Principal Sales Representative

Honeywell Aerospace; Torrance (CA); Hybrid; USD 166,000 - 208,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

Disability coverage

401(k) match

Educational assistance

Parental leave

Paid holidays

Paid time off

Job summary

Honeywell Aerospace in California seeks a Principal Sales Representative to lead strategic pursuits in Boeing Defense and Space, driving revenue growth and strong customer relationships on OEM and government projects. You will report to the Senior Director of New Pursuits and operate on a hybrid schedule from Torrance or Phoenix, with 20-40% travel to support engagements and growth.

Required: 6+ years in defense/aerospace new business pursuit, ability to obtain security clearances, and CRM

Qualifications

• 6+ years in new business pursuit management or sales in defense/aerospace
• Knowledge of military/government contract requirements and security clearances
• Expertise in strategic pursuit planning, negotiations, and customer relationship management

Responsibilities

• Manage Boeing Defense portfolio and key customer relationships
• Develop and execute strategic pursuit plans to drive revenue and meet government requirements
• Lead contract negotiations and ensure compliance with export controls
• Protect margins and cash flow through effective pursuit structuring and pricing
• Mentor pursuit managers and sales teams to improve performance

Skills

Strategic pursuit management

Contract negotiations

CRM proficiency

Customer relationship management

Market analysis

Security clearance processes

Export compliance

Pricing strategy

Education

Bachelor’s Degree in Engineering or technical field

Tools

CRM software

Microsoft Office

Job description

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.

KEY 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.

US CITIZENSHIP REQUIREMENT

Must be a US Citizen due to contractual requirements.

YOU MUST HAVE

• 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.

WE VALUE

• 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)

BENEFITS

Beyond a performance-driven salary, you'll work alongside dedicated experts on technology that's advancing aviation. As a Honeywell Aerospace employee, you're eligible for a comprehensive benefits package that includes:

Employer-subsidized medical, dental, vision and life insurance

Short-term and long-term disability coverage

401(k) match, flexible spending accounts and health savings accounts

Employee assistance program and educational assistance

Parental leave and 12 paid holidays

Paid time off for vacation, personal and sick time

Explore your benefits: https://honeywellaerospacebenefits.com/

POSTING TIMELINE

The application period for the job is estimated to be 40 days from the job posting date; however, this may be shortened or extended depending on business needs and the availability of qualified candidates.

Join a company that's reintroducing itself to the aviation community we've helped advance for more than a century. At Honeywell Aerospace (NASDAQ: HONA), we're launching as an independent, publicly traded aerospace and defense company built on a legacy of operational excellence and mission-focused execution.

Our new brand identity pairs that heritage with real momentum, as we build technology that helps pilots navigate with confidence, aircraft operate more efficiently, and operators stay ahead of change. With our systems on board 90% of the world's aircraft, your work here has reach that's rare to find anywhere else.

Focusing on our customers, investing in innovation, and building a culture of accountability and performance is how we're shaping what comes next.

Every horizon. Every mission. Every day.

Honeywell Aerospace products and services are found on aircraft across commercial aviation, defense and space. We operate through three business areas:

Electronic Solutions develops the avionics, navigation systems, sensors and electromagnetic defense technology on board 90% of the world's aircraft

Engines & Power Systems provides the propulsion, auxiliary power and electrical systems that keep those aircraft flying

Control Systems supplies the thermal and motion control systems that support takeoff, landing and the safety of everyone on board

With approximately 58,000 employees worldwide and net sales of $17.4B in 2025, we are also advancing systems for autonomous and supersonic platforms — bringing the same focus on safety and efficiency to the next era of flight. Explore our businesses: https://www.honeywellaerospace.com

The annual base salary range for this position in California and New York (excluding most major metropolitan areas), Colorado, Connecticut, and Hawaii is $166,000- $208,000. For Washington and most major metropolitan areas in New York & California, the annual base salary range is $192,000- 240,000. Please note that this salary information serves as a general guideline. Honeywell considers various factors when extending an offer, including but not limited to the scope and responsibilities of the position, the candidate's work experience, education and training, key skills, as well as market and business considerations.