Sales & Business Development Manager (Land EW) in Tewkesbury

L3Harris is dedicated to recruiting and developing high-performing talent who are passionate about what they do. Our employees are unified in a shared dedication to our customers’ mission and quest for professional growth. L3Harris provides an inclusive, engaging environment designed to empower employees and promote work-life success. Fundamental to our culture is an unwavering focus on values, dedication to our communities, and commitment to excellence in everything we do.

L3Harris is the Trusted Disruptor in defence tech. With customers’ mission-critical needs always in mind, our employees deliver end-to-end technology solutions connecting the space, air, land, sea and cyber domains in the interest of national security.

About This Opportunity:

From 11 UK sites, our team of nearly 1,000 people delivers unique capabilities across space, air, land, sea and cyber for military, security and commercial customers across the UK and worldwide. L3Harris in Tewkesbury is our HQ for our Intelligence & Cyber International division; we work closely with Government, Security agencies and military in UK, 5E, NATO and internationally. In the land domain, our T7 and T4 multi-mission robots deliver next-generation remote capabilities and uncompromised performance. We design and manufacture world-leading land force protection systems, cyber and electromagnetic activities (CEMA), electronic warfare (EW) and encryption capabilities. Our cyber capabilities provide an information advantage in the fields of kinetic conflict, cyber warfare, force protection and counterterrorism.

Due to the growth of the business, L3Harris is seeking a Sales and Business Development Manager for the EW team.

What the role will involve:

• A background in Land EW is essential.
• As a Sales and BD Manager your specific focus will be within our Land EW sector and portfolio of products, focused on UK, FVEYs & NATO customers.
• You will be responsible for identifying and growing new routes to market to support the Intelligence and Cyber International (ICI) Communications and Spectrum Dominance (C&SD) Strategy.
• Cultivating effective industry partnerships and developing current customer relationships, with a laser focus on closing prospects and defined opportunities.
• Maintaining relationships with our current customers and key stakeholders, including facilitating wider ICI C&SD team engagement.
• Working closely with the EW P&L Account team and Engineering department, to ensure ICI C&SD has the best response to customer needs.
• Fully supporting the development and implementation of strategy, providing key inputs to product planning decisions by articulating market pull and customer requirements.
• This is a critical high profile customer facing role and whilst mainly UK based, NATO and international travel is essential and should be anticipated.

The responsibilities of your role will include the following:

• Responsible for the Business Development and Sales activities in allocated sectors and regions, to achieve defined annual order intake targets and profitability in line with the divisional Annual Operating Plan (AOP) and published strategy.
• Development and creation of quotes/proposals aligned to the customer requirement in a timely manner to hit customer requested deadlines and demonstrate responsiveness.
• Support and manage defined customer Accounts to grow the Account revenue.
• Management and reporting on status of opportunities to the wider business and SLT members, demonstrating a clear plan to closure.
• Develop and maintain respective KPIs relating to order forecast accuracy, win rate and opportunity pipeline effectiveness.
• Grow Customer Funded Development (CFD) opportunities in current & new areas, leading to the funding of current technology roadmaps, new product streams and wider business prospects.
• Accountable for systematically analysing the market, customers and competitors in a defined region to deliver a highly accurate, rolling 5-year divisional order forecast and prospect pipeline.

What You’ll Bring:

• Minimum SC Cleared and a willingness (and capability) to achieve DV.
• Background within Land EW domain (either in Defence, Industry or both).
• Closing sales opportunities of circa £5m as well as further developing and building the orders pipeline.
• Proven and demonstrable experience in defence and / or national security industry.
• Ability to build and maintain a network of contacts spanning the Defence domain of interest.
• Effective relationship management and interpersonal skills with a proven ability to interact and lead internal teams and external senior customers across all levels.
• Track record of business development best practice in developing business winning campaigns and effective capture plans to close complex prospects.
• Excellent negotiator, experienced at managing and resolving conflicts.
• Willingness to regularly travel to customers and exhibitions in UK and overseas.
• Full driving licence.

What else could be helpful to be successful in this role:

• A background in working with or selling to MOD is advantageous but not essential.
• Experience of sales to FVEY’s / NATO military customers is desirable but not essential – you will be taking over existing relationships.
• Strong understanding of defence and security customers, the market dynamics and requirements.
• Market-led approach, including market assessment, market analysis and strategic relationship building.
• International and domestic experience with the appreciation of cultural diversity and sensitivity.
• Appreciation of the technologies, capabilities and solutions ICI EMEA offers its customers and the future roadmaps.
• Ability to work effectively as part of a team whilst encouraging and fostering teamwork, open to others ideas and input.

Important to know:

Due to the nature of this role you will need to be a UK national either holding or with the ability to obtain a Security Clearance (DV / eDV). Applicants who accept a conditional offer of employment must meet the requirement of right to work in the UK and must meet eligibility requirements for access to classified information and will be subject to government security checks.

L3Harris Technologies is proud to be an Equal Opportunity Employer. We are committed to maintaining a workplace that is free from unlawful discrimination and offers equal opportunities for all. Applications from individuals are encouraged regardless of age, disability, sex, gender reassignment, sexual orientation, pregnancy and maternity, race, religion or belief, and marriage and civil partnerships.