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L3Harris is dedicated to recruiting and developing high-performing talent who are passionate about what they do. Our employees are unified in a shared dedication to our customers’ mission and quest for professional growth. L3Harris provides an inclusive, engaging environment designed to empower employees and promote work-life success. Fundamental to our culture is an unwavering focus on values, dedication to our communities, and commitment to excellence in everything we do.

L3Harris Technologies is the Trusted Disruptor in the defense industry. With customers’ mission-critical needs always in mind, our employees deliver end-to-end technology solutions connecting the space, air, land, sea and cyber domains in the interest of national security.

Job Title – Sales and BD Manager (Information Resilience)

Job Location – Tewkesbury, Gloucestershire, UK

Job ID – 26862

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 is our HQ for our Intelligence & Cyber International division; we work closely with Government, Security agencies and military in UK, 5E, NATO and internationally. 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.

About the role

As a Sales and BD Manager within the Information Resilience (IR) portfolio, yourspecific focus will be within our IR sector and IP encryption portfolio of products, focused on UK, FVEYs & NATO customers.  You will be responsible for identifying and growing new routes to market to support the Intel and Cyber International (ICI) EMEA Strategy, cultivating effective industry partnerships and developing current customer relationships, with a laser focus on closing prospects and 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 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 and whilst mainly UK based, some 5E international travel can be anticipated. 

Please note applications for this role will close on Tuesday 26th August.

What the role will involve

The responsibilities of your role will include the following:

• Responsible for the Business Development and Sales activities in allocated sectors and regions, to achieve defined annual order intake targets and profitability in line with the divisional Annual Operating Plan (AOP) and published strategy.
• Development and creation of quotes/proposals aligned to the customer requirement in a timely manner to hit customer requested deadlines and demonstrate responsiveness.
• Support and manage defined customer Accounts to grow the Account revenue.
• Management and reporting on status of opportunities to the wider business and SLT members, demonstrating a clear plan to closure.
• Develop and maintain respective KPIs relating to order forecast accuracy, win rate and opportunity pipeline effectiveness.
• 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 to deliver a highly accurate, rolling 5-year divisional order forecast and prospect pipeline.

What you’ll bring 

Essential Skills:

• Minimum SC Cleared and a willingness (and capability) to achieve DV
• Closing sales opportunities of circa £5m as well as further developing and building the orders pipeline.
• Proven and demonstrable experience in defence and / or national security industry.
• Ability to build and maintain a network of contacts spanning the Crypt Key domain of interest.
• Effective relationship management and interpersonal skills with a proven ability to interact and lead internal teams and external senior customers across all levels.
• 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 to occasionally travel to customers and exhibitions.
• Full driving licence.

What else could be helpful to be successful in this role 

• A background in working with or selling to MOD or National Security is advantageous but not essential
• Experience of sales to FVEY’s / NATO military customers is desirable but not essential
• Strong understanding of defence and security customers, the market dynamics and requirements, particularly those operating in the Crypt Key space.
• 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.
• Ability to work effectively as part of a team whilst encouraging and fostering teamwork, open to others ideas and input.

Important to know

Due to the nature of this role you will need to be a UK national either holding or with the ability to obtain a Security Clearance (DV / eDV). 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.

L3Harris Technologies is proud to be an Equal Opportunity Employer. We are committed to maintaining a workplace that is free from unlawful discrimination and offers equal opportunities for all. Applications from individuals are encouraged regardless of age, disability, sex, gender reassignment, sexual orientation, pregnancy and maternity, race, religion or belief, and marriage and civil partnerships.