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Director, Business Development

Job ID 111765 Date posted 10/09/2019
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L3Harris is dedicated to recruiting and developing diverse, 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 Technologies is an agile global aerospace and defense technology innovator, delivering end-to-end solutions that meet customers’ mission-critical needs. The company provides advanced defense and commercial technologies across air, land, sea, space and cyber domains. L3Harris has approximately $17 billion in annual revenue, 50,000 employees and customers in more than 130 countries. L3Harris.com

L3Harris is dedicated to recruiting and developing diverse, high-performing talent who are passionate about what they do. Our employees are unified in a shared dedication to our customer's 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.

About L3Harris Technologies


L3Harris Technologies is an agile global aerospace and defense technology innovator, delivering end-to-end solutions that meet customers� mission-critical needs. The company provides advanced defense and commercial technologies across air, land, sea, space and cyber domains. L3Harris has approximately $17 billion in annual revenue, 50,000 employees and customers in more than 130 countries. L3Harris.com

Lead Military Displays Division business development team in development and execution of the L3Harris Space & Airborne Systems Segment, growth plan through development and capture of new business.  Primary focus will be developing and capturing new business opportunities related to advanced displays and display processor technologies.  This position reports to the Senior Director, Business Development, Mission Avionics Sector.  This individual will be the Business Development partner to the General Manager of the Displays Division.

Individual will manage highly experienced professionals and will be recognized as an external and internal expert and thought leader with deep and substantive technical expertise, advanced business knowledge and leadership capabilities.  Will communicate with parties inside and outside of the organization on matters of strategic importance to influence senior leadership on new concepts, practices, and approaches.  Will establishes overall direction for new processes, systems, and solutions. 

The individual will recommend and implement strategies and develop operational plans/goals that directly impact the mid- to long-term business area goal achievement.  The role requires advanced management, business knowledge, leadership capabilities and broad experience across multiple related professional disciplines.   Role will involve working directly with government customers acquisition agencies and primes (LM Aero, NGAS, Boeing IDS).

Specific activities include but are not limited to:

  • Developing pursuit and capture strategies that enable increased penetration in target organizations and activities, thereby opening new business development opportunities applicable to the division.

  • Assist the Division GM and leadership staff in understanding the relevant operational mission requirements that L3Harris technologies must address to win new business in their cognizant areas.

  • Shape strategy and facilitate stakeholder engagements with focus on securing pursuit opportunities within defined addressable markets for the division.

  • Working with division Advanced Program Engineers to identify technologies applicable to meet customer needs that form the basis for pursuit opportunity ID from a technology offering perspective. 

  • Establish strategies that enhance Pgo and Pwin of L3Harris new business initiative (NBI) pursuits.

  • Work with L3Harris cross functional teams to develop and deliver fully compliant winning proposals.

  • Insure adherence to L3Harris business acquisition process to include leading critical BD gate meetings. 

  • Establish and manage divisions discretionary budget.

  • Develop and cultivate rapport with customers and industry peers at various levels throughout their respective organizations.  Grow current networks and continuously improve established relationships through identification of value-added products and service offerings.  Collaborate with L3Harris strategists, product managers and program managers to collect market and customer data instrumental to development of strategy, value-streams, product/technology roadmaps and value propositions.

  • Develop a solid understanding of the divisions financial plan, including clear understanding of pursuit goals.


Essential Functions:
  • Building customer relationships
  • Winning new business
  • Leading BD team and cross functional teams

  • Capture strategy development and execution

  • Ability to prioritize tasks and organize a workload to ensure most important issues are addressed first

Requires both advanced business knowledge and highest level of technical mastery in functional area. Leadership capability to guide business or functional teams. 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.

  • 10 years of business development experience
  • 8+ years in the aerospace industry, with background in engineering, program management, business development, capture management, and/or similar disciplines, with exhibited progression

  • General understanding/knowledge of defense contractor business development processes.
  • International business experience with familiarity with ITAR.
 

Preferred Additional Skills:

 
  • Willingness to travel (up to 25%)
  • Operational experience in US combat aviation as an aviator. 
  • Current active TS or TS/SCI security clearance
  • Advanced technical degree (MS or PhD)
  • Retired senior Field Grade (05, 06) or Flag (07 and +) US Military Officer
  • Experience working with one or more DoD prime air system contractors in a technical leadership, Strategy or Business Development role.  
  • Demonstrated ability to engage with key DoD contractor stakeholders, facilitating the identification of new opportunities relevant to Harris Mission Avionics Business Area
  • Experience in analyzing and understanding technologies and how technology insertion can meet current and/or future customer mission requirements. Demonstrated ability to translate technical offerings to customer operational value/utility.
  • Demonstrated strong business acumen, collaborative ability, and written communication skills
  • Solid understanding of military fixed wing and/or rotary wing aircraft with strong understand of associated requirements

  • Strong ability to influence the customer and shape on-going pursuits

  • Strong written skills to be able to provide status, weekly reports, presentations, review packages, and assist with proposals

  • Strong business-to-business financial, technical, program, marketing skills.

  • Ability to work across organizational boundaries and work within cross functional/cross Divisional teams in a Matrix organization

  • Ability to conduct negotiations and achieve results through persuasion and diplomacy.

  • Strong presentation/ public speaking skills with ability to effectively communicate and influence potential partners, customers, government entities and internal management at all levels.

  • Accurate and timely tracking of business opportunities via customer relationship management software

  • Develop/present decision point briefs relating to pursuits and bid opportunities to L3Harris executives. These briefs in general provide information relating to the opportunity being pursued, the competition in a given pursuit, L3Harris current competitive position, discriminators, investment required, and expected return on investment.

 
 
 

Security Clearance:

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.


L3Harris Technologies is proud to be an Affirmative Action/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 résumé for this position, you understand and agree that L3Harris Technologies may share your résumé, 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.

L3Harris Technologies is proud to be an Affirmative Action/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.

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