Director – Commercial Strategy, CRM Growth, and Sales Enablement

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.

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

YOU MUST HAVE

• Bachelor’s degree
• 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