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Territory Director, Europe

Hamilton, Ontario Job ID 115429
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L3Harris is dedicated to recruiting and developing diverse, 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 an agile global aerospace and defense technology innovator, delivering end-to-end solutions that meet customers’ mission-critical needs. The company provides advanced defense and commercial technologies across air, land, sea, space and cyber domains. L3Harris has approximately $18 billion in annual revenue and 48,000 employees, with customers in more than 100 countries.

Territory Director – Europe




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, and is accountable for leadeship of the regional sales team throughout the EU region, as well as some direct account and relationship management responsibilities for key customers. If you have a successful track record of business development and program winning into the defence community in Europe, we would be interested in hearing from you.

Primary Responsibilities

  • WESCAM has four Territory Directors covering various areas of the globe. Each Territory Director has several Territory Managers that form their Regional Sales team. This role has five Territory Managers located across Europe, who will directly report to you.
  • Your responsibilities will include:
    • Leadership of the European Regional team of Territory Managers ensuring cohesion and coherence.
    • 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 L3 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

  • University or college graduate in Business or technical Engineering (Electrical, Mechanical, Aerospace/Aeronautics)
  • 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

About L3Harris Technologies

In July 2019 – L3 Technologies and Harris Corp merged to become L3Harris Technologies, becoming an agile global aerospace and defense technology innovator, delivering end-to-end solutions that meet customers’ mission-critical needs. The company provides advanced defense and commercial technologies across air, land, sea, space and cyber domains.

Our customers perform on the world’s most challenging front lines. They trust us to keep them prepared for what’s next. We combine speed, innovation and flawless execution to give people confidence and security in the world ahead.

As we relentlessly pursue new ideas, we know that everything we bring to market must deliver, without fail, every time. The urgency of our quest is matched by our commitment to the people we serve. In a world of ever accelerating change, threat environments move fast. We move forward faster, delivering industry-leading value.

Organized into four segments – Integrated Mission Systems, Communications Systems, Space & Airborne Systems and Aviation Systems – L3Harris Technologies employs over 50,000 people worldwide in over 130 countries with annual revenues approximately $17 billion.

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