L3Harris is dedicated to recruiting and developing high-performing talent who are passionate about what they do. Our employees are unified in a shared dedication to our customers’ mission and quest for professional growth. L3Harris provides an inclusive, engaging environment designed to empower employees and promote work-life success. Fundamental to our culture is an unwavering focus on values, dedication to our communities, and commitment to excellence in everything we do.
L3Harris is the Trusted Disruptor in defense tech. With customers’ mission-critical needs always in mind, our employees deliver end-to-end technology solutions connecting the space, air, land, sea and cyber domains in the interest of national security.
Job Title: Director, Sales/Account Management
Job Code: 42457
Job Location: Melbourne, FL; Nashville, TN; Washington, D.C.
Job Schedule: 9/80-Every other Friday off!
The L3Harris Targeting and Sensor Systems sales team consists of sales and business development professionals focused on sustainably and profitably growing L3Harris WESCAM’s, ForceX and Aeromet market position in the U.S. across air, ground, and maritime domains focused primarily on the military market. As the Director of Domestic Sales and Business Development, you will lead this team of professionals growing the Targeting and Sensor Systems business portfolio.
This critical leadership role reports to the Director of Global Sales and Business Development – Targeting and Sensor Systems and partners closely with the Vice President and General Managers of the key businesses it supports. The ideal candidate has a successful track record of selling into the defense community and US Department of War, is organized and detail oriented, thrives on the challenge of the hunt, the thrill of the close, and working in a fast-paced environment, and has led a medium to large team of sales/BD professionals in the defense industry. Background in EO/IR imaging systems, custom payloads, military airborne, ground and maritime surveillance platforms, mission management system software development and counter drone is highly desired. Preference will be given to candidates that exhibit these key qualities.
Essential Functions:
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Create a culture of success and focused on business and goal achievement to optimize the potential and productivity of the global sales organization, including organizational structure and staffing plans, as well as retention of key personnel.
- Design and implement sales objectives and best-in-class strategies (including sales forecasting, planning, and budgeting processes) in alignment with overall corporate planning cycles and objectives, and directs global sales force activities in order to maximize sales revenue.
- Understand budget planning cycles and priorities of the UD Department of War and maximizes opportunity pipeline to align with budgets.
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Collaborate with L3Harris Targeting and Sensor Systems functional leaders (Accounting, finance, Human Resources, etc.) to ensure implementation of corporate policies and programs to motivate, recognize and compensate employees in a manner that holds individuals and teams accountable to results:
- Reinforce sales organization strategy and align with business and sales organization objectives.
- Establishes a prioritized sales force training plan focused on developing and reinforcing critical sales competencies.
- Direct domestic market research, product planning, and sales forecasting in order to plan and facilitate the strategic direction of company products and contribute to the overall assessment of product feasibility, competitive positioning, and revenue expectations.
- Review sales results and trends to ensure established targets are achieved in each domain and takes corrective action where required, including revising strategies, evaluating territorial coverage, managing performance, and other actions required to achieve projected targets.
- Forecast bookings and product mix, on a quarterly basis to enable the business leadership team to make informed financial and operations decisions.
- Understand the procurement, fiscal, political, and regulatory environment domestically and internationally.
- Lead strategy on Major Captures, involving multiple subcontractors and other L3Harris divisions.
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Personally engage with key accounts to include negotiating price and other conditions of sale to balance customer acquisition and retention, key platform positions and revenue, margins, and cash conversion.
- Directly manage the domestic team of Account Managers to deliver of the Annual Operating Plan
- Fosters close, collaborative relationships with peer leaders and executives.
Qualifications:
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Bachelor’s Degree with a minimum of 15 years of prior related experience. Graduate Degree with a minimum of 13 years of prior related experience. In lieu of a degree, minimum of 19 years of prior related experience.
- 15 years of prior related experience in defense technology industry, preferably in the Intelligence, Surveillance and Reconnaissance market and Counter UAS domain, or industries supporting integrated systems on major air, ground or maritime platforms in the Defense, Intelligence and National Security verticals.
- 15 years of prior related experience sales techniques and practices.
- Ability to travel 30%-40% domestically without restriction.
Preferred Additional Skills:
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Requires sounds business acumen, business financial knowledge and experience leading an international sales/BD team in a cross functional environment.
- Demonstrated ability to be a team player with a collaborative leadership style.
- Advanced skills in strategic business management, innovative and visionary planning and implementation, analysis and informed decision making, coaching and leadership, communications and customer relations.
- Ability to work in agile, fast paced environment to meet deadlines and sales targets.
- Experience successfully managing analytically rigorous reporting and forecasting.
- A natural presenter with excellent oral and written communication skills.
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Demonstrated networking capabilities among various communities, e.g., senior military officers, users, and acquisition officials / program
In compliance with pay transparency requirements, the salary range for this role in California,
Massachusetts, New Jersey, Washington, and the Greater D.C, Denver, or NYC areas is $178,500 -
$332,000. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to
experience and geographic location. L3Harris also offers a variety of benefits, including health and
disability insurance, 401(k) match, flexible spending accounts, EAP, education assistance, parental leave,
paid time off, and company-paid holidays. The specific programs and options available to an employee
may vary depending on date of hire, schedule type, and the applicability of collective bargaining
agreements.
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L3Harris Technologies is proud to be an Equal Opportunity Employer. L3Harris is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All applicants will be considered for employment without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender (including pregnancy, childbirth, breastfeeding or other related medical conditions), gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, characteristic or membership in any other group protected by federal, state or local laws. L3Harris maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks, where permitted by law.
Please be aware many of our positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.
By submitting your resume for this position, you understand and agree that L3Harris Technologies may share your resume, as well as any other related personal information or documentation you provide, with its subsidiaries and affiliated companies for the purpose of considering you for other available positions.
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