Director, Sales/Account Management

L3HHCM20•Phoenix, AZ

5d•$167,000 - $332,000•Remote

About The Position

L3Harris’s Integrated Vision Solutions (IVS) sector, headquartered in Londonderry, NH, fuses command and control with real-time situational awareness; the warfighter has actionable intelligence to drive decisive actions and enhance mission success. IVS designs, manufactures and delivers integrated vision technologies providing advanced night vision and laser aiming solutions. The IVS sector is looking for a highly motivated candidate to fulfil the role of Director, Global Sales and Business Development. This role is a senior level key stakeholder and highly visible leadership position. The individual will be a member of the Senior Leadership Team and will have an important stakeholder engagement and influencing position responsible for building credibility both within the company and externally. Reporting to the President of IVS and indirectly to the Communications Systems Dominance Segment Vice President, BD, Sales & Strategy, this Director will shape and develop and qualify the IVS sector’s growth pipeline aligned with the sector’s growth strategy, lead the capture of key campaigns and pursuits, guide the team in achieving annual order and long term strategic plan goals, and collaborate with leadership to define product and pursuit strategies. As part of a global organization, this position is responsible for developing short‑ and long‑range objectives, strategic business growth plans, and product sales initiatives aligned with the growth and profitability goals of the IVS sector across domestic and international markets. The individual will be responsible for leading a team of Sales and BD professionals, shaping and keeping sold current and follow-on business and identifying, shaping and capturing new business opportunities. Key responsibilities include pipeline planning, forecasting, quota setting, sales management, generating new product ideas through customer insights, and managing customer relationships.The Director, Sales must be able to interact within the broad levels of customer leadership and company executives, as well as internal company executives and peers. The successful candidate is a seasoned professional and an effective business leader with a high sense of urgency and natural ability to garner top performance from others within and outside his/her organization. As part of a larger global business the individual will be a member of the Senior Leadership Team and will have an important stakeholder engagement and influencing position responsible for building credibility both within the company and externally. This role also offers a unique opportunity, for the chosen individual to be a key part of the future evolution of the Communication Systems Segment by participating in annual strategic growth plan working groups. The Director, Sales must be able to interact within the broad levels of customer leadership and company executives, as well as internal company executives and peers. The successful candidate is a seasoned professional and an effective business leader with a high sense of urgency and natural ability to garner top performance from others within and outside his/her organization.

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, minimum of 19 years of prior related experience.

Nice To Haves

Graduate Degree
TS / SCI security clearance
Deep customer relationships and understanding of USG and international acquisition processes.
Familiarity with a breadth of government contracting vehicles and structures, including in FAR PART 15, FAR 12 contracting and OTAs
Demonstrated success navigating the International sales and export processes
Proven leadership in developing and executing strategic sales and business development initiatives across multiple sites
Strong track record in complex capture, commercial management, and meeting sales targets
Experience in competitive analysis, price‑to‑win strategies, and synthesizing market intelligence
Strong written, verbal, and interpersonal communication skills; executive presence and influence
Demonstrated success leading large, matrixed teams with a focus on metrics and financial results
Experience in global, multicultural business environments with strong business and financial acumen
20+ years demonstrated capture experience, DoD or similar. Experience leading multi-divisional or company teams a significant plus.
Experience with industry-specific research tools, to include the Federal Procurement Data System (FPDS), FedBizOps, GovWinIQ, Avascent Analytics, DACIS, IHS Janes, Bloomberg Government, etc.

Responsibilities

Lead a domestic and international Sales & Business Development team to achieve and exceed Annual Operating Plan (AOP) order commitment for the sector.
Build and manage a geographically dispersed organization to meet quota and strategic goals
Provide leadership in sales strategy, product lifecycle, and business capture; ensure effective pipeline and CRM management.
Demonstrated track record of developing, shaping and winning profitable new business.
Drive customer engagement, maintain key relationships, and personally support major accounts
Shape the sector’s product and capabilities portfolio to meet evolving customer needs
Identify market opportunities and develop plans to capitalize on them
Oversee major bids and proposals, including opportunity, risk, and financial analysis
Scope and develop market analysis to identify trends, gaps, and growth opportunities that lead to orders
Support development of strategic and annual operating plans; align closely with product management and program teams
Build and manage partnerships with global distributors, dealers and industry partners.
Lead teaming arrangements and pursuit leadership for product business
Foster a culture aligned with company ethics and business practices
Possess strong communication, presentation, negotiation, collaboration and cross functional leadership skills.
Develop and present executive level briefings and presentations on business cases that support growth in existing and new markets.
In depth knowledge of DoD requirements and acquisition processes. Understanding of International markets, funding and sales and export processes
Ability to travel regularly required (up to and over 50%)
Performs other duties, as assigned.
Ability to obtain US Security Clearance