Principal, Business Development

L3HHCM20•San Diego, CA

7d•$124,000 - $231,000

About The Position

The ideal candidate will collaborate closely with senior divisional leaders, as well as with business development, technical, and functional teams, to meet division financial objectives. This involves engaging with customers, identifying potential business opportunities, and contributing to corporate and segment strategic growth initiatives. This requisition is for the Business Development (BD) Principal for the Telemetry and RF products Division. T&RF delivers space SDR’s, encryption and specialized ground terminals along with unique RF-related mission payloads to Prime and government customers. Reporting directly to the T&RF Division BD Director, the candidate will be tasked with formulating and implementing strategic plans, working tactical captures, and proposals for the division, aimed at securing wins in the space and ground SDR’s domains for Primes, government and commercial applications. T&RF is a mezzanine supplier of Space and Ground terminals and operates in a fluid, fast-paced environment that is tactical and strategic in nature daily. This position will require travel up to 40% of the time as needed.

Requirements

Bachelor’s Degree and a minimum of 12 years of prior relevant experience. 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.
Top Secret US Security Clearance

Nice To Haves

10 years of experience with prime contractors working in the T10 & T50 Space/ground links RF, Space based crypto, and related hardware products for RF.
Preferred: Established contacts with Prime and DoD customers particularly in the Title 10 & T50 mission/market areas
Experience engaging with leaders at relevant government agencies, major prime contractors, small and new-space companies
Experience leading an IPT team (Eng, PM, Production, Contracts, Proposals) to build a portfolio pipeline and achieve annual financial targets.
Ability to coach, mentor, and teach junior through mid-level BD and Capture personnel as part of their development
Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance and oversight
Ability to lead and develop relationships with geographically dispersed people and customers
Demonstrated ability in competitive analysis, customer analysis, win strategy development, proposal team leadership and price-to win analysis
Ability to work independently under limited supervision
Ability to demonstrate excellent oral and written communication skills
Proficiency with Microsoft office tools

Responsibilities

Leading the BD Team for T&RF the successful candidate will:
#1 requirement for a successful Principial Business Development candidate is flexibility to work across Eng, PM, Proposals, and T&RF IPT to grow our business
Responsible for identifying, shaping, qualifying, and winning new business development pursuits for L3Harris Telemetry & RF Products with the objective of increasing space and ground communications hardware sales, orders, and revenue.
Develop new business opportunities and expand the product line with current customers focusing on growing L3Harris T&RF communications hardware and encryption pipeline.
Communicates within and outside of the organization to influence leadership to accept new practices, approaches, and concepts. Requires ability to communicate and influence leadership regarding matters of substantial importance to the function or business area. Frequently conduct briefings to senior leaders.
Responsible for developing capture plans, business cases, and phase gate reviews for opportunities in the pipeline. Identify Price to Win, Probability of Win, Key Discriminators for each pursuit that will be used in making decisions during reviews of each pursuit and guide the proposal development.
Responsible for account management and relationships with new and existing customers.
Understand the DoD budget and trends, understand current and future domestic market space, understand competitor's strategies and strengths; be able to research new markets and identify potential customers.
Proactively create, cultivate, and enhance relationships with new customers and key contacts in industry and Government to help identify new business opportunities.
Develop and maintain opportunity pipeline using the L3Harris Microsoft Dynamics Customer Relationship Management (CRM) System
Develop and maintain 18-month Bookings forecast which identifies specific opportunities and quantitatively measure the potential financial impact on L3Harris, provide inputs into 3 year longer term forecasts and trends