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Sr Customer Business Manager

Company: Honeywell
Location: Glendale
Posted on: June 10, 2021

Job Description:

Join a team recognized for leadership, innovation and diversity

We don't just sell things. We offer solutions to tomorrow's challenges.

Our sales approach begins by identifying customer demands before they become challenges. We're committed to delivering customer success through our comprehensive expertise in software and technology.

Business leader of our external facing customer business. Recognized both internally and externally as the Honeywell leader and overall business manager for assigned US Army Ground and Navigation customer portfolios that includes DA Warren, AMRDEC, PM Stryker, Paladin. Abrams, General Dynamic Land Systems, BAE and others. Profit/Loss Leader that exceeds $60M in annual revenue for all business with assigned customer portfolio. Drives program execution and business growth in alignment with the GBE product strategy. Successfully develops strong relationships with customer and thoroughly understands the customers' business and strategic direction in order to drive execution and identify opportunities to profitably grow Honeywell's business with the customer.

Key Responsibilities:

  • Achieve Business Financial Objectives:
  • Achieves business objectives and customer commitments including financial (revenue, gross margin, OI and cash), operational (delivery, quality), and technical (product reliability) goals.
  • Directly responsible for finished goods inventory, accounts receivable and management of customer product demand, and identification and capture of new growth opportunities.
  • Responsible for long-term objectives such as year-over-year growth, profitability, and win rate, as well as near-term forecast accuracy.
  • Responsible for Short Range Outlook (SRO) development and attainment, including SRO risks/opportunities, developing and communicating financial forecasts, and all customer demand planning as part of the Sales Inventory and Operating Planning (SIOP) process.
  • Responsible for achieving the Annual Operating Plan (AOP) and 5-year Strategic Plan (STRAP) for assigned customers.
  • Responsible for OEM program fee analysis. Supports AME/ISC to reduce product cost and improve gross margin.
  • Plans and manages discretionary budgets and responsible for Finished Goods Inventory (FGI) and Accounts Receivable (AR) elements of cash.

Achieving Customer Operational Goals:

  • Facilitates organizational performance to achieve OTTR, past-due, quality and reliability targets
  • Responsible for customer demand management (stable, linear, accurate product demand and avoidance of SLT orders and demand volatility), customer ordering behavior and use of best practices (e.g. portal, EDI)
  • Takes ownership for customer usage of the portal for order entry and status information.
  • Maintains Customer Excellence Plan (CEP). Owner of VOC with the subject customer base for all assigned programs.
  • Selects and manages distribution and MRO partners where applicable. .
  • Prepares and leads Customer Meetings and various reviews related to demand and order mgmt.
  • Provides customer demand planning inputs. Partners with demand management on rate based forecasting and negotiate flat rate repair contracts
  • Assures adherence to contract, schedule, cost, regulatory agency, and international trade compliance requirements.
  • May be assigned as Proposal Leader per Clearing House guidelines.

Achieve Growth Goals:

  • Responsible for near and long-term growth aligned with customer business strategy and GBE product portfolio strategy.
  • Fosters growth through idea generation, customer interface, new business proposal generation and subsequent execution.
  • Leads Economic Consideration (ECON and ACAT) activities.
  • Partners with Honeywell functional teams to grow the business.
  • Supports or leads campaigns; collaborates with customers on their future plans / opportunities.
  • Responsible for developing and coordinating Offset fulfillment plans with Offset Council and monitoring and controlling their implementation to ensure obligations are met. Identifies and implements productivity improvements to continuously improve business performance.

Utilization of Tools and Processes:

  • Leads Aero Credit & Approval Tool (price concession) activities (e.g. nonstandard terms)
  • Prepares expected orders for fulfillment (Forecasting Demand and demand management, APO, SFDC, SIOP).
  • Manages SFDC information including opportunity timelines, revenue forecasts, next actions, customer info, etc.

Leadership, Communication & Coordination:

  • Develops Management Operating System (MOS) to coordinate functional activities in support of business objectives.
  • Owner and effective communicator of issues and resolution plans with customers such as quality issues and corrective actions (containment).
  • Provides leadership to the Customer Core Team (C&PS, FSE, and PM) and cross-functional team (E&T, ISC, Contracts/Legal, Finance, Marketing, Program Planning and Control, International Trade Compliance,Technical Sales, and Customer and Product Support).
  • Engages in the Product Action Committee (PAC) teams as the SBU representative.
  • Leads and/or supports various meetings to include Customer, Cross-Functional, Growth, red program reviews, PMRs, and MORs.
  • Addresses escalations in a timely and effective manner and performs actions on delivery, pricing/quotes, repair status, etc.
  • Partners with Contracts & Licensing to develop & negotiate overarching customer agreements (GTAs, BOAs, MRO, AWAR, Dealer, Distribution, Logistics, R&O, MSAs, funded sustainment support, etc).
  • Manages export agreement requests and authorizations based upon export policies and procedures
  • Collaborates with Government Relations on GR message development.
  • Clears business processing holds (e.g. Credit hold, SPIRs, TMS-customer portal, export license).
  • Champions and drives change management in order to align with the broader organizational goals and direction


  • Bachelor's degree
  • Minimum 8 years of Engineering, Sales or Business Management experience
  • Must have or be eligible for a security clearance due to contractual requirements


  • Previous business experience, including but not limited to business management, engineering, sales, operations, finance, contracts, customer support
  • Demonstrated successful program management and/or business development experience
  • Leadership experience in broad functional role
  • Department of Defense experience preferred
  • Working business and/or technical knowledge of the TALIN family of Navigation and Pointing systems preferred
  • Knowledge of DOD Contracting to include FAR12, 13 and 15 implementation preferred
  • Masters Degree or MBA preferred
  • Previous Program Management experience preferred
  • PMP certification preferred
  • Proven track record of effective customer management and interface
  • Working knowledge of business and financial fundamentals (Profit & Loss analysis, Investment analysis, Balance Sheet, Green Sheet)
  • Knowledge of fundamental functional principles with the ability to optimize business performance in cooperation with Engineering, Sales & Marketing and Customer Support, and ISC
  • Ability to make sound decisions and take quick action to ensure program execution
  • Ability to manage multiple customers, issues and proposals concurrently.
  • Strong presentation and communication skills

Additional Information

  • JOB ID: HRD122444
  • Category: Sales
  • Location: 1944 E Sky Harbor Circle,Phoenix,Arizona,85034,United States
  • Exempt
  • Must have or be eligible for a security clearance due to contractual requirements.

Global (ALL)

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.

Keywords: Honeywell, Glendale , Sr Customer Business Manager, Other , Glendale, Arizona

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