PBC Senior Manager - Business Development, Shanghai, MPM, Aero



Honeywell is a leading global aerospace company that provides avionics & mechanical products as well as aftermarket services including Performance Based Contracts and repair & overhaul services. This is a new position created to mobilize our organization to support the Maintenance Services strategy which will be a key element of growth in a business that exceeds $3B in annual revenue. Central to this strategy is to translate Honeywell’s unique insight into customer needs into offerings that generate value to our customers. The position will require extensive travel to multiple customers and locations and will liaise back to Honeywell Aerospace stakeholders.

The Services & Connectivity Strategic Business Unit is launching a new services program as an integral part of Performance Based Contracts. The reliability services program leverages airline operations and maintenance data to understand how installed product and systems impacts airline operations and leverage this understanding as a means of reducing or eliminating operational disruption such as unscheduled maintenance events, ineffective troubleshooting, and low time removals. By reducing operational disruption in a measured and demonstrable way, Honeywell aims to improve the airline’s overall user experience of Honeywell’s products and services. The Maintenance Services BD Manager will be responsible for pre and post sales activities supporting the launch of the reliability program at prospective customers. Daily activities include the following:


  • Builds relationship with key customer management & executive leaders
  • Collaborate with Regional R&O Sales team to assist with overall PBC and Connected Maintenance business development
  • Conducts an onsite pilot of the Performance Based Contracts (PBC) reliability offering with a prospective customer
  • Collects data related to a limited subset of top reliability drivers, coordinates initial analysis and verifies findings with Honeywell engineering and product support teams
  • Documents customer business processes related to reliability and maintenance management
  • Assists customer and Honeywell sales team in establishing a business case in support of PBC contract value



  • May play a limited role in customer activation until a Service Delivery Manager is on-boarded
  • Provides feedback on PBC Reliability offering evolution based on experience with customer pilots


Marketing & Sales Support

  • Provide in-region support by assisting Sales team members re: utilization of PBC Accelerator tool
  • Conducts customer voice of customer interviews to support broader Aerospace Services team in development of new product and service offerings
  • Provides input on go to market strategies


The ideal candidate will be a key part of the customer business team and be expected to be familiar with all aspects of Honeywell’s relationship including current contracts for products or services, product performance issues, or pending negotiations. This individual will possess the necessary drive, communications skills, and influencing skills to enable effective collaboration with multiple-tiered organizations to execute the responsibilities.

You Must Have:

  • Bachelor degree in analytical field of study such as engineering, data science, economics, or marketing
  • Minimum of 6 years in the aerospace industry, with preference given for candidates with experience in consultative selling, or airline procurement, reliability, engineering or flight operations.
  • (Optional) 3rd party MRO experience (e.g., Lufthansa Technique, ST Aero, SRT, etc.) in business development, operations, reliability or engineering
  • (Optional) Big data analytics experience


We Value:

  • Demonstrated track record of performance based on translating customer observation & other forms of customer feedback into measureable business decisions & results
  • Interpersonal communication skills in the context of being a representative of Honeywell and an individual capable of developing meaningful business relationships with customers
  • Effective analytical skills with ability to tailor messaging to technical & executive audiences
  • Demonstrated program management skillset and strong financial acumen and analysis required
  • Demonstrated impact of leadership ability, including direct / influence management skills and a proven track record of integrating functions or businesses
  • MBA or equivalent from top business school highly desirable
  • Experience with Air Transport & Regional products, and their respective product performance management systems is strongly preferred
  • Willing to travel, as needed, up to 30-50% of the time
  • Practical IT knowledge/background specifically as it relates to product performance management reporting infrastructure
  • Practical experience in quantitative analysis with large data sets and tools capable of identifying statistical correlations or relationships
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Confirmed 11 hours ago. Posted 30+ days ago.

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