About L3HARRIS WESCAM

As a subsidiary of L3Harris Technologies and within the Integrated Mission Systems Segment, the WESCAM division develops the most advanced optical sensor and targeting systems for global defense and military sectors, National Security, Search & Rescue and Airborne law enforcement agencies. From long-range covert surveillance missions to search and rescue operations, our MX-series systems, and the mission systems solutions they are a part of, produce stabilized high-magnification electro-optical and infrared images from airborne, marine and ground based platforms, enabling our customers to see first and act first.

About the Role

The L3HARRIS WESCAM sales team consists of four territories globally, each with a team of Sales Directors that form their Regional Sales Team. As the Territory Director Europe, you will manage and be wholly accountable for the European Sales Team. Our Sales approach and method is highly collaborative and team oriented.

This critical leadership role reports to our Senior Director of International Sales and Business Development.  If you have a successful track record of selling into the defence community in Europe and relish the challenge of the hunt as well as the thrill of the close, this could be just the right role for you!

Hiring location: UK, Germany, Italy or Poland.

 Primary Responsibilities  

• Territory Directors cover various areas of the globe. Each Territory Director has several Sales Managers that form their Regional Sales team.  This role has four Sales Managers located across Europe, who will directly report to you.
• Your responsibilities will include:
  • Leadership of the European Regional team of Sales Managers ensuring cohesion and coherence.
  • Accountable for the European Sales AOP – Annual Operating Plan – and accountable for the business growth in the region for Wescam EO/IR product portfolio, across the three domains.
  • Delivering the European regional targets and growing the business in line with corporate targets. 
  • Supporting the Managers in developing and maintaining a Representative network in Europe
  • Develop accurate Sales Forecasts for Europe and preparing the necessary reporting infrastructure to support that.
  • Generate new Bookings for Europe, identifying new customers and new platform opportunities.
  • Manage the Budget for the Territory. 
• Work effectively with Directors and Managers from other Territories when pursuits require WESCAM Sales team cooperation between different End User and OEM/Prime Territories.
• Stay closely engaged with L3Harris WESCAM Program Management and Customer Support teams as they direct the execution of existing business to ensure we “keep it sold” and position ourselves for follow-on business with existing customers. 
• Expected to spend significant time outside of the office to mentor your team, meet with end user prospects, OEMs and integrators, customers and others.
• Travel is expected to be in excess of 50% of your time.

Required Capabilities 

• At least 10 years of the European defence domain experience
• At least 5 years successful track record of selling to the wider defence and security community.
• Must be fluent in English and at least one other European language 
• An excellent understanding of the defence domain including Air, Maritime and Land environments
• A natural presenter with excellent oral and written communication skills
• Demonstrated networking capabilities among various communities, e.g. users, and acquisition officials / program leads in Military, Police and Homeland Security fields. Comfortable interacting with senior customers.
• Ability to travel extensively and without restriction.
• Demonstrated ability to work in a team environment and be a team player with a natural leadership style
• Demonstrated understanding of EO-IR sensor technology and application of this technology to current and future customer missions
• Minimum of a Secret Clearance. 

Desired Education and Experiences 

• Requires broad management and leadership knowledge to lead cross-department project teams or manage across the function.
• Typically has mastery within a specific technical area or broad expertise across multiple related job areas.
• Bachelor’s Degree in Business or Technical Engineering with a minimum of 12 years of prior related experience.
  • Graduate Degree with a minimum of 10 years of prior related experience.
  • In lieu of a degree, minimum of 16 years of prior related experience.
• Recent and relevant experience of successful selling in the National Security, Military or Intelligence domains across any of the Air, Land and Maritime domains.
• 10+ years of Military or Security Sales experience ideally with a large OEM
• At least 5+ years of experience working directly in the South America-Pacific Region as an in-country representative
• Previous Military experience would be considered an asset