Job Title: Principal, Business Development

Job Code: 19834

Job Location: Western Europe

Job Schedule:  5/8

Job Description:

L3Harris Technologies’ Communications Systems “CS” sector is seeking a highly motivated Business Development professional with significant experience in the design and implementation of various tactical and strategic ISR and Link 16 opportunities, specifically targeted in Western Europe

As the senior member of the Western Europe team and Broadband Communication System (BCS) Subject Matter Expert, the position will work hand-in-hand with the sales lead in each territory to engage the customers and CDRs, articulate BCS’ value proposition and differentiators, shape the requirements and progress the opportunities.   The position will also help to coach the sales leads to bring them up to speed with BCS’ business and help them to navigate the systems and processes.  Within this position, there will be a focus on Border & Maritime Security, C4ISR and CJADC2.

The position will be based in Western Europe.

Essential Functions:

• Identify, plan and execute campaign strategies to create a permissive environment for the capture of NATO and Western European opportunities.
• Works collaboratively with the regional sales leads to prospect, develop and capture near-term and long-term Wescam growth opportunites in the region.
• Perform continuous scanning of the market to gather trends - customer needs, budget allocations, market size and competitive dynamics to develop short and long-term business plans and strategies to meet BCS growth objectives.
• Direct the development of short and long-range objectives aligned with the rest of the organization and recommends goals to higher management. Advise higher management on status or action required in connection with existing and potential sales programs.
• Leads Capture team on key pursuits.

• Work collaboratively with the regional sales team members to prospect, develop and capture near-term and long-term BCS growth opportunities in the region.
• Lead Capture team on key pursuits.
• Support the regional sales team with the go-to-market strategy, including the appointment/renewal of local consultants, dealers and representatives (CDR) and local teaming agreements.
• Advise regional sales team and ensure adherence to the Common Capture Management Process, including hosting of prospect meetings, tracking the progress of key pursuits, and ensuring gate reviews are completed as appropriate.
• Act as the bridge between the BCS business and regional sales team to coordinate various BD activities, including the coordination for tradeshows, demonstrations, trials, industry days and customer visits.
• Act as BCS Subject Matter Expert (SME) to pitch BCS solutions (CDL/TDL) at various customer touchpoints including customer meetings, tradeshows, demonstrations, trials, industry days and customer visits. 
• Feedback market trends/customer needs to Product Management for future product improvement opportunities.
• Work with BCS business and regional sales team to develop localization strategies for the region.
• Perform analyses in the areas of product preferences, potentials, sales coverage, market size, penetration, marketing practices and trends, and prepares forecasts and recommendations.
• Develop and disseminate information on a continuous basis to all pertinent parties concerning the fulfillment of BD goals and objectives.
• Establish and maintain key international business contacts critical to successful business development.
• Requires frequent international travel to support customer meetings, demonstrations, tradeshows, etc., within assigned region(s)

Qualifications:

• Bachelor’s Degree and a minimum of 12 years of prior relevant Business Development experience. Graduate Degree and a minimum of 10 years of prior related Business Development experience. In lieu of a degree, minimum of 16 years of prior related Business Development experience.

Preferred Additional Skills:

• In-depth knowledge of ISR/TDL competitive dynamics.  Intimacy and exposure to Western Europe market will be highly desirable.
• Highly developed professional communication skills.  A polished, confident presenter with an outgoing personality and comfortable with customers across all levels.  
• Demonstrated networking capabilities among various customer communities e.g. users and acquisition officials / leads in MoDs, MoIs, law enforcement organizations; military OEMs.
• Proven ability to develop/enhance customer intimacy
• Ability to work well with customers at both technical and executive levels; includes communicating system concepts to both highly technical and non-technical audience
• Excellent presentation skills and ability to develop effective working relationships with Regional Sales Managers, Engineering, Program Management, external customers, and internal customers across Segments/Sectors
• Proficient in second language such as German, Dutch or French
• Possess strong communication, presentation, negotiation, collaboration and cross functional leadership skills
• In-depth knowledge of International defense & security technical and mission requirements and acquisition processes
• Understand maritime, manned and unmanned, requirements with a strong understanding of requirements
• Demonstrated knowledge of current military hardware, software open architecture initiatives, and industry/technology trends in tactical missions

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