Building Automation Sales Coaching Lead

Location: Shanghai

Honeywell Building Automation is seeking an experienced and dynamic Sales Coaching Lead to elevate the performance of our sales organization. This role is designed for a seasoned professional with 20+ years of experience selling building automation solutions, including direct engagement with channel partners, general contractors, and subcontractors. The ideal candidate will leverage their extensive industry knowledge to coach, mentor, and develop our sales teams, ensuring they deliver exceptional value to customers and drive growth across Honeywell’s portfolio.

About the Role:

As the Sales Coaching Lead, you will serve as a trusted advisor and performance catalyst for our sales organization. Your primary mission is to equip sales professionals with advanced consultative selling skills, strategic account management capabilities, and deep vertical expertise. You will design and deliver coaching programs that enhance sales effectiveness, accelerate deal cycles, and strengthen relationships with key stakeholders in the construction and building automation ecosystem.

YOU MUST HAVE

• 20 years of experience selling building automation offerings, with proven success engaging channel partners, general contractors, and subcontractors.
• Deep understanding of construction industry dynamics, project cycles, and procurement processes.
• Strong track record in sales leadership, coaching, and mentoring high-performing teams.
• Expertise in consultative selling, strategic account management, and complex deal structuring.
• Excellent communication, facilitation, and stakeholder management skills.

WE VALUE

• Bachelor’s degree in business, Engineering, or related field (master’s preferred).
• Ability to translate decades of field experience into actionable coaching strategies.
• Familiarity with Honeywell’s building automation solutions and customer segments.
• Data-driven approach to measuring coaching effectiveness and driving continuous improvement.
• Passion for developing sales talent and fostering a culture of excellence.

Key Responsibilities

Sales Coaching & Enablement

• Provide one-on-one and group coaching to sales teams focused on solution selling, value-based engagement, and complex deal navigation.
• Share best practices for selling to channel partners, general contractors, and subcontractors, leveraging real-world experience.
• Conduct role plays, deal reviews, and pipeline coaching to improve win rates and margin performance.

Program Development & Delivery

• Design and implement structured coaching programs aligned with Honeywell’s commercial strategy and customer-centric approach.
• Develop content and tools that address building automation technologies, including Fire Systems, Security Solutions, Access Control, and Building Management Systems (BMS).

Strategic Account Management

• Mentor sales teams on building customer-ready business cases, account planning, and long-term relationship strategies.
• Guide teams in navigating complex procurement processes and contractor ecosystems.

Performance Measurement

• Define KPIs for coaching impact, including sales productivity, pipeline velocity, and customer satisfaction.
• Provide regular insights and recommendations to senior leadership on sales capability development.