Director Sales
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Key details
- Location
- Tokyo, Japan
- Work style
- Hybrid
- Level
- Lead / Staff+
- Job type
- Full-time
- Experience
- 6–9 yrs
- Function
- Sales & Solutions
- Focus area
- other
- Posted
- 19h ago
Skills
business developmentgo-to-marketindustrial automationmarket analysisnegotiationorder processingpricing strategywaterfall
About the role
You will report directly to our Regional General Manager at Industrial Automation and you’ll work out of our Tokyo, Japan location on a Hybrid work schedule.
In this role, you will impact the company significantly by effectively managing and leading a team of sales representatives to drive revenue growth, contribute to the company's financial success, and strengthen customer relationships. Your ability to develop and implement sales strategies and identify new business opportunities will position Honeywell as a leader in the industry and drive the company's growth and competitiveness in the market.
You will be expected to inspire the team to move beyond maintenance of the existing customer base and actively create growth through new customers, new channel partners, and new applications. You will also shape the commercial organization, coverage model, and capacity required to support business expansion, while delivering profitable growth with disciplined attention to both top-line revenue and bottom-line performance.
KEY RESPONSIBILITIES
- Manage and lead a team of sales representatives, providing guidance, coaching, and support to achieve sales targets
- Develop and implement sales strategies and plans to drive revenue growth and meet or exceed sales quotas
- Build and maintain strong relationships with key customers, understanding their needs and providing appropriate solutions
- Analyze market trends and competitor activities to identify new business opportunities and drive continuous improvement
- Collaborate with cross-functional teams to ensure seamless customer onboarding, order processing, and support
- Inspire, coach, and mobilize the sales team to proactively pursue new customers, new channel partners, new applications, and new routes to market, rather than focusing primarily on maintenance of the existing customer base.
- Build and execute a structured growth pipeline across priority verticals, applications, customers, and partners, with clear ownership, milestones, conversion plans, and accountability for results.
- Develop the organizational structure, market coverage model, partner ecosystem, capabilities, and sales capacity required to support current priorities and future business growth.
- Own profitable growth by balancing top-line revenue, market share, gross margin, pricing quality, product and customer mix, cost-to-serve, and bottom-line contribution.
- Lead pricing strategy and price realization, including customer value communication, annual price actions, recovery of inflation or cost increases, and disciplined management of discounts and commercial exceptions.
- Personally lead difficult pricing, commercial, and contractual negotiations with customers and partners, maintaining constructive relationships while protecting Honeywell’s value, profitability, and long-term strategic interests.
- Identify and address low-margin or structurally unattractive business, and develop corrective actions such as repricing, portfolio optimization, specification change, channel redesign, or disciplined exit where appropriate.
- Provide visionary leadership and translate long-term market insights into a clear commercial strategy, differentiated value proposition, resource plan, and executable priorities for the team.
- Create a high-performance culture in which team members take ownership, challenge assumptions, collaborate across functions, and consistently pursue profitable growth opportunities.
- Use business performance data and operating metrics to review pipeline health, win rate, forecast quality, price realization, margin performance, customer concentration, partner productivity, and resource capacity, and take timely corrective action.
- Collaborate with Product Management, Marketing, Engineering, Operations, Finance, Customer Quality, and global business teams to align growth priorities, resolve constraints, and accelerate commercialization of new applications and solutions.
YOU MUST HAVE
- Minimum of 6 years of experience in sales, with at least 2 years in a leadership or managerial role
- Proven track record of achieving sales targets and driving revenue growth
- Strong leadership and team management skills
- Ability to build and maintain strong relationships with customers and internal stakeholders
- Demonstrated success in acquiring new customers, developing channel partners, opening new applications, and converting strategic opportunities into sustainable revenue.
- Proven ability to deliver profitable growth, including ownership of pricing, gross margin, product and customer mix, and bottom-line contribution, not solely revenue or market-share growth.
- Experience leading price-increase discussions and complex or high-pressure negotiations with customers, distributors, and partners.
- Experience assessing and scaling commercial organization capacity, market coverage, partner capability, and resource requirements in line with business growth.
- Demonstrated ability to inspire, coach, and hold a sales team accountable for proactive business development and execution.
- Strong strategic-thinking capability, with the ability to convert a market vision into prioritized initiatives, investment choices, operating plans, and measurable outcomes.
WE VALUE
- Bachelor's degree in Business Administration, Marketing, or a related field
- Passion for sales and achieving results
- Strategic thinking and ability to drive sales performance improvement
- Strong business acumen and understanding of market dynamics
- Ability to lead and motivate a team to achieve sales targets
- Continuous learning and adaptability
- Visionary leadership with the ability to articulate a compelling growth ambition and motivate the organization to pursue it.
- Strong financial and commercial acumen, including understanding of P&L drivers, gross margin, pricing waterfall, mix, cost-to-serve, working capital, and return on investment.
- Customer-value selling and negotiation skills, with the confidence to defend price, challenge unprofitable requests, and reach sustainable agreements.
- Experience designing go-to-market strategies, segmenting markets, prioritizing applications, and building effective direct and partner-led coverage models.
- Ability to make clear trade-offs among growth, profitability, capacity, investment, and risk, and to communicate those decisions credibly to the team and senior stakeholders.
- A bias for action, disciplined operating rhythm, and the ability to turn strategy into execution through clear priorities, owners, milestones, and performance reviews.