Los Angeles, California, United States
- Provide matrix leadership to the sales team, supporting them in finding & winning new logos - Accountable for software solution orders, including forecasting & reporting - Achieve growth sales targets for the Americas - Manage the Americas software solution pipeline creation, management, & analysis - Identify key target accounts - Conduct early-stage BD & vendor pre-qualification - Lead strategic planning & tactical execution - Participate in defining Americas campaigns, initiatives, & KPIs - Support the distribution partner ecosystem to drive sales - Assist the marketing team with campaign planning & execution - Implements Solution & Outcome Selling approach - Deal negotiation & closing - Account Mgmt & Planning - Interact with marketing and product managers to provide feedback on market needs and dynamics - Action-oriented, taking on new challenges without unnecessary planning - Skilled in maintaining relationships across various functions and locations - Able to identify customer-centric opportunities - Persistent in accomplishing objectives despite obstacles and setbacks - Proactive in anticipating potential issues and planning approaches accordingly - Understands manufacturing customers' objectives and conceptualizing solutions, including technology selection, system architecture, project scope definition, scheduling, and rough estimation of cost and time - Experienced in selling Manufacturing and Supply Chain solutions to customer executives (CxO/VPs) - Maintaining travel expectation up to 50% including Trade Shows, Roadshows and Conferences - HMI/SCADA - Communication drivers and connectivity solutions - Augmented Reality - Cloud & EDGE computing - Industrial IIoT and Digital Transformation - Programmable Logic Controllers (PLCs) - Overall Equipment Effectiveness (OEE) - Energy Management - Recipe Systems - Smart manufacturing - MES - Scope of work definition - Project terms & conditions of contract - Identification & planning of billing milestones
Responsible for Life Sciences -Break Through Initiative (BTI) Growth within North America. Proud of our teams accomplishments while we built out Honeywell’s Life Sciences business unit. Assisted the Executive team with vetting out vendors in M&A of key software solutions in building a cohesive offering within Life Sciences. Key accomplishments include integration of two acquisitions, introducing a new product offering (Manufacturing Excellence Platform) & extending our Life Sciences install base. Initiatives include: - Digitial Transformation Strategy/ Trusted Advisor - Pharma 4.0 - Integrated Solutions QMS + MES + DCS - One Honeywell Portfolio including - Honeywell Building Technology / Building Automation Systems - Process Automation Systems/Distributed Control Systems - Manufacturing Execution System/ Electronic Batch Record - Quality Management Systems: Sparta Systems Trackwise Digital - Cybersecurity - Data Analytics/ AI / Tech Transfer - Connected Plant/ Digitization - Plant and Personel Safety - Sustainability - Workforce Management - MTP (Modular Type Package) - Advanced Materials Honeywell Process Solutions
Werum IT Solutions is the world’s leading provider of software for the production control in the pharmaceutical and biotech industry. Best-in-class IT solutions for the majority of the world’s top 30 pharmaceutical and biopharmaceutical companies around the globe. Werum is currently the leading manufacturing IT supplier for cell & gene therapy. - Manufacturing Execution System (MES) - Software as a Service (SaaS) • Drive revenue and market share within North America including Canada & Mexico • Owner of account strategy within the assigned accounts within the Pharmaceutical & Biotech Industry • Establish relationships with the customer base and understand customer processes and business models • Provide application knowledge and industry expertise • Manage sales activities according to Werum’s Customer Centric sales process • Maintain accurate assessment of targets and opportunities • Present applicable resources to impact the client’s decision process and provide solutions (value proposition). • Negotiate contract terms and conditions, pricing, discounts and allowances • Engage the Werum account team and the senior management to plan for and win opportunities • Lead and facilitate expert discussions and roundtables at National Conferences • Maintain a robust pipeline to exceed and meet targets • Market campaigns including social networks, sales shows and conferences. • Maintain travel expectations, expenses and professional calendars as required to travel over 50% of the time • Drive complex sales cycles lasting 9+ months with values exceeding $1M
Experienced in a start-up environment • Increased revenue and market share within the West Coast and Canada • Built robust pipeline • Developed and executed against a comprehensive account/territory plan • Created and articulated compelling value propositions around Texada’s solutions • Accelerated customer adoption • Maintained a sturdy sales pipeline • Managed contract negotiations and closed complex sales cycles • Developed long-term strategic relationships with key accounts - Enterprise Resource Planning (ERP) - Asset Management Software - Mobility Solution - Software as a Service (SaaS) - Web Portal Solution - Business Intelligence