Principal, Business Development

L3HHCM20•Camden, NJ

25d•$124,000 - $266,000

About The Position

L3Harris currently has an opening in the Business Development organization in the Washington DC area. L3Harris is a global leader in maritime systems integration with specialty in power and propulsion, electrical distribution, communications, navigation and control bridge systems, cyber security and autonomy. As the leading lead system integrator for the U.S. Navy, we provide our shipyard customers expert systems integration expertise as we do today on several high-profile manned and unmanned platforms. A successful candidate will be responsible for developing new business in our Navy Surface Systems and US Coast Guard businesses and by extending our expertise to the U.S. and Global shipyards. The new hire will reinforce, establish and grow customer relationships, identify and shape pursuits, assist with developing capture strategy, and provide effective internal and external communications regarding pursuits. The successful candidate will have subject matter expertise in Navy Surface Ships and US Coast Guard programs with comprehensive operational and/or technical knowledge and in-depth knowledge of business development, including a working knowledge of experience with the Shipley Capture management process. This position will be supporting the Surface and C5 Systems Division of the Maritime Sector, managing large, complex project initiatives of substantial importance to the organization with minimal oversight and direction. Additionally, this candidate will communicate within and outside of the organization to explain and influence changes to practices, processes and approaches, and implement operational plans and strategies that have measurable impact on the business or functional outcomes.

Requirements

Bachelor’s Degree in a related technical field, or a minimum of 12 years equivalent experience or a graduate degree and a minimum of 10 years of prior related experience. In lieu of a degree, minimum of 16 years of prior related experience.
MBA is a plus, military experience is a plus
Active SECRET security clearance with the ability to obtain TS/SCI security clearance
Strong working knowledge of and experience with common capture processes, including the Shipley capture management process
Exceptional leadership and decision-making skillS
Must be available to travel at least 30% of the year
Deep knowledge of DoD acquisition processes and programs. Proven track record of successful Navy business capture.
Hands-on technical experience with US Navy C5ISR systems and networks.
Shipyard experience and knowledge of Navy new acquisition and shipbuilding programs.

Nice To Haves

Experience leading new business pursuits
Experience engaging with senior executives at government agencies, major prime contractors, and commercial companies
Established contacts within US Navy and US Coast Guard community
Understanding and familiarity with US Navy Surface and US Coast Guard systems and programs
Ability to lead and develop relationships with geographically dispersed people
Demonstrated ability in competitive analysis, customer analysis, win strategy development, proposal and color team leadership and price-to win analysis
Demonstrated understanding of Navy Surface and US Coast Guard systems lifecycles, including requirements development, system design and architecture
Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance and oversight
Strong written and verbal communication and presentation skills
Ability to Travel – up to 30%
Excellent computer skills with strong proficiency in Windows interface, Microsoft Office package (Microsoft Outlook, Microsoft Excel, Microsoft Word, Microsoft PowerPoint, Microsoft Access), and Microsoft Project

Responsibilities

Develop and execute an effective plan and strategy for increasing orders, bookings and opportunity captures
Develop and reinforce strong relationships with current and potential customers to facilitate ongoing and new business opportunities
Manage new business capture throughout the business development cycle from planning, targeting and gathering information through proposing and eventual closure of the capture
Demonstrate expertise in the DoD rapid acquisition approaches such as Defense Innovation Unit (DIU) and the Navy’s Naval Rapid Capabilities Office (NRCO)
Provide proficient knowledge of L3Harris products, product applications, systems and solutions to peers, partners and potential customers to develop potential new business opportunities
Develop bid and win strategies and PTW (price-to-win) for selected pursuits
Determine current demand for products and services for both the company and its competitors including future product feature-set direction & roadmaps
Assemble an effective team that produces a winning proposal
Coordinate preparation of compelling opportunity reviews to internal leadership for approval
Evaluate market and competitive conditions and develop competitive assessments
Develop business forecasts for customers, market and product lines
Demonstrate an ability to assess customer influence within customer organizations
Demonstrate deep knowledge of DoD acquisition processes and programs including the US Navy and US Coast Guard community. Proven track record of successful business capture
Familiar with Navy and Coast Guard engineering and acquisition structure and leadership including NAVWAR, NAVSEA, Warfare Centers and US Coast Guard CG-9
Exceptional leadership and decision-making skills and strong interpersonal communication skills
Travel as required to support opportunity identification, pursuit, and capture efforts.