Job Title:  Principal, Business Development

Job Code: 19807

Job Location: Any Maritime location: Washington, DC, San Diego, CA,  Philadelphia, PA, Camden, NJ, Norfolk, VA

Schedule: 9/80

Job Description:

This position will lead individual business development activities within the Surface and Subsurface business areas of Surface and C5 Systems (S&C5S) Division.  The focus of this position is identifying new business pursuits and partnerships with the US Navy, US Coast Guard and the shipyard prime contractors.  This includes directing and leading customer interactions, capture management, strategy development, business development, market assessments, business case development, business capture, capture gating process, pipeline growth, business account management including Direct Sell and B&P budgets, CRM management, and development of 1-yr, 3-yr and 5-yr orders forecasts. Reporting to the Director of Business Development for Surface and C5 Systems, this position works best onsite in Camden NJ or Washington DC metro area.  Prior experience in the US Navy or US Coast Guard working in acquisition programs and strong relationships with government customers and shipbuilders is highly desired.

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; and is an expert in presenting this information to shape customer new business opportunities.  Successfully advocates internally for resources to win.
  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. 
• Continuously maintains the CRM system up to date on all opportunities.
  Develops bid & win strategies, competitive intelligence and PTW (price-to-win) for assigned pursuits.
• Deeply understands Addressable Markets and Accessible Markets for NAVSEA and USCG, and for other related maritime markets including USMC and international Navies, and how they align to L3Harris capabilities and offerings.  Has the skills and leadership presence to help P&L leaders see the business case for opportunities he/she brings forward.
• Has strong relationships with current and potential new customers in US Navy, and US Coast Guard acquisition program offices, and with the shipbuilder prime contractors.  Strong relationships with USMC equivalents are a bonus. Able to open doors and gain access to key customer leaders.

Qualifications:

• Bachelor’s Degree (BSEE or BSME preferred) or equivalent with a minimum of 10 years of prior combined relevant experience in U.S. Navy Surface Warfare or U.S. Coast Guard ship programs, or equivalent experience at a ship builder prime or in U.S. Navy/U.S. Coast Guard surface business development and capture
• Thorough knowledge of DoD acquisition processes and programs
• Proven track record of understanding cradle-to-grave processes to capture Navy business is critical
• Success as a Capture Manager and Proposal Manager
• Experience with U.S. Navy ship monitoring and control systems, bridge and navigation systems, C5ISR systems and networks, and with NAVSEA and NAVWAR acquisition organizations is required. Similar knowledge and experience with U.S. Coast Guard equivalent capabilities and organizations is desirable
• Must be a proactive self-starter driven to succeed.  Exceptional leadership and decision-making skills and strong interpersonal communication skills
• Available to travel 30% - 50%
• Ability to obtain and maintain an active Secret Security clearance from the U.S. Government which requires U.S. Citizenship

Preferred Additional Skills:

• Active or ability to obtain a TS/SCI security clearance
• Masters Business Administration
• Proven negotiating skills and successes
• Has led the successful capture of one or more $100M+ programs
• Experience/familiarity with submarine systems and customers
• Experience/familiarity with cybersecurity and cryptographic systems, including encryption devices