Description:
Job Title: Director, Sales/Account Manager
Job Number: IMS20232903-98976
Job Location: Remote based out of Washington, DC Region or Dayton, OH, or Huntsville, AL
Job Description:
OVERVIEW
L3Harris designs, develops, and manufactures electronics equipment. The Company offers Electro Optical/Infrared Multi-spectral surveillance and targeting systems for Airborne, Land and Shipborne platforms.
POSITION PURPOSE
The Director, Sales/Account Manager is responsible for leading the WESCAM USA Sensors Sales Team. The candidate must be able to assess the US DoD, FMS, Federal, DHS and Airborne Law Enforcement marketplaces and provides leadership for developing short term, mid-range and strategic pursuits which yield sales resulting in continued expansion of market ownership establishing the company as the leader in the EOIR market. The position requires flexibility to manage multiple people and pursuits simultaneously while using acute analytical and strategic skills to successfully guide and assist Senior Management as needed with the closing of major deals. The candidate must be confident and experienced with the WESCAM MX Family of turreted systems.
ESSENTIAL FUNCTIONS AND BASIC DUTIES
- People and results oriented to lead a diverse and effective Sales Team to develop and capture and maintain accelerate capture of market share.
- Manage Sales and Demonstration assets, asset requests and composition of demo pool to ensure resources required to close sales opportunities.
- Develop and execute short and long-term business plans and strategies designed to ensure the growth of revenue, profit and cash flow.
- Ensure the Business Unit meets orders & B&B commitments to the Corporation.
- Management of departmental operating budget
- Provide leadership in identifying, analyzing, and qualifying new business opportunities; provide organizational guidance for development and execution of win strategies for new business; develop metrics or benchmarks for measuring business capture success with the primary performance metric being 'bookings' achieved.
- Identify markets and sales opportunities and determine the feasibility product development. Regularly gather information and analyze trends, drivers, technologies and research to aid decision making, develop strategies and tactics, and capitalize on market growth opportunities.
- Coordinate / administer marketing activities and service existing and potential new customers. Work closely with and provide assistance to Program Managers, and other technical personnel on quotes, proposals and in identifying teaming partners, resolving customer problems and developing business projects for the assigned region.
- Build relationships with colleagues and customers; regularly communicate with customers to assess their satisfaction and obtain their ideas on how to improve products and services
- Experienced in complying with ITAR and export requirements while supporting successful product developed in Canada for worldwide distribution through generation and enforcement of specifically approved Dept of State TAA’s. Provide actionable guidance to sales team regarding export compliance.
- Provide guidance to the CTO by recommending new technologies, products and services while also planning for phasing out of products no longer deemed competitive
- Duties include training, directing, and coaching the Sensors Business Development staff.
- Other assignments as required.
QUALIFICATIONS/REQUIREMENTS
Education/Certification:
- Bachelor’s Degree in Business Management, Marketing, Engineering or other related field; Masters or MBA, preferred.
- 10+ years’ experience in the military or electro-optics industry; and a minimum of 10-years in a management role.
- Abillity to obtain and maintain US DoD Secret Clearance, which requires US citizenship
Knowledge, Skills and Abilities:
- Demonstrated success and in-depth understanding and ability to influence U.S DoD, FMS and DHS customers with in-depth knowledge of WESCAM Products and DoD and ALE Customer application.
- Deep knowledge of Government export rules and regulations as stipulated by the Department of Commerce's Export Administration Regulations (EAR) and the Department of State's International Traffic in Arms Regulations (ITAR). Well-versed in the rules and regulations of both Foreign Military Sales (FMS) and Foreign Military Funding (FMF).
- Excellent global network with a proven ability to build successful, long-term, customer relationships.
- Exceptional communication (both oral and written) and listening skills, with a strong orientation to details, and the ability to make quick, informed decisions.
- The ability to clearly articulate compelling business opportunities; must have a strong command of the English language.
- Proven ability to interact and influence customers and team members at all organizational levels; ability to manage effectively both upward and downward.
- Proven ability to close complex business agreements including teaming, off-set, and co-production.
- Demonstrated success with diverse cross-functional product development teams.
- Demonstrated success with after-market operations and coordinating Customer Service for Life-cycle and spiral upgrade programs
- Experience and proficiency with CRM tools including Sales Force and MS Dynamics
- Experience and proficiency with MS Office
- Strong analytical, motivational, and negotiating skills with a high performance standard and a keen bias-for-action.
- Demonstrated success as a strategic thinker and experienced at developing plans for short and long term results.
- Demonstrated success with management skills including planning, organizing for results, managing projects, leading and evaluating people.
- Willingness to take ownership, accept accountability, and thrive under pressure.
- Superior research, analytical, and negotiating skills.
REQUIREMENTS
- United States citizenship required.
- Demonstrated ability to run large ($30-$250M) DoD program capture plans
- Strong familiarity EO/IR sensors.
- Significant DoD BD/Sales experience
- Ability to obtain and maintain a valid U.S. Passport.
- Ability to obtain and maintain a Secret security clearance.
