Commercial & Industrial Energy Sales Director - C&I

About the role

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 of approximately 8 sales professionals assigned by geographic territory and customer purchase methodology. The team sells turnkey distributed generation projects, power resiliency projects, and related services using contracting models ranging from Engineer, Procure, Construct (EPC) to Energy as a Service (EaaS).

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 the Salesforce.com platform.
• Regularly review, update, and execute 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.
• Manage talent through development, coaching, and retaining the 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.

Requirements

• 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.

Qualifications

• BA/BS degree in business or a technical-related field of study from an accredited college or university.
• 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 develop 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 the 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, including general contractors, mechanical contractors, electrical contractors, consulting engineers, architects, and financiers.
• Excellent communication and collaboration skills.
• Ability to travel at least 50% of the time as necessary.

Pay

The annual base salary range for this position is $170K - $244K. This position is incentive plan eligible. 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.

Benefits

• Employer-subsidized Medical, Dental, Vision, and Life Insurance.
• Short-Term and Long-Term Disability.
• 401(k) match.
• Flexible Spending Accounts and Health Savings Accounts.
• Employee Assistance Program (EAP) and Educational Assistance.
• Parental Leave.
• Paid Time Off (for vacation, personal business, sick time, and parental leave).
• 12 Paid Holidays.