Job Title – Sales & Business Development Manager – Defence

Job Location – Tewkesbury, Gloucestershire, UK

Job ID – 18018

About this opportunity and L3Harris UK

From 11 UK sites, our team of nearly 1,000 people delivers unique capabilities across space, air, land, sea and cyber for military, security and commercial customers across the UK and worldwide.

L3Harris in Tewkesbury and Fleet form part of our ICI division. In the land domain, our T7 and T4 multi-mission robots deliver next-generation remote capabilities and uncompromised performance. We design and manufacture world-leading land force protection systems, cyber and electromagnetic activities (CEMA), electronic warfare (EW) and encryption capabilities. Our cyber capabilities provide an information advantage in the fields of kinetic conflict, cyber warfare, force protection and counterterrorism.

As the Sales & Business Development Manager, your specific focus will be on CEMA and Robotic Campaigns, within UK and NATO. You will be responsible for identifying and growing new routes to market, leading customer market towards the Intel and Cyber International (ICI) EMEA Strategy, cultivating effective industry partnerships, developing new market opportunities, and closing prospects or defined opportunities. You will maintain relationships with our current customers and key stakeholders, including facilitating wider ICI EMEA team engagement. As the Sales & Business Development Manager you will work closely with the Programmes & Engineering departments to ensure ICI EMEA has the best, most profitable response to customer needs, fully supporting the development and implementation of strategy, providing key inputs to product planning decisions by articulating market pull and customer requirements. 

This is a critical high profile customer facing role.

A few of our employee benefits are:

• £3,000 to £6,000 DV Bonus – please note this level of clearance isn’t essential for this role. This bonus is subject to individual clearance and project requirements – discussed upon application.
• Hybrid working where possible
• Half day finish on a Friday
• 25 days holiday per year (plus bank holidays), increasing with long service and with the opportunity to buy/sell up to 5 days
• Private medical insurance with optional family cover
• Pension scheme of up to 7% employer contribution
• Life Assurance 4x salary (flexible up to 10x)
• Group income protection
• Flexible opt-in extras such as a health care cash plan, dental insurance, gym membership, critical illness cover and cycle to work scheme
• Employee assistance program providing mental health and wellbeing support

What the role will involve

The responsibilities of your role will include the following:

• Responsible for the Business Development and Sales activities in allocated regions and portfolios, to achieve defined annual order intake targets and profitability in line with the divisional Annual Operating Plan (AOP) and published strategy.
• Grow Customer Funded Development (CFD) opportunities in current & new areas, leading to the funding of current technology roadmaps, new product streams and wider business prospects.
• Accountable for systematically analysing the market, customers and competitors in a defined region so as to deliver a highly accurate, rolling 5-year divisional order forecast and prospect pipeline.
• Develop and maintain respective KPIs relating to order forecast accuracy, win rate and opportunity pipeline effectiveness.
• Support and manage defined customer Accounts to grow the Account revenue.

What you’ll bring

The role requires the following experience and skills:

• Minimum SC Cleared or a willingness (and capability) to achieve DV
• Proven and demonstrable experience in defence and / or security industry
• A good understanding of the defence and security context gained through military, government or industry service
• Ability to build and maintain a network of contacts spanning the domain of interest.
• Effective relationship management and interpersonal skills with a proven ability to interact and lead internal and external senior customers across all levels.
• Closing sales opportunities of circa £10m as well as further developing and building the orders pipeline.
• Track record of best practice in developing business winning campaigns and effective capture plans to close complex prospects.
• Excellent negotiator, experienced at managing and resolving conflicts.
• Willingness and ability to travel and work in a global team of professionals.
• Full driving licence.

What else could be helpful to be successful in this role

• A background in working with or selling to MOD is highly desirable but not essential
• Experience of sales to European / NATO military customers is desirable but not essential
• A good understanding of Defence CEMA, IAMD, or Robotics is desirable.
• Market driven approach including market assessment, market analysis and strategic relationship building.
• International and domestic experience with the appreciation of cultural diversity and sensitivity.
• Appreciation of the technologies, capabilities and solutions ICI EMEA offers its customers and the future roadmaps.
• Knowledge of current (and future) defence and security capability acquisition programmes and the associated procurement processes.

Important to know

Due to the nature of our work many our roles require a UK nationality and the ability to obtain a security clearance. Applicants who accept a conditional offer of employment must meet the requirement of right to work in the UK and must meet eligibility requirements for access to classified information and will be subject to government security checks.

As an equal opportunities employer, L3Harris is committed to the equal treatment of all current and prospective employees and does not condone discrimination on the basis of age, disability, sex, sexual orientation, pregnancy and maternity, race or ethnicity, religion or belief, gender identity, or marriage and civil partnership.

We aspire to have a diverse and inclusive workplace and strongly encourage suitably qualified applicants from a wide range of backgrounds to apply and join L3Harris.

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