Principal, Business Development

L3HHCM20•Palm Bay, FL

1d•$126,000 - $271,000•Hybrid

About The Position

L3Harris has an opening in the Business Development organization responsible for developing new business in our Maritime Acoustics and Imaging Systems businesses, specifically focused on Seabed Systems’ Products and Systems. The location can be in the Washington DC area, Palm Bay, FL, Millersville, MD or Providence, RI. 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 undersea and acoustics systems capabilities and products, with comprehensive operational and/or technical knowledge. The position will require in-depth knowledge of business development, including working knowledge and experience with the Shipley Capture management process. This position will support the Acoustics and Imaging Systems Division of the Maritime Sector, leading multiple growth campaigns, specifically to protect and expand upon current and future maritime undersea-based franchises. 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 or higher with 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
Active SECRET Security Clearance with the ability to obtain TS/SCI Security Clearance

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 Navy and Undersea Communities
Understanding and familiarity with Navy and Undersea markets
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 classified undersea mission lifecycles, including requirements development, system design and architecture, undersea systems operations
Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance and oversight
Must work independently under limited supervision
Must have excellent oral and written communication skills
Travel up to 30% to support opportunity identification, pursuit, and capture

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
Establish strong and intimate relationships with key undersea and acoustics customers
Identify new and adjacent markets, unmet customer needs and opportunities to expand existing programs/products
Manage new business capture throughout the business development cycle from planning, targeting and gathering information through proposing and eventual closure of the capture
Provide proficient knowledge of L3Harris products, product applications, systems and solutions to peers, partners and potential customers to develop potential new business opportunities
Determine current demand for products and services for both the company and its competitors, including future product feature-set direction and roadmaps
Lead / support capture teams with preparation of competitive assessments, win strategy development and PTW (price-to-win) strategies that produce a winning proposal
Coordinate preparation of compelling opportunity reviews to internal leadership for approval
Evaluate market and competitive conditions and develop competitive assessments
Effectively translate technical understanding of our products and technology for purposes of customer communication and engagement
Collaborate with BD teammates including marketing communications, business development leaders, and capture teams
Develop business forecasts for customers, market and product lines
Estimate, allocate and manage discretionary resources as needed to shape and win opportunities and achieve financial goals
Participate in strategic planning and development of business cases for internal research and development
Lead / support business acquisition process milestone/gate reviews; to include opportunity identification, qualification, pursuit, pre-proposal, and proposal processes
Manage the Seabed Business Area opportunity pipeline
Demonstrate deep knowledge of Department of War acquisition processes and programs
Proven track record of successful business capture
Exceptional leadership and decision-making skills and strong interpersonal communication skills
Create and foster a business acumen culture that embraces a strategic, proactive approach to support business area leaders with identifying, actively pursuing and closing new business
Embrace a culture of “continuous learning” to improve our understanding of the technical drivers our existing and potential new customers seek to improve their mission capabilities
Act as a change agent for the business, ensuring strategies and campaigns are mission and customer focused
Organize participation in forums/conferences to further position L3Harris as a thought leader in the acoustics and seabed industry related to specific strategic opportunities