Job Description
Department: BA / HBS Commercial Sales
Location: Austria or Switzerland (extensive travel across both regions; 60-70%)
Reports to: Regional Sales Leadership (DACH)
Role Overview
The Sales Manager for Austria & Switzerland is responsible for driving commercial growth, expanding Honeywell's Building Solutions footprint, and leading sales execution across both countries. The role focuses on solutions in Building Automation, Building Management Systems (BMS), and HVAC controls and services-with a strong preference for candidates with direct experience in these domains.
This leader will develop regional sales strategies, manage customer relationships, and ensure disciplined pipeline execution in alignment with the BA Sales Model and Honeywell's performance expectations.
Responsibilities
1. Sales Strategy & Execution
• Develop and execute regional sales plans aligned with HBS business objectives and market conditions.
• Drive pipeline creation, opportunity qualification, and conversion across Austria and Switzerland.
• Lead the execution of the BA Sales Model to achieve above-market growth.
• Manage commercial, technical, compliance, legal, and execution risk for all opportunities.
2. Customer Engagement & Market Development
• Build and maintain strong relationships with key accounts, partners, and strategic stakeholders.
• Position Honeywell value propositions tailored to verticals including healthcare, pharma, industrial, commercial buildings, and infrastructure.
• Lead major pursuits, influence specifications, and support tendering activities.
3. Forecasting & Performance Management
• Own sales forecasting, funnel health, and revenue tracking using Honeywell-standard CRM systems (Salesforce, Tableau, Deal Tracker).
• Maintain accurate records of opportunities, customer interactions, and sales activities.
• Participate in regional cadence calls (Sales Pulse, Forecast Calls, Leadership Calls). 1
4. Team Leadership & Collaboration
• Collaborate closely with estimating, project, engineering, and service teams to deliver integrated solutions.
• Support onboarding, talent development, and capability building within the regional sales community.
• Champion a culture of continuous improvement and alignment to Honeywell's 8 Behaviors.
5. Commercial Excellence
• Ensure compliance with Honeywell pricing governance, contract management standards, and Commercial Excellence programs.
• Adopt and promote best practices across the region (AOP, Quota, MOS, KPIs).
• Leverage CPQ, P&E estimation, and domain expansion tools when developing proposals.
Key Performance Indicators (Honeywell-standard Sales Manager KPIs)
These KPIs align with Honeywell HBS and cross-BA Sales Manager expectations:
Growth & Financial KPIs
• Annual bookings and revenue targets (by country and vertical).
• Pipeline coverage ratios (typically 3-4× of target).
• Win rate and margin improvement.
• New business development performance and new-logo acquisition.
Operational KPIs
• Forecast accuracy (weekly, monthly, quarterly).
• CRM compliance (opportunity hygiene, cadence, call reporting).
• Deal cycle time and qualification discipline (aligned with Deal Tracker KPIs).
Customer & Execution KPIs
• Customer satisfaction and retention metrics.
• Pursuit and proposal quality (alignment to strategy, pricing controls, commercial governance).
People & Leadership KPIs
• Coaching frequency and quality (Honeywell guidance: spend ≥50% of time coaching where applicable).
• Team capability development and engagement.
• Adoption of Honeywell 8 Behaviors and performance management compliance
Qualifications
Required Skills & Qualifications
• Demonstrated experience in B2B sales in Building Automation, HVAC controls, energy systems, or building technologies.
• Strong understanding of the Austrian and Swiss building technologies markets.
• Proven success managing complex sales cycles, major tenders, and multi-stakeholder engagements.
• Proficiency with Salesforce, forecasting tools, and digital sales platforms.
• Fluent in German and English; French is an advantage for Switzerland.
• Strong communication, negotiation, and relationship-building skills.
Preferred Attributes
• Existing network in building automation, HVAC, systems integration, or building services contracting.
• Experience selling subscription services, SaaS, or outcome-based service models.
• Strategic, analytical thinker with strong commercial acumen.
• High energy, resilient, and comfortable with extensive travel (60-70%)
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
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.
