Director, Sales/Account Management

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.

The L3Harris Targeting and Sensor Systems sales team consists of sales and business development professionals focused on sustainably and profitably growing L3Harris WESCAM’s, ForceX and Aeromet market position in the U.S. across air, ground, and maritime domains focused primarily on the military market.

Locations: Melbourne, FL; Nashville, TN; Washington, D.C.

About the role

As the Director of Domestic Sales and Business Development, you will lead a team of professionals growing the Targeting and Sensor Systems business portfolio. This critical leadership role reports to the Director of Global Sales and Business Development – Targeting and Sensor Systems and partners closely with the Vice President and General Managers of the key businesses it supports.

The ideal candidate has a successful track record of selling into the defense community and US Department of Defense, thrives on the challenge of the hunt and the thrill of the close, and has led a medium to large team of sales/BD professionals in the defense industry. Background in EO/IR imaging systems, custom payloads, military airborne, ground and maritime surveillance platforms, mission management system software development, and counter-drone is highly desired.

Responsibilities

• Create a culture of success focused on business and goal achievement to optimize the potential and productivity of the global sales organization, including organizational structure and staffing plans, as well as retention of key personnel.
• Design and implement sales objectives and best-in-class strategies (including sales forecasting, planning, and budgeting processes) in alignment with overall corporate planning cycles and objectives, and direct global sales force activities to maximize sales revenue.
• Understand budget planning cycles and priorities of the U.S. Department of Defense and maximize opportunity pipeline to align with budgets.
• Collaborate with L3Harris Targeting and Sensor Systems functional leaders (Accounting, Finance, Human Resources, etc.) to ensure implementation of corporate policies and programs that motivate, recognize, and compensate employees in a manner that holds individuals and teams accountable to results.
• Reinforce sales organization strategy and align with business and sales organization objectives.
• Establish a prioritized sales force training plan focused on developing and reinforcing critical sales competencies.
• Direct domestic market research, product planning, and sales forecasting to plan and facilitate the strategic direction of company products and contribute to the overall assessment of product feasibility, competitive positioning, and revenue expectations.
• Review sales results and trends to ensure established targets are achieved in each domain and take corrective action where required, including revising strategies, evaluating territorial coverage, managing performance, and other actions required to achieve projected targets.
• Forecast bookings and product mix on a quarterly basis to enable the business leadership team to make informed financial and operations decisions.
• Understand the procurement, fiscal, political, and regulatory environment domestically and internationally.
• Lead strategy on Major Captures, involving multiple subcontractors and other L3Harris divisions.
• Personally engage with key accounts to include negotiating price and other conditions of sale to balance customer acquisition and retention, key platform positions, revenue, margins, and cash conversion.
• Directly manage the domestic team of Account Managers to deliver the Annual Operating Plan.
• Foster close, collaborative relationships with peer leaders and executives.

Requirements

• Bachelor’s Degree with a minimum of 15 years of prior related experience.
• Graduate Degree with a minimum of 13 years of prior related experience.
• In lieu of a degree, a minimum of 19 years of prior related experience.
• 15 years of prior related experience in the defense technology industry, preferably in the Intelligence, Surveillance, and Reconnaissance market and Counter UAS domain, or industries supporting integrated systems on major air, ground, or maritime platforms in the Defense, Intelligence, and National Security verticals.
• 15 years of prior related experience in sales techniques and practices.
• Ability to travel 30%-40% domestically without restriction.

Skills

• Sound business acumen, business financial knowledge, and experience leading an international sales/BD team in a cross-functional environment.
• Demonstrated ability to be a team player with a collaborative leadership style.
• Advanced skills in strategic business management, innovative and visionary planning and implementation, analysis and informed decision-making, coaching and leadership, communications, and customer relations.
• Ability to work in an agile, fast-paced environment to meet deadlines and sales targets.
• Experience successfully managing analytically rigorous reporting and forecasting.
• A natural presenter with excellent oral and written communication skills.
• Demonstrated networking capabilities among various communities, e.g., senior military officers, users, and acquisition officials/program managers.

Pay

In compliance with pay transparency requirements, the salary range for this role in California, Massachusetts, New Jersey, Washington, and the Greater D.C, Denver, or NYC areas is $178,500 - $332,000. This is not a guarantee of compensation or salary, as the final offer amount may vary based on factors including but not limited to experience and geographic location.

Schedule

9/80 schedule (every other Friday off).

Benefits

• Health and disability insurance
• 401(k) match
• Flexible spending accounts
• Employee Assistance Program (EAP)
• Education assistance
• Parental leave
• Paid time off
• Company-paid holidays

The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements.