business segments to identify cross-business or cross-platform opportunities and best practices.
• Responsible for defining and executing a Customer Business plan and support strategy including white space and new solutions that serves a diverse and complex customer base.
• Lead development and delivery of technical presentations to customers, work across the Platforms and ATR to ensure consistent message, core development and leverage of RDE across the Business.
• Lead CCT in financial and contractual negotiations with the customer.
• Provide input to GBE for technology development activities and product line strategies concerning the needs / feedback from OEM customers in region.
• Maintain oversight of HON performance to both Honeywell and customer contractual obligations.
• Support continuous improvement of the pursuit process.
• Partner with CCT functional teams to improve and amplify customer satisfaction to be demonstrated by customer scorecards, ensuring issues are identified and addressed through cross functional influence, including but not limited to monthly operation review (MOR), program management review (PMR), account RAILs, service requests, data collection.
  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.
• Oversee platform pursuit strategy and execution to ensure alignment with customer long term plans for the platform and work with GBE to ensure we win what we want to win at desired profitability.
• Lead core capture team for individual pursuit packages, managing on-time development of pursuit plan deliverables, RAILs and cross-functional tie out.
• Lead the Opportunity Review (OR), Green-sheet and Proposal processes for individual pursuits, coordinating across all functions, managing necessary reviews, and ensuring on time RFI and RFP response submittal to customers.
• Lead pre-proposal trade study and customer workshop activities
• Provide direction in defining engineering activities required to support pursuit strategy and drive development of “value optimized” technical solutions.
• Lead and manage pursuit RDE and B&P budgets.
• Serve as (as needed) delegate to APAC OEM Vice President in-region, and represent business comfortably with internal executive, customer, and partner leadership.
  Demonstrate Honeywell behaviours by being a role model to direct management as well as cross functional influence of peers

Key Success Factors

• Strong interpersonal skills with empathy mind in connecting and building broad and deep relationship with customers.
  Good listening to customer needs and articulating value sales.
• Strong leadership and discipline in executing MOS of leading CCT to common and aggressive goals.
• Development of strategic and creative business plans for various customers to drive growth
• Establishment of strong customer relationships with win-win mindset.
• Strong passion for winning with “hunter” mindset to drive sales win rate.
• Alignment internally with different functions especially with GBE business strategies thru effective communication in a highly matrixed organization.
• Fully committed to deliver on financial results including Margin and Revenue contribution.
• Sales process (SFDC) implementation and discipline.
• Ability to compose compelling technical and business proposals, and contractual negotiation.

Qualifications:

• Bachelor's degree or equivalent work experience in a business or engineering field. Master or above degrees preferred.
  Significant Aerospace experience, including but not limited to business management, engineering, sales and marketing, operations, customer support.
• Experience in developing and executing strategy and growth plans for new products and market applications.
• Experience and background in interfacing and familiarization with aerospace customers. Demonstrated interpersonal ability to develop and foster strong customer relationships.
• Breadth and depth of product knowledge, for both Avionics and Mechanical Commercial Transport products.
• Mature business and financial acumen to discern risks/opportunities of key strategic programs at customers and Honeywell.
• Strong Pursuit and Proposal experience with thorough understanding of, and experience with new platform pursuit process.
• Strategic thinking with the ability to develop, implement and execute pursuit strategies. 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.
• Experienced negotiate skills 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.
• Familiar with program management and IPDS process. Ability to manage multiple projects on time, report out on action status, and provide clear verbal, and written customer status.
• Excellent verbal and written communication skills especially executive level communication skills and experience. Knows when and how to communicate to optimize potential for success with customers and internal to Honeywell. Must be a good listener. Mandarin fluency preferred.
• Breadth of experience across multiple programs, product, and customers with strong systems technical, product and program knowledge and experience in the area assigned.
• Demonstrated ability to achieve results through influence in a cross functional, matrixed, team environment.
  Strong leadership and negotiation skills.
• Six Sigma Greenbelt trained/certified.

Additional Information

• JOB ID: HRD230179
• Category: Sales
• Location: Building 1, Lane 555, Huan Ke Road, Zhangjiang,Shanghai,SHANGHAI,201203,China
• Exempt