Principal Business Development - Strategic Systems, Propulsion Systems

Job Title:  Principal, Business Development – Strategic Systems Propulsion Systems

Job Code: 46551

Job Location: Huntsville, AL 

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

We are seeking a Principal Business Development professional to keen knowledge on large solid rocket motors and Strategic Defense programs. This position will be located at our Propulsion Systems (PS) Headquarters facility in Huntsville, AL.

In this role, you will be responsible for developing and executing strategies to capture opportunities for PS in the Defense market. This involves significant customer and stakeholder interface to identify and create areas of opportunities and develop PS business positioning to maintain franchise programs and win new business. Key customers/stakeholders include the MDA, U.S. Defense Services and Prime contractors. As opportunities materialize, the Principal, Business Development is responsible for establishing win strategies and partnering with PS Center of Excellence representatives (i.e. – Program Management, Engineering) to capture the opportunities. The Principal, Business Development is a recognized leader in the company and has overall responsibilities for planning, directing and coordinating business development activities across their assigned portfolio.

 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 understanding of customer (U.S. Government and Primes) requirements, plans, strategies, etc.
  • Identify new business opportunities; lead or support opportunity assessments.
  • Support capture manager, AR leadership, etc. in meetings with customers.
  • Support capture manager in developing and executing capture strategies/plans.
  • If a capture / proposal manager is not in Business Development Department, lead competitive assessment and price-to-win.
  • Identify and guide program team  on issues that could impact current (keep-it-sold) or future AR MS programs.
• Serves as the Large Solid Motor / Strategic Systems Account Manager.  Directly supports Service and International Executive leadership and represents Propulsion Systems with the highest degree of professionalism.
• Identify material solutions to shape the future market and develop requirements that support the strategic deterrence future warfighting concepts and/or capability gap
• Actively manage DS (MOA), B&P, and IR&D portfolio funding/budgets
• Process and manage NDAs/PIAs
• Collaborates across stake-holders to publish updated Pursuit Books and associated Capture Plans
• Establishes and maintains active engagements across the Department of War on strategic missile/rocket programs.
• Support Business Intelligence through market surveys, analysis with latest defense industry news and projections.  Seeks out strategic alliances to build market share in current and adjacent markets (both traditional and non-traditional defense industry companies).
• Actively manages  Other Transaction Agreements (OTA) Management (AMTC, DOTC, DISB)
• Executes and guides Gate Reviews and Price to Win analysis
• Provides inputs and direction to Technology Roadmaps that support future technology development and internal investment
• Maintain continuous and expansive contact with assigned customers.
• Actively manage Customer Relationship Management (CRM) Tool (Microsoft Dynamics) entries for sole-source and follow-on programs for assigned portfolio.
• Lead coordinator/manager for tradeshows and conferences PS is attending.
• Provides Joint Strategic Plan (JSP) inputs for assigned PS market segments and customers.
• Coordinates and partners with L3Harris’ Global Business Development and Government Relations teams on related programs and initiatives.
• Participates in technical meetings for internal and external representatives concerning organizational projects. Represents the organization in meetings, conferences and workshops, as assigned.
• Oversee development and implementation of business strategies for assigned portfolio of propulsion systems, related products and technologies and booking of orders.
• Meet and interface with Department of War and Prime contractor representatives.
• Oversee internally funded discretionary programs, particularly Independent Research & Development (IR&D).
• Support development of AR Technology Roadmaps and other internal executive level plans.
• Interface with PS senior-level management as required.
• Manage Customer Engagement and new business activities, including spending and Gate reviews associated with the Missile Defense new business portfolio.
• Lead assigned Capture, aligning with Program Management & BD leaders to address top priorities and critical pursuits, to win new business.
• Participate as a significant contributor to capture activities to create comprehensive win strategies.
• Ensure detailed collection and assessment of competitive information from Program Management, Business Development, Engineering, and others with opportunities to collect insights.
• Use the above to active shape the opportunity.
• Facilitate Win Strategy Workshops, Color Teams, and Price to Win activities
• Recommend strategies and approaches for differentiation based on market and mission understanding, business deal, potential teaming, etc.
• Follow and leverage the L3Harris Business Acquisition Process and associated tools and methods.
• Ensure team understanding of the customers mission, strategy, unmet needs, problems, barriers via active listening, iteration.
• Additional responsibilities at the discretion of the Director, Business Development.
• This position may require 25%-50% travel

Qualifications: 

• Bachelor’s Degree and a minimum of 12 years of prior relevant experience. Graduate Degree and a minimum of 10 years of prior related experience. In lieu of a degree, minimum of 16 years of prior related experience.
• Active US Secret clearance. 

Preferred Additional Skills: 

• Extensive experience with Defense program diversity ranging from complex development to qualification to 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 AR.
• Possesses strong written and verbal communication skills.
• MBA degree or other advanced degree.
• Active Secret U.S. Security Clearance with the ability to obtain a Top Secret clearance.
• Previous experience working with solid rocket motors and/or liquid engine propulsion programs.
• Existing network of propulsion customer relationships.