Principal, Business Development

Principal, Undersea Business Development

L3Harris has an opening in the Business Development organization responsible for developing new business in our Maritime Acoustics and Imaging Systems businesses, specifically focused on towed acoustic sensors for both US Navy and international customers. The location can be in the Washington DC area, Herndon, VA, Millersville, MD, or Ashaway, RI. The new hire will reinforce, establish and grow customer relationships, identify and shape pursuits, assist with developing capture strategy, and provide effective internal and external communications regarding pursuits.

The successful candidate will have subject matter expertise in undersea and acoustics systems capabilities and products, with comprehensive operational and/or technical knowledge. The position will require in-depth knowledge of business development, including working knowledge and experience with the Shipley Capture management process. This position will support the Acoustics and Imaging Systems Division of the Maritime Sector, leading multiple growth campaigns, specifically to protect and expand upon current and future maritime undersea-based franchises. Additionally, this candidate will communicate within and outside of the organization to explain and influence changes to practices, processes and approaches, and implement operational plans and strategies that have measurable impact on the business or functional outcomes.

Essential Functions:

• Develop and execute an effective plan and strategy for increasing orders, bookings and opportunity captures
• Develop and reinforce strong relationships with current and potential customers in international and domestic markets to facilitate ongoing and new business opportunities
• Establish strong and intimate relationships with key undersea and acoustics customers, both domestic and international
• Identify new and adjacent markets, unmet customer needs and opportunities to expand existing programs/products
• Manage new business capture throughout the business development cycle from planning, targeting and gathering information through proposing and eventual closure of the capture
• Provide proficient knowledge of L3Harris products, product applications, systems and solutions to peers, partners and potential customers to develop potential new business opportunities
• Determine current demand for products and services for both the company and its competitors, including future product feature-set direction and roadmaps
• Lead / support capture teams with preparation of competitive assessments, win strategy development and PTW (price-to-win) strategies that produce a winning proposal
• Coordinate preparation of compelling opportunity reviews to internal leadership for approval
• Evaluate market and competitive conditions and develop competitive assessments
• Effectively translate technical understanding of our products and technology for purposes of customer communication and engagement
• Collaborate with BD teammates including marketing communications, business development leaders, and capture teams
• Develop business forecasts for customers, market and product lines
• Estimate, allocate and manage discretionary resources as needed to shape and win opportunities and achieve financial goals
• Participate in strategic planning and development of business cases for internal research and development
• Lead / support business acquisition process milestone/gate reviews; to include opportunity identification, qualification, pursuit, pre-proposal, and proposal processes
• Manage the pipeline for acoustic sensors and international dipping sonar
• Demonstrate knowledge of Department of War acquisition processes and programs
• Demonstrate experience with international Direct Commercial Sales and Foreign Military Sales
• Proven track record of successful business capture
• Exceptional leadership and decision-making skills and strong interpersonal communication skills
• Create and foster a business acumen culture that embraces a strategic, proactive approach to support business area leaders with identifying, actively pursuing and closing new business
• Embrace a culture of "continuous learning" to improve our understanding of the technical drivers our existing and potential new customers seek to improve their mission capabilities
• Act as a change agent for the business, ensuring strategies and campaigns are mission and customer focused
• Organize participation in forums/conferences to further position L3Harris as a thought leader in the acoustics industry related to specific strategic opportunities

Qualifications:

• Bachelor ' s Degree and a minimum of 12 years of prior relevant experience. Graduate Degree and a minimum of 10 years or prior related experience. In lieu of a degree, minimum of 16 years of prior related experience
• Active SECRET Security Clearance

Preferred Additional Skills:

• Experience leading new business pursuits
• Experience engaging with senior executives at government agencies, major prime contractors, and commercial companies
• Established contacts within International Navy and Undersea Communities
• Understanding and familiarity with International Navy and Undersea markets
• Ability to lead and develop relationships with geographically dispersed people
• Demonstrated ability in competitive analysis, customer analysis, win strategy development, proposal and color team leadership and price-to-win analysis
• Demonstrated understanding of classified undersea mission lifecycles, including requirements development, system design and architecture, undersea systems operations
• Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance and oversight
• Must work independently under limited supervision
• Must have excellent oral and written communication skills
• Travel up to 30% to support opportunity identification, pursuit, and capture