Principal Sales Representative

Honeywell Aerospace•Phoenix, AZ

3d•Hybrid

About The Position

As a Principal Sales Representative at Honeywell Aerospace, you will play a pivotal role in managing strategic pursuits within the aerospace sector, specifically focusing on Boeing Defense and Space. You will leverage your expertise to drive revenue growth, build strong customer relationships, and secure OEM sponsored military and government contracts. You will report directly to our Senior Director of New Pursuits and you’ll work out of one of our Phoenix, AZ or Torrance, CA locations on a hybrid work schedule. Travel for this role can be between 20-40% annually to support customer engagements and business growth. In this role, you will impact Honeywell’s success by managing key new business pursuits, identifying new business opportunities, ensuring compliance with government and military contract requirements, protecting profit margins, and supporting positive cash flow. You will also be responsible for understanding and communicating customer expectations clearly, ensuring alignment with the Global Business Enterprise (GBE) while managing internal constraints to prevent any misalignment. Your ability to obtain necessary clearances and navigate complex defense and space industry regulations will be critical to driving growth and maintaining Honeywell’s market leadership.

Requirements

US CITIZENSHIP REQUIREMENT: Must be a US Citizen due to contractual requirements.
Minimum of 6+ years of experience in new business pursuit management or sales, with a proven track record of managing key pursuits and driving revenue growth in defense and aerospace sectors.
In-depth knowledge of military and government contract requirements, including the ability to obtain necessary security clearances.
Strong expertise in strategic pursuit planning, contract negotiation, and customer relationship management tailored to defense and space industry clients.
Proficiency with CRM software and Microsoft Office Suite to manage pursuits and sales pipelines effectively.
Skills: Strategic pursuit management, Financial Acumen, Security clearance processes, Defense and aerospace industry knowledge, Customer relationship management (CRM) tools, Market analysis, Risk management, Cross-functional collaboration, Margin protection, Cash flow support, Communication of complex technical and regulatory information, Customer expectation alignment with GBE, Internal constraint management.

Nice To Haves

Bachelor’s Degree in Engineering or a technical field.
Experience working with large OEMs in defense and space industries.
Strong business acumen and understanding of aerospace market dynamics.
Ability to manage multiple pursuits and prioritize tasks effectively.
Customer-focused mindset with a passion for delivering collaborative service and compliance.
Ability to work independently and collaboratively within cross-functional teams.
Security clearance (must have the ability to obtain a security clearance)

Responsibilities

Manage and grow the Boeing Defense portfolio in defense and space sectors, serving as the primary point of contact for customer relationships.
Develop and execute strategic pursuit plans to drive revenue growth and achieve sales targets aligned with military and government contract requirements.
Build and maintain strong relationships with key stakeholders, understanding their business needs and providing tailored solutions compliant with defense and space industry standards.
Identify new business opportunities within the Boeing pursuit and collaborate with cross-functional teams to deliver value-added solutions.
Lead contract negotiations and ensure customer satisfaction through effective pursuit management and compliance with clearance protocols.
Ensure adherence to all applicable export laws, rules, and regulations in coordination with export compliance teams.
Protect profit margins by managing pricing strategies and contract terms effectively during opportunity pursuit and negotiation.
Support positive cash flow through effective pursuit structuring and negotiation.
Understand and communicate customer expectations clearly, ensuring alignment with the Global Business Enterprise (GBE) while managing internal constraints to avoid misalignment.
Monitor market trends, competitor activities, and customer feedback to identify areas for improvement and drive continuous growth.
Provide mentorship and guidance to pursuit managers and sales teams to enhance performance and customer engagement.