Director – Commercial Strategy, CRM Growth, and Sales Enablement
Honeywell International Inc., Phoenix, AZ, United States
Director – Commercial Strategy, CRM Growth, and Sales Enablement
Phoenix, AZ, United States
Job Description About the job
Honeywell Aerospace Technologies is seeking a
Director – Commercial Strategy, CRM Growth, and Sales Enablement
to lead the business architecture and strategy behind the organization’s commercial engine. This role defines how the organization identifies, targets, and wins new business across global Aerospace segments.
Reporting to the
Director, Commercial Excellence – Tools, Analytics & Insights , the Director will be a people leader and will serve as the business owner of Salesforce (SFDC) and Highspot and lead the development of the company’s Commercial Playbook. This role partners closely with Sales, Pricing, Finance, and IT to design commercial workflows, establish global sales governance, and drive adoption of CRM as a core growth platform. The position ensures SFDC evolves from a reporting tool into a proactive demand generation and commercial execution platform supporting pipeline growth, forecasting accuracy, and revenue capture.
Responsibilities Key Responsibilities
Commercial Strategy & Demand Generation
Identify and develop market “white space” opportunities through data-driven targeting and account analysis
Design segment-specific commercial playbooks for Air Transport (high volume), BGA (high touch), OEM (long cycle), and Aftermarket businesses
Develop proactive demand-generation strategies within SFDC to drive capture of MRO and spare-parts revenue
Partner with commercial leadership to align CRM strategy with growth initiatives and strategic priorities
Partner with commercial, marketing, offering management, and GBE leadership to manage and optimize Highspot as the commercial content and engagement platform, ensuring sellers have access to standardized playbooks, account insights and demand generation materials aligned to strategic growth priorities
SFDC CRM Business Ownership & Commercial Architecture
Serve as the business owner of Salesforce (SFDC) and define global CRM operating model
Establish standardized sales workflows, opportunity stages, and commercial governance policies
Define lead-to-opportunity-to-win milestones to improve pipeline visibility and forecast accuracy
Develop executive dashboards providing leadership with real-time insights on pipeline health and regional performance
Act as the primary commercial interface with IT for Sales Enablement solutions (SFDC, HighSpot) to translate business requirements into platform enhancements and roadmap priorities
Incentives & Commercial Performance Management
Partner with Finance to design commission and incentive structures aligned with growth priorities
Establish SFDC-based governance for commission triggers and payment eligibility milestones
Implement short-term incentive programs (SPIFFs) to accelerate growth in strategic or underpenetrated markets
Ensure alignment between sales incentives, pipeline development, and strategic account growth
Cross-Functional Collaboration & Governance
Partner with regional sales leaders to capture market intelligence and standardize commercial practices
Collaborate with Pricing and Finance teams to embed price-to-win and financial approval processes into CRM workflows
Establish governance ensuring compliance with ITAR/EAR requirements and commercial data management standards
Drive adoption of standardized CRM processes across global sales organizations
Qualifications YOU MUST HAVE
12+ years of experience in commercial operations, sales leadership, or business development, preferably within Aerospace or industrial markets
Experience leading CRM strategy and Salesforce business ownership in a commercial organization
Demonstrated experience designing sales processes, pipeline governance, and commercial performance frameworks
WE VALUE
Deep understanding of Aerospace OEM and Aftermarket business models
Experience implementing sales transformation or CRM adoption initiatives across large organizations
Strong cross-functional leadership with ability to partner across Sales, Finance, Pricing, and IT
Ability to translate commercial strategy into scalable systems and processes
Strong executive communication and stakeholder management skills
About Us Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable.
#J-18808-Ljbffr
Job Description About the job
Honeywell Aerospace Technologies is seeking a
Director – Commercial Strategy, CRM Growth, and Sales Enablement
to lead the business architecture and strategy behind the organization’s commercial engine. This role defines how the organization identifies, targets, and wins new business across global Aerospace segments.
Reporting to the
Director, Commercial Excellence – Tools, Analytics & Insights , the Director will be a people leader and will serve as the business owner of Salesforce (SFDC) and Highspot and lead the development of the company’s Commercial Playbook. This role partners closely with Sales, Pricing, Finance, and IT to design commercial workflows, establish global sales governance, and drive adoption of CRM as a core growth platform. The position ensures SFDC evolves from a reporting tool into a proactive demand generation and commercial execution platform supporting pipeline growth, forecasting accuracy, and revenue capture.
Responsibilities Key Responsibilities
Commercial Strategy & Demand Generation
Identify and develop market “white space” opportunities through data-driven targeting and account analysis
Design segment-specific commercial playbooks for Air Transport (high volume), BGA (high touch), OEM (long cycle), and Aftermarket businesses
Develop proactive demand-generation strategies within SFDC to drive capture of MRO and spare-parts revenue
Partner with commercial leadership to align CRM strategy with growth initiatives and strategic priorities
Partner with commercial, marketing, offering management, and GBE leadership to manage and optimize Highspot as the commercial content and engagement platform, ensuring sellers have access to standardized playbooks, account insights and demand generation materials aligned to strategic growth priorities
SFDC CRM Business Ownership & Commercial Architecture
Serve as the business owner of Salesforce (SFDC) and define global CRM operating model
Establish standardized sales workflows, opportunity stages, and commercial governance policies
Define lead-to-opportunity-to-win milestones to improve pipeline visibility and forecast accuracy
Develop executive dashboards providing leadership with real-time insights on pipeline health and regional performance
Act as the primary commercial interface with IT for Sales Enablement solutions (SFDC, HighSpot) to translate business requirements into platform enhancements and roadmap priorities
Incentives & Commercial Performance Management
Partner with Finance to design commission and incentive structures aligned with growth priorities
Establish SFDC-based governance for commission triggers and payment eligibility milestones
Implement short-term incentive programs (SPIFFs) to accelerate growth in strategic or underpenetrated markets
Ensure alignment between sales incentives, pipeline development, and strategic account growth
Cross-Functional Collaboration & Governance
Partner with regional sales leaders to capture market intelligence and standardize commercial practices
Collaborate with Pricing and Finance teams to embed price-to-win and financial approval processes into CRM workflows
Establish governance ensuring compliance with ITAR/EAR requirements and commercial data management standards
Drive adoption of standardized CRM processes across global sales organizations
Qualifications YOU MUST HAVE
12+ years of experience in commercial operations, sales leadership, or business development, preferably within Aerospace or industrial markets
Experience leading CRM strategy and Salesforce business ownership in a commercial organization
Demonstrated experience designing sales processes, pipeline governance, and commercial performance frameworks
WE VALUE
Deep understanding of Aerospace OEM and Aftermarket business models
Experience implementing sales transformation or CRM adoption initiatives across large organizations
Strong cross-functional leadership with ability to partner across Sales, Finance, Pricing, and IT
Ability to translate commercial strategy into scalable systems and processes
Strong executive communication and stakeholder management skills
About Us Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable.
#J-18808-Ljbffr