Department: BA / HBS Commercial Sales
Location: Austria or Switzerland (extensive travel across both regions; 60-70%)
Reports to: Regional Sales Leadership (DACH)
Role Overview
The Sales Manager for Austria & Switzerland is responsible for driving commercial growth, expanding Honeywell's Building Solutions footprint, and leading sales execution across both countries. The role focuses on solutions in Building Automation, Building Management Systems (BMS), and HVAC controls and services-with a strong preference for candidates with direct experience in these domains.
This leader will develop regional sales strategies, manage customer relationships, and ensure disciplined pipeline execution in alignment with the BA Sales Model and Honeywell's performance expectations.
Responsibilities
1. Sales Strategy & Execution
• Develop and execute regional sales plans aligned with HBS business objectives and market conditions.
• Drive pipeline creation, opportunity qualification, and conversion across Austria and Switzerland.
• Lead the execution of the BA Sales Model to achieve above-market growth.
• Manage commercial, technical, compliance, legal, and execution risk for all opportunities.
2. Customer Engagement & Market Development
• Build and maintain strong relationships with key accounts, partners, and strategic stakeholders.
• Position Honeywell value propositions tailored to verticals including healthcare, pharma, industrial, commercial buildings, and infrastructure.
• Lead major pursuits, influence specifications, and support tendering activities.
3. Forecasting & Performance Management
• Own sales forecasting, funnel health, and revenue tracking using Honeywell-standard CRM systems (Salesforce, Tableau, Deal Tracker).
• Maintain accurate records of opportunities, customer interactions, and sales activities.
• Participate in regional cadence calls (Sales Pulse, Forecast Calls, Leadership Calls). 1
4. Team Leadership & Collaboration
• Collaborate closely with estimating, project, engineering, and service teams to deliver integrated solutions.
• Support onboarding, talent development, and capability building within the regional sales community.
• Champion a culture of continuous improvement and alignment to Honeywell's 8 Behaviors.
5. Commercial Excellence
• Ensure compliance with Honeywell pricing governance, contract management standards, and Commercial Excellence programs.
• Adopt and promote best practices across the region (AOP, Quota, MOS, KPIs).
• Leverage CPQ, P&E estimation, and domain expansion tools when developing proposals.
Key Performance Indicators (Honeywell-standard Sales Manager KPIs)
These KPIs align with Honeywell HBS and cross-BA Sales Manager expectations:
Growth & Financial KPIs
• Annual bookings and revenue targets (by country and vertical).
• Pipeline coverage ratios (typically 3-4× of target).
• Win rate and margin improvement.
• New business development performance and new-logo acquisition.
Operational KPIs
• Forecast accuracy (weekly, monthly, quarterly).
• CRM compliance (opportunity hygiene, cadence, call reporting).
• Deal cycle time and qualification discipline (aligned with Deal Tracker KPIs).
Customer & Execution KPIs
• Customer satisfaction and retention metrics.
• Pursuit and proposal quality (alignment to strategy, pricing controls, commercial governance).
People & Leadership KPIs
• Coaching frequency and quality (Honeywell guidance: spend ≥50% of time coaching where applicable).
• Team capability development and engagement.
• Adoption of Honeywell 8 Behaviors and performance management compliance
Qualifications
Required Skills & Qualifications
• Demonstrated experience in B2B sales in Building Automation, HVAC controls, energy systems, or building technologies.
• Strong understanding of the Austrian and Swiss building technologies markets.
• Proven success managing complex sales cycles, major tenders, and multi-stakeholder engagements.
• Proficiency with Salesforce, forecasting tools, and digital sales platforms.
• Fluent in German and English; French is an advantage for Switzerland.
• Strong communication, negotiation, and relationship-building skills.
Preferred Attributes
• Existing network in building automation, HVAC, systems integration, or building services contracting.
• Experience selling subscription services, SaaS, or outcome-based service models.
• Strategic, analytical thinker with strong commercial acumen.
• High energy, resilient, and comfortable with extensive travel (60-70%)
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
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.