- Able to travel Nationally on a regular basis (up to 50%)with the potential for some Internationally travel
- Able to work weekends and evenings as required to meet company objectives.
Job Title: Director, Sales/Account Manager
Job Code: AMM7
Job Location: Remote based out of Washington, DC Region or Dayton, OH, or Huntsville, AL
Job Description:
OVERVIEW
L3Harris designs, develops, and manufactures electronics equipment. The Company offers Electro Optical/Infrared Multi-spectral surveillance and targeting systems for Airborne, Land and Shipborne platforms.
POSITION PURPOSE
The Director, Sales/Account Manager is responsible for leading the WESCAM USA Sensors Sales Team. The candidate must be able to assess the US DoD, FMS, Federal, DHS and Airborne Law Enforcement marketplaces and provides leadership for developing short term, mid-range and strategic pursuits which yield sales resulting in continued expansion of market ownership establishing the company as the leader in the EOIR market. The position requires flexibility to manage multiple people and pursuits simultaneously while using acute analytical and strategic skills to successfully guide and assist Senior Management as needed with the closing of major deals. The candidate must be confident and experienced with the WESCAM MX Family of turreted systems.
ESSENTIAL FUNCTIONS AND BASIC DUTIES
- People and results oriented to lead a diverse and effective Sales Team to develop and capture and maintain accelerate capture of market share.
- Manage Sales and Demonstration assets, asset requests and composition of demo pool to ensure resources required to close sales opportunities.
- Develop and execute short and long-term business plans and strategies designed to ensure the growth of revenue, profit and cash flow.
- Ensure the Business Unit meets orders & B&B commitments to the Corporation.
- Management of departmental operating budget
- Provide leadership in identifying, analyzing, and qualifying new business opportunities; provide organizational guidance for development and execution of win strategies for new business; develop metrics or benchmarks for measuring business capture success with the primary performance metric being 'bookings' achieved.
- Identify markets and sales opportunities and determine the feasibility product development. Regularly gather information and analyze trends, drivers, technologies and research to aid decision making, develop strategies and tactics, and capitalize on market growth opportunities.
- Coordinate / administer marketing activities and service existing and potential new customers. Work closely with and provide assistance to Program Managers, and other technical personnel on quotes, proposals and in identifying teaming partners, resolving customer problems and developing business projects for the assigned region.
- Build relationships with colleagues and customers; regularly communicate with customers to assess their satisfaction and obtain their ideas on how to improve products and services
- Experienced in complying with ITAR and export requirements while supporting successful product developed in Canada for worldwide distribution through generation and enforcement of specifically approved Dept of State TAA’s. Provide actionable guidance to sales team regarding export compliance.
- Provide guidance to the CTO by recommending new technologies, products and services while also planning for phasing out of products no longer deemed competitive
- Duties include training, directing, and coaching the Sensors Business Development staff.
- Other assignments as required.
QUALIFICATIONS/REQUIREMENTS
Education/Certification:
- Bachelor’s Degree in Business Management, Marketing, Engineering or other related field; Masters or MBA, preferred.
- 10+ years’ experience in the military or electro-optics industry; and a minimum of 10-years in a management role.
Knowledge, Skills and Abilities:
- Demonstrated success and in-depth understanding and ability to influence U.S DoD, FMS and DHS customers with in-depth knowledge of WESCAM Products and DoD and ALE Customer application.
- Deep knowledge of Government export rules and regulations as stipulated by the Department of Commerce's Export Administration Regulations (EAR) and the Department of State's International Traffic in Arms Regulations (ITAR). Well-versed in the rules and regulations of both Foreign Military Sales (FMS) and Foreign Military Funding (FMF).
- Excellent global network with a proven ability to build successful, long-term, customer relationships.
- Exceptional communication (both oral and written) and listening skills, with a strong orientation to details, and the ability to make quick, informed decisions.
- The ability to clearly articulate compelling business opportunities; must have a strong command of the English language.
- Proven ability to interact and influence customers and team members at all organizational levels; ability to manage effectively both upward and downward.
- Proven ability to close complex business agreements including teaming, off-set, and co-production.
·Demonstrated success with diverse cross-functional product development teams.
·Demonstrated success with after-market operations and coordinating Customer Service for Life-cycle and spiral upgrade programs
·Experience and proficiency with CRM tools including Sales Force and MS Dynamics
Experience and proficiency with MS Office
Strong analytical, motivational, and negotiating skills with a high performance standard and a keen bias-for-action.
- Demonstrated success as a strategic thinker and experienced at developing plans for short and long term results.
- Demonstrated success with management skills including planning, organizing for results, managing projects, leading and evaluating people.
- Willingness to take ownership, accept accountability, and thrive under pressure.
- Superior research, analytical, and negotiating skills.
ADDITIONAL REQUIREMENTS
- United States citizenship required.
- Ability to obtain and maintain a valid U.S. Passport.
- Ability to obtain and maintain a Secret security clearance.
- Able to travel Nationally on a regular basis (up to 50%)with the potential for some Internationally travel
- Able to work weekends and evenings as required to meet company objectives.