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Located in Tokyo, Japan and reporting to the VP, APAC Airlines,this position is responsible for managing a portfolio of complex accounts representing$135M+ per year, within the Commercial Airline aftermarket business. Theseaccounts may be located beyond Japan and across a diverse cultural base. Thisrole will lead a cross-functional team of Sales, Customer Support Managers,credit analyst and field service team to create and achieve the AnnualOperating Plan and 5-year Strategic Action Plan for the customer portfolio.They will be accountable for growth activities by coordinating pursuit supportfrom the sales team, and for customer satisfaction by ensuring that all productsand services are supported in an efficient and effective manner.

Primary Activities:
-Responsible for defining and executing a customer business and support strategy that serves a diverse and complex customer base, in a proactive manner, anticipating customer needs and competitor actions and driving results through their direct actions and through matric leadership.
-Manage the internal and external element of the Airlines customer Management Operating System (MOS) in order to achieve all financial and customer satisfaction goals for their account portfolio. Build, develop, and lead an effective Customer Core Team (CCT) that includes Sales Managers, Customer Support Managers, credit analysts and field service team in pursuit of goals.
-Own business commercial relationships, including the achievement of growth targets, working capital metrics, and ensure pursuit pipeline is filled and achieved.
-Maintain oversight of HON performance to both Honeywell and customer contractual obligations
-Provide leadership and strategic vision to Sales Managers, Customer Support Managers, credit analysts and field service team to ensure cross functional objectives are prioritized and executed to meet goals, objectives and AOP targets
-Partner with Customer & Product Support leadership to improve customer satisfaction, ensuring issues are identified and addressed through cross functional influence, including but not limited to: quarterly business reviews, account RAILs, service requests, data collection. This includes approval of C&PS action plans to improve customer satisfaction as measured by VOC and NPS tools.
-Lead and provide day-to-day direction to the Maintenance Service Program (MSP) Program Managers to define and execute new support models and customer reporting standards as assigned to individual accounts
-Plan, organize, and execute Honeywell executive visits to customers resulting in positive interchanges and improved business results.
-Responsible for fostering customer executive level relationships through daily interaction with airline executives.
-Ensure Accounts Receivable results are achieved working with the ACC team
-Ensure sales targets are achieved within the Sales Managers.
-Act as support and escalation point for ACC and C&PS in collections and dispute resolutions
-Review and prepare regional STRAP input for assigned region including alignment with Enterprise leaders
-Identify specific process improvement opportunities from an HOS Gold perspective, ensuring actions taken to achieve visible increases in performance metrics by employing six sigma tools and kaizen exercises where required
-Drive for attainment of HOS Gold behaviours and results across their area of responsibility through direct management as well as cross functional influence of peers
-Ensures systems and processes are in place for Honeywell product delivery, reliability performance including the translation of site based/product based improvement plans e.g. delivery and reliability to customer specific plans.-Bachelor's degree or equivalent work experience in a business or engineering
-10+ years leadership experience in Aftermarket, OEM or International customer service/support
-5 years leadership experience in Aerospace industry, managing key manager or directors (external candidates)
-Experience in using customer relationship management tool (e.g. SFDC) to manage account

Leadership: Experience to overcome obstacles, succeed inthe face of adversity, and deal with ambiguity. Must know how to effectivelyinfluence and lead others across functions to get things done.
Business Acumen: Mature business and financial acumen todiscern risks/opportunities of key strategic programs at customers andHoneywell.
Customer Knowledge: deep Knowledge of the customers, ability toestablish executives' engagement with key players in airlines organization
Product Knowledge: Breadth and depth of product knowledge, forboth Avionics and Mechanical Commercial Transport products.
Sales Expertise: minimumof 10 years' sales experience including sales support, inside sales and externalsales, ability to understand and articulate value propositions, understandmarket competition and ability to guide the team on winning strategy
Problem Solving Skill:Ability to listen to customer or internal stake holders, identify pain pointsand derive resolutions that address the needs of customers and generate revenuegrowth
Program Management: Ability to manage multiple projects on time,report out on action status, and provide clear verbal, and written customer status.
Communication skills: Excellent verbal and written communicationskills. Knows when and how tocommunicate to optimize potential for success with customers and internal toHoneywell. Must be a good listener.
Negotiations: Can negotiate skillfully in tough situations withboth internal and external groups, can win concessions without damagingrelationships, gains trust quickly of other parties in the negotiations, ableto close sales deals
Impact / Influence: Ability to influence outside of one's sphere ofcontrol.
Additional Information

• JOB ID: req482006
• Category: Sales
• Location: Japan
• Exempt

Global (ALL)