Senior Territory Manager

About the Role

Honeywell International Inc. is seeking a Senior Territory Manager for a full-time position. This role is responsible for promoting and selling fire alarm and life safety solutions within a designated territory to achieve annual sales plans and drive long-term business growth. The Senior Territory Manager will collaborate across various functions, product lines, and brands to develop a coordinated market approach, engaging with key influencers, stakeholders, and channel partners to capitalize on growth opportunities.

Company Overview

Honeywell Technologies is a global automation company focused on solving mission-critical challenges and enhancing quality of life. The company serves the building, industrial, and process sectors with a broad portfolio of services, solutions, and products, supported by its Honeywell Technologies Accelerator operating system and Honeywell Technologies Forge intelligence layer. With over 50,000 employees and decades of data from a global installed base, Honeywell is positioned to lead the industrial sector's transition from automation to autonomy.

Key Responsibilities

• Achieve 100% of channel sales targets according to the Annual Operating Plan (AOP).
• Develop and maintain the customer base in Industrial & Infrastructure, Ministry Buildings, Governmental Complex, and Commercial sectors, aligning with company sales and marketing strategies.
• Conduct frequent meetings with customers to agree on annual sales plans and hold regular review meetings quarterly.
• Engage with end customers and consultants for required approvals and specifications.
• Actively participate in trade shows, seminars, and relevant trade events.
• Provide timely feedback on time management, call reports, market requirements, customer issues, competitor activity, and new business opportunities.
• Develop a comprehensive understanding of the marketplace, focusing on consultants, specifiers, developers, strategic partners, and key stakeholders in fire and security projects.
• Work with marketing and functional leaders to develop strategic plans for the market and key growth segments.
• Provide timely input into the Strategic Plan (STRAP) and AOP processes annually.
• Assist Marketing in implementing partner programs and pricing models for initial product supply.
• Collaborate with legal, finance, and other functions to establish supply and revenue agreements with key partners and developers.
• Develop new strategic partnerships with major system integrators and distribution providers.
• Collaborate with the marketing team to ensure a complete product portfolio and a strong New Product Introduction (NPI) process.
• Work with partners to build consumer-focused communication plans.
• Ensure cost-effective terms in conjunction with the supply chain team.
• Align strategy and next steps to position Honeywell through cross-business efforts.

Qualifications and Requirements

• 5-10 years of experience in a relevant field.
• Accountable for achieving and exceeding quarterly channel sales and pricing goals to maintain desirable margin/discount targets.
• Ability to prepare and agree on AOPs that reflect maximum growth opportunities.
• Experience in planning, promoting, and launching new products and solutions, ensuring clear messaging and value propositions.
• Capability to establish a robust Management Operating System (MOS) and Tier meeting process.
• Skilled in conducting periodic business reviews with customers to manage performance and maximize opportunities.
• Proficiency in managing and reviewing pricing strategies, discounts, and growth-based incentive schemes.
• High level of presentation skills to deliver clear messages to diverse audiences.
• Experience working with long-term strategic vendors or partners.
• Background in design, marketing, and sales of Fire Alarm & Suppression Systems across all segments and standards.
• Proficient in NEX usage, with a clear understanding of utilization and maximization, including creating/modifying opportunities and logging tasks/activities/events.
• Overdue percentage of opportunities (leading, not won, not lost, any open sales stage) with a past close date shall be less than 5%.
• Ratio Pipeline (Current Quarter): Value of opportunities with closing date in the next three months (leading, open status & probability 70% & 90% only) versus next three months AOP shall be 4x pipeline coverage for M+4 and beyond.
• Conversion Rate: Value of opportunities closed won in the last rolling 12 months versus the total value of opportunities (leading, lost, won or open) of the rolling 12 months shall be more than 30%.
• Minimum of 30 customer visits per month, with a 75%-25% split for non-partners (end user/consultant etc.) vs. partners.
• Forecast accuracy of 60% (2 1/2 month rolling).
• Regularly update sales activities related to Commit & Best Case Opportunities.
• Consistent attendance at internal meetings (Tiers, weekly meetings with other functions).

Equal Opportunity Employer

Honeywell International Inc. is an equal opportunity employer committed to diversity. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We ensure reasonable accommodation for individuals with disabilities in the application and interview process, crucial job functions, and other employment benefits. Please contact us to request accommodation.