Director, SalesAccount Management

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 WESCAMs 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 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:

• 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.
• 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.
• 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:

• Bachelors Degree with a minimum of 15 years of prior related experience. Graduate Degree with a minimum of 13 years of prior related 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:

• 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.
• 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 $178500 -
$332000. This is not a guarantee ofcompensation 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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