Job Title: Principal, Business Development

Job Code: 20120

Job Location: Lafayette LA, Washington DC, Norfolk VA, Camden NJ 

Schedule: 9/80

Job Description:

Reporting to the Director of Business Development for Surface and C5 Systems, this position will lead business development and growth activities for unmanned and autonomous surface vessel pursuits, including autonomy integration on manned surface ships and hybrid (manned/unmanned) opportunities.  You will support the Autonomous Surface Vehicles business within the Surface and C5 Systems (S&C5S) Division to identify and capture new and follow-on business and establish partnerships and relationships with the US Navy and Marine Corps customers, shipyard prime contractors and international customers.  Responsibilities will include planning and leading customer engagements, market assessments, strategy development, business case development, capture management, Direct Sell and B&P budget management, CRM management, orders plans and development of 1-yr, 3-yr and 5-yr growth pipelines.  

Essential Functions:

• Impacts customer acquisition strategies in favor of L3Harris by rapidly becoming an expert in L3Harris products, capabilities and solutions; understanding how to apply our capabilities to address customer requirements and close operational gaps. Is an expert in presenting this information to shape customer new business opportunities.  Successfully advocates internally for resources to win.
  Establishes and maintains strong relationships and engagement plans with customer base, including OPNAV N96, OPNAV N9I, PEO Unmanned and Small Combatants, PMS 406, Defense Innovation Unit, ship builders and other customers including international navies and ship builders where needed.
• Develops, tracks and maintains an Orders pipeline of new and follow-on opportunities.  Continuously maintains the CRM system up to date on all opportunities.
  Manages new business identification, development and capture throughout the business development cycle from planning, targeting and gathering information through proposing and eventual closure of the capture following the L3Harris Common Capture Process. 
• Develops bid & win strategies, competitive intelligence and PTW (price-to-win) for capture efforts for pursuits in their portfolio.
  Develops and presents reports, papers and briefing materials for internal and external uses.
• Develops, tracks and manages Direct Sell (DS) and Bid & Proposal (B&P) budgets for their portfolio.
  Manages Orders tracking and reporting for opportunities in their portfolio.
• Understands Addressable Markets and Accessible Markets for US Navy and for other related maritime markets including USMC and international Navies.  Has the skills and leadership presence to help P&L leaders see the business case for opportunities they bring forward.

Qualifications:

• A minimum of 10 years of combined Navy and/or industry experience in acquisition program management, business development and capture, source selection, ship building or equivalent. 
• Bachelor’s degree in business or technical field or Associate’s degree combined with equivalent military experience 
• A minimum of 3 years of experience working on or with autonomous/unmanned surface vessel programs and/or pursuits
• Experience and understanding with unmaned surface community customers and programs
• Expertise and prior experience in business development and pursuit capture processes, including opportunity qualification, preparing and leading gate reviews, capture plan development, win strategy, price-to-win, and proposal development is required. 
• Expertise and prior experience with DoD and Navy acquisition processes and programs is required.
• Active DoD SECRET security clearance.
• Must be available to travel 30% - 50%.
  

Preferred Additional Skills:

• Ability to obtain and maintain a TS/SCI security clearance.
• Strong background within the PEO Unmanned and Small Combatants, PMS 406, Defense Innovation Unit, and OPNAV N95/N96.
• Experience working with shipbuilder primes
• Understanding of, and experience working with, the NAVWAR/PEO C4I customer community
• Direct, relevant experience as a Capture Manager
• Proven negotiating skills and successes.
• Has led the successful capture of one or more $100M+ programs.
• Has led the capture or proposal development for both tradition FAR and Other Transaction Authority (OTA) pursuits.
• MBA 

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