Regional General Manager GBE
Honeywell
As a Regional General Manager of the Global Business Enterprise at Honeywell, you will be responsible for driving effective growth and delivery within your assigned region by achieving annual operating plan targets, managing the regional profit and loss (P&L), and implementing robust operating systems while fostering executive relationships and guiding a high-performing team.
TOP 3 COMPETENCIES FOR SUCCESS
Strategic Mindset
Sees ahead to future possibilities and translates them into breakthrough strategies. For example, clearly leverages the organization's key differentiators, incorporating them into a solid long-term strategy. Is highly alert to the future, analyzing multiple scenarios to equip the organization to address change, tackle challenges, and shape new possibilities. Leverage industry, market, and other external business factors when making decisions. Identifies and uses key financial indicators necessary to measure business and organization performance. Responds effectively to new challenges and market needs. Continually looking for ways to improve processes, products, and services. Anticipates and overcomes resistance to change, providing a compelling business case.
Customer Focus
Build strong customer relationships and deliver customer centric solutions. For example, using customer feedback and data to drive continuous improvement; creates an environment in which team members feel a strong sense of ownership and accountability toward creating the best possible customer experience. Building profitable, mutually beneficial relationships with customers, pursues opportunities to generate revenue in a way that meets client needs. Takes accountability for ensuring that the team delivers to customer expectations.
Drives Results
Translate business strategies into clear objectives and tactics. Establish a management operating system that
drives progress and accountability. Conveys a sense of urgency when dealing with significant issues.
Consistently achieves results, even under tough circumstances. For example, fosters organization-wide
enthusiasm to surmount obstacles; inspires people to achieve results, even when the path ahead is difficult.
Champions a results-focused culture focused on meaningful tasks and energetic action.
PROFESSIONAL EXPERIENCE/QUALIFICATIONS
The successful candidate will have a minimum of 15 years’ experience in strategic management and
leadership across company functions directing substantial resources over long-time frames leading regional
and cross functional teams navigated a matrix organization and delivered results through matrix reports.
Required Qualifications:
• Prior GM experience is required, minimum $50M P&L with exposure to product or service-based
business.
• Domain experience in Sales. Well-rounded understanding of managing the sales process. Must have
the ability to not only direct the sales team, but also directly work with customers and to establish strong
relationships with key accounts.
• Business model experience in services, recurring revenue, and aftermarket industries. Some exposure
to software-as-a-service is a plus.
• Minimum 15 years’ experience leading people.
Preferred
P&L Management:
Oversight and accountability for overall P&L of HTS Greater China and contribution to
profit AOP, balance sheet ownership. Uses critical financial levers to maximize revenue and OI better than the
market - AOP, working capital, free cash flow, order to cash cycle, OEF & workforce planning, fixed costs,
margin expansion, repositioning & footprint strategy, efficiency & automation. Make short term decisions to
optimize portfolio.
Strategy Creation / Deployment:
Develop the strategic and mid/ short-term business objective, with specific
focus on strategy definition, segmentation and driving programs to full execution from these strategies
including leading teams to execute on overall HTS strategy and performance within Greater China.
Furthermore, develop long term strategies for business - define and deliver the vision and strategic
commercialization to guide the business to capture the market growth opportunity. Define the business
roadmap, transformation/breakthrough strategies, product portfolio priorities, channel strategy and channel
management activities as well as the competitive landscape. Analysis of market drivers, analysis of systemic
information and consideration of resources, market drivers, organizational values, and emerging economic,
technological and regulatory conditions. Translates strategic priorities into operational reality. Puts actions,
plans & measures in place to ensure advancement of the strategy that yields measurable and sustainable
results. Communicate strategy & vision of the business including clear priorities & objectives. Localize global
strategy for Greater China.
Customer Ownership:
Ensure high level of customer satisfaction of HTS Customers. Owning the relationship
with the customer, understanding their challenges & partnering with customers to drive co-creation, personally
selling to top customers - be the top sales agent for the business, growing the market share, increasing customer base, understanding customer strategies to match solutions to them. Maintain or achieve a leading position in each vertical and geographical market with an appropriate offering, pricing and channel strategy. Improve NPS through customer experience, customer & product support, digital customer experience.
Growth (organic/innovation): Own and drive Local PAC/NPI programs to grow SOD and penetration to new market. Lead Zero to One process for innovating new offerings (Z21), Offering/Product Management & R&D to ensure robust plans for new offerings & offering replacement; design for X. Ideates and launches new BTIs. NPIs - EPAC ownership, NPI vitality, NPI pipeline to development & commercialization. Ensure products are fully prepared for market intro, including compliance with all applicable regulations.
Commercial Ownership:
Work with local Sales teams to drive pipeline growth, account penetration and market share in Greater China, manage end user and channel partner relationships, with particular attention to supporting key customer senior level contacts throughout region. Definition, rollout and execution of the Sales Strategy, including sales plans on specific segments or solutions and quota. High functioning sales team through driving SBI outcomes (sales pipeline conversion, quota attainment). Optimize the sales organization and processes, as well as synthesizing intelligence on customers and competitors. Drive development & execution of pricing strategy. Identify and develop new business opportunities both in terms of market/territory coverage (sales resource deployment), product portfolio and go-to-market plans to ensure rapid and profitable business growth.
Culture/talent Management:
Responsible for creating a culture which is entrepreneurial, market driven, profitable and competitive, ensure overall delivery of the products, engineering solutions/service to customers, and build an organization that adheres to global standards and processes. Assemble high performance teams to drive ongoing improvement in the skills & effectiveness of the field organization, ensure effective performance management processes and future management capabilities and develop/upgrade talent across the business as needed to fulfill long term strategic objectives.