Director, Sales​/Account Management

Job Title:
Director, Sales/Account Management

Job Code: 42457

Job Location:
Melbourne, FL;
Nashville, TN;
Washington, D.C.

Job Schedule: 9/80-Every other Friday off!

L3

Harris Targeting and Sensor Systems sales team consists of sales and business development professionals focused on sustainably and profitably growing L3

Harris WESCAM’s, ForceX and Aeromet market position in the U.S. across air, ground, and maritime domains focused primarily on the military market. As the Director of Domestic Sales and Business Development, you will lead this team of professionals growing the Targeting and Sensor Systems business portfolio.

This critical leadership role reports to the Director of Global Sales and Business Development – Targeting and Sensor Systems and partners closely with the Vice President and General Managers of the key businesses it supports. The ideal candidate has a successful track record of selling into the defense community and US Department of War, is organized and detail oriented, thrives on the challenge of the hunt, the thrill of the close, and working in a fast-paced environment, and has led a medium to large team of sales/BD professionals in the defense industry.

Background in EO/IR imaging systems, custom payloads, military airborne, ground and maritime surveillance platforms, mission management system software development and counter drone is highly desired. Preference will be given to candidates that exhibit these key qualities.

• Create a culture of success and focused on business and goal achievement to optimize the potential and productivity of the global sales organization, including organizational structure and staffing plans, as well as retention of key personnel.
• Design and implement sales objectives and best-in-class strategies (including sales forecasting, planning, and budgeting processes) in alignment with overall corporate planning cycles and objectives, and directs global sales force activities in order to maximize sales revenue.
• Understand budget planning cycles and priorities of the US Department of War and maximizes opportunity pipeline to align with budgets.
• Collaborate with L3
  
  Harris Targeting and Sensor Systems functional leaders (Accounting, finance, Human Resources, etc.) to ensure implementation of corporate policies and programs to motivate, recognize and compensate employees in a manner that holds individuals and teams accountable to results:
  • Reinforce sales organization strategy and align with business and sales organization objectives.
  • Establishes a prioritized sales force training plan focused on developing and reinforcing critical sales competencies.
• Direct domestic market research, product planning, and sales forecasting in order to plan and facilitate the strategic direction of company products and contribute to the overall assessment of product feasibility, competitive positioning, and revenue expectations.
• Review sales results and trends to ensure established targets are achieved in each domain and takes corrective action where required, including revising strategies, evaluating territorial coverage, managing performance, and other actions required to achieve projected targets.
• Forecast bookings and product mix, on a quarterly basis to enable the business leadership team to make informed financial and operations decisions.
• Understand the procurement, fiscal, political, and regulatory environment domestically and internationally.
• Lead strategy on Major Captures, involving multiple subcontractors and other L3
  
  Harris divisions.
• Personally engage with key accounts to include negotiating price and other conditions of sale to balance customer acquisition and retention, key platform positions and revenue, margins, and cash conversion.
• Directly manage the domestic team of Account Managers to deliver of the Annual Operating Plan
• Fosters close, collaborative relationships with peer leaders and executives.

• 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.
• 15 years of prior related experience in defense technology industry, preferably in the Intelligence, Surveillance and Reconnaissance market and Counter UAS domain, or industries supporting integrated systems on major air, ground or maritime platforms in the Defense, Intelligence and National Security verticals.
• 15 years of prior related experience sales techniques and practices.
• Ability to travel 30%-40% domestically without restriction.

• Requires sounds business acumen, business financial knowledge and experience leading an international sales/BD team in a cross functional environment.
• Demonstrated ability to be a team player with a collaborative leadership style.
• Advanced skills in strategic business management, innovative and visionary planning and implementation, analysis and informed decision making, coaching and…