Title:  Principal, Missile Solutions Business Development (Secret Security Clearance)

Job Title: Principal, Business Development – International Pursuits

Job Code: 31097

Job Location: Huntsville, AL

Job Schedule: 9/80 (Every other Friday off)

Relocation Assistance: Relocation assistance is available to qualified applicants

Job Description:

L3Harris is seeking a Principal, Business Development to drive international sales growth and expand market opportunities outside of the United States for the Aerojet Rocketdyne Missile Solutions (MS) sector. In this role, you will be expected to conduct significant customer and stakeholder engagements to cultivate relationships and sponsorship of key individuals in the Office of Defense Cooperation, U.S. Army Security Assistance Command, other Government agencies and U.S. and international missile Prime contractors.  You will conduct research and analysis to identify opportunities for business or program expansion based on future demands and needs of assigned agencies / accounts / lines of business.  As opportunities materialize, the Principal, Business Development is responsible for establishing win strategies and partnering with MS Center of Excellence representatives (i.e. – Program Management, Engineering, others) to capture the opportunities.  A team player able to support other duties as assigned to ensure Team and critical goals accomplishment.

Essential Functions:

• Establishes and develops detailed plans and strategy for the successful penetration of international markets
  • Maintaining an understanding of international customer requirements, plans, strategies, budgets etc.
  • Assess potential new markets and territories for penetration opportunities
  • Evaluate business opportunities and develop engagement plans and go-to-market strategies for potential customers
  • Lead generation, qualification, SWOT analysis, and pursuit and capture plans
  • Inform capture and program teams on issues that could impact probability of win (Pwin) and any other hot-button issues that could impact the probability of government offering (Pgo).
• Serve as the MS International Account Manager.  Directly supports International Executive leadership in associated regions and represents MS as the subject matter expert for International Sales.
• Identify propulsion material solutions to shape the future market and develop requirements that support NATO and International allies future warfighting concepts and / or capability gap.
• Actively manage internal discretionary resources (Direct Selling, Bid & Proposal, and Independent Research & Development) to capture new business opportunities.
• Process and manage Non-Disclosure Agreements / Proprietary Information Agreements.
• Knowledge of International Traffic in Arms Regulations (ITAR) that controls the import and export of defense related articles and governs the manufacture, sale, and distribution of the United States Munitions List (USML)
• Establish and maintain active engagements USASAC, ODC, and L3Harris territory distributors and representatives, and international business partners
• Attends relevant industry trade association meetings, conferences, symposiums, exhibitions, and U.S. and International Government planning meetings
• Support internal Business Intelligence through market surveys, analysis with latest defense industry news and projections.  Seek strategic alliances to build market share in current and adjacent markets (both traditional and non-traditional defense industry companies).
• Evaluate and support opportunities for technology transfer, manufacturing license agreements, and/or co-production outside the continental United States
• Execute and guide new business opportunity Gate Reviews.
• Actively manage the Customer Relationship Management (CRM) Tool (Microsoft Dynamics) by making and maintain entries for International business opportunities and keep-it-sold programs.
• Provide demand and forecast inputs to the annual Joint Strategic Plan (JSP) for assigned MS market segments and customers.
• Coordinate and partner with L3Harris’ Government & Customer Relations on International related programs and initiatives.
• Participate in technical meetings with internal and external representatives concerning organizational projects.  Represent the organization in meetings, conferences and workshops, as assigned.

Qualifications:

• Bachelor’s Degree and a minimum of 12 years of prior relevant Business Development experience Program Management, Engineering or related skills.  Graduate Degree and a minimum of 10 years of prior related Business Development experience.  In lieu of a degree, minimum of 16 years of prior related Business Development experience.
• Active U.S. Secret Security Clearance and ability to obtain a Top Secret Security Clearance.
• Experience with Defense industry prime programs ranging from complex acquisition and development, to qualification and production.

Preferred Additional Requirements:

• Business Development experience in the missile propulsion and energetics market with deep understanding of International market dynamics, customer requirements, and competitive landscapes.
• Experience with Defense export programs ranging from complex acquisition and development to qualification and production.
• Ability to direct and control overall organizational resources; considerable initiative, organizational skills; and the ability to drive convergence and resolution to challenges of substantial importance to MS.
• Contact network with International and U.S. Government customers/stakeholders and missile Prime contractors.
• SHIPLEY capture experience or certification preferred