Job Title: Principal, Business Development - U.S. Army Defense Programs

Job Code: 17728

Job Location: Huntsville, AL

Job Schedule: Employees work 9 out of every 14 days – totaling 80 hours worked – and have every other Friday off

Job Description:

L3Harris is seeking a Principal, Business Development to drive growth and expand market opportunities for the Aerojet Rocketdyne Missile Solutions (MS) sector with the U.S. Army.  In this role, you will be expected to conduct significant customer and stakeholder engagements to cultivate relationships with key individuals in U.S. Government agencies and missile Prime contractors.  You will conduct research and analysis to identify opportunities for business or program expansion based on future plans 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.

Essential Functions:

• Development and execution of pursuit and capture strategies and plans to win new or follow-on business, including, but not limited to:

  • Maintain an understanding of customer (U.S. Government and missile Prime contractor) requirements, plans, strategies, etc.

  • Support Capture Managers, AR and MS leadership, etc. in meetings with customers.

  • Support Capture Managers in developing and executing capture strategies/plans.

  • Identify and guide Program Teams on issues that could impact current (keep-it-sold) or future MS programs.

• Serve as the MS U.S. Army (Service) Account Manager.  Directly supports Service and International Executive leadership and represents MS.

• Identify propulsion material solutions to shape the future market and develop requirements that support the U.S. Army / Services 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.

• Establish and maintain active engagements with U.S. Army Futures Command, Cross Functional Teams, Combat Capabilities Command – DEVCOM, Combat Developers, and Labs, U.S. Army Centers of Excellence, and U.S. Army Staff (Service Staff).

• 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).

• Actively manage Other Transaction Agreements (OTA) within the U.S. Army portfolio (i.e. – AMTC, DOTC).

• Execute and guide new business opportunity Gate Reviews.

• Provide inputs and direction to Technology Roadmaps that support future technology development and internal investment.

• Maintain currency with key U.S. Army Warfighting Concepts and annual Budget.

• Actively manage the Customer Relationship Management (CRM) Tool (Microsoft Dynamics) by making and maintain entries for U.S. Army new business opportunities and keep-it-sold programs.

• Serve as the Lead Coordinator / Manager for U.S. Army tradeshows that MS attends.

• Provide inputs for the annual Joint Strategic Plan (JSP) for assigned MS market segments and customers.

• Coordinate and partner with L3Harris’ Government & Customer Relations on U.S. Army-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.

• Business travel up to 30% required. 

Qualifications:

• Bachelor’s Degree and a minimum of 12 years of prior relevant Business Development experience. 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.

Preferred Additional Requirements:

• Business Development experience in the missile propulsion and energetics market with deep understanding of market dynamics, customer requirements, and competitive landscapes.

• Experience with Defense 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 U.S. Government customers/stakeholders and missile Prime contractors.