at L3Harris in Little Rock, Arkansas, United States
Job Title: Director Business Development, Land Systems
Job Code: IMS20201412-54207
Job Location: Remote
L3Harris, Wescam USA/EOIR Division provides systems that capture stabilized, high-magnification images from fixed-wing, rotary-wing, UAV, aerostat, shipborne and ground based platforms. WESCAM’s MX-Series of Electro-optic and Infrared (EO/IR), laser, surveillance and targeting systems provide unparalleled image stability and long-range detection capability to Defense/Military, Homeland Security, Search and Rescue and Airborne law enforcement agencies worldwide.
L3Harris, Wescam USA offers a challenging and dynamic work environment. Working with leading-edge technology and tools, alongside of some of the best thought leaders in our industry, in an environment that values work/life balance. Our work has a direct link to saving people’s lives and safeguarding freedom around the world.
Director, Business Development, Land Systems
Wescam’s dominance of the airborne EO/IR surveillance market is undisputable and has fueled growth over the past decade. We are currently seeking a Business Development Land Systems leader to continue to expand our US Army Customer base.
In this high impact role, you will lead, oversee and execute business development, capture strategy, product definition and development and cradle to grave relationships with our Army Land Systems Customers and Prime Contractors. You will play a key role in defining our product offering and roadmap and will leverage your extensive relationships within defense sector and/or border protection agencies to represent the voice of the customer.
Tasks to be Accomplished
+ Engage the customer to understand the entire customer community by listening and learning, understand the customer’s present and evolving mission requirements, operational constraints, qualification requirements and budgets.
+ Must clearly understand the Land Systems market and environment including requirements and mission needs and share that knowledge within the program teams, and capture teams.
+ Through personal influence, effectively shapes customer requirements within the following constituencies: political, government customer, prime contractor customer, and partners/vendors
+ Must understand the customer’s decision making process and create and drive timely enterprise-wide response and solutions for our customers.
+ Demonstrated ability to envision the end solution and architect with customer, supplier and company a solution roadmap to achieve that vision.
+ Leverage knowledge of collaboration tools and modeling and simulation to help better define customer’s problems and evaluate alternative solutions.
+ Establish and maintain appropriate relationships at all levels of the organization, partners / competitors.
+ Conceptualize how products and services can be differentiated and re-constructed to create innovation in the marketplace. Foster an applied learning environment that utilizes creative problem solving as a requirement for innovative market analysis.
+ Comprehend the differentiation between the need to support existing product offerings and keeping them sold and the equal need to act as an innovator.
+ Coordinates executive level customer communications, internal and cross division communications and coordination.
+ Represent Sales and Business Development at all required gate reviews
+ Lead the strategic planning process and ensures that appropriate analysis is conducted which includes competitive market analysis, internal review of strength, weaknesses, threats and opportunities.
+ Responsible for maintaining projections of orders pipeline, bookings and sales.
+ Responsibility for quality of win strategies, strategy reviews, results for identified Strategic Program opportunities
+ Proven leadership and skills in managing a geographically dispersed and loosely knit team of professionals
+ Strategic thinker with demonstrated ability to implement pragmatic and effective solutions
+ Excellent communication skills within all level of the organization.
+ Effective listener, clear, concise, candid speaker that inspires others.
+ Builds a culture of transparency and integrity.
+ Leads by example and fosters ethical behavior within the team
+ Takes coaching well.
+ Proven experience in attracting, developing and retaining talent.
+ Team builder that fosters collaborative relationships and innovation.
+ Encourages diversity of thought and perspective.
+ Demonstrated leadership experience in a matrix environment.
+ Strong business acumen and gets results.
+ Credible and commands presence
+ Excellent planning and execution skills.
Experience & Education Requirements
+ Minimum 8 years combined government, military and/or defense industry related experience involving the development, operational deployment of EO/IR, RSTA/ISR Systems. Preference given for past demonstrated Business Development skill sets
+ US Army ground Combat Vehicle operation, PM and/or Procurement experience highly desired.
+ Comfortable translating technical sensor performance into combat operational discriminators. Technical background desired but not required.
+ College Degree from an accredited University
+ Solid Proposal Writing Skill Sets (MS Office PPT/Excel/Word)
+ Demonstrated success developing and executing short and long term business plans and strategies designed to assure timely orders resulting in company growth.
+ Thorough understanding of defense and commercial markets, direct experience working with government and prime customers.
+ Experience and understanding of forecasting, investment strategy, standard estimating and budgeting practices, capture planning and proposal development
+ Must have established relationships with military and prime contractor customer community and maintain highly effective internal and external customer relationships
+ Other Requirements
+ US Security Clearance
+ Acquisition Certification
+ Pre-employment drug screening and background checks are standard.
+ L3Harris is an e-Verify Employer.