Director - Global Sales and Business Development

Job Title: Director - Global Sales and Business Development

Job Code: 47004

Job Location: Onsite - Waterdown, On

About the Role

The L3Harris WESCAM sales team consists of sales and business development professionals focused on sustainably and profitably growing L3Harris WESCAM’s market position in the U.S. and internationally across air, ground, and maritime domains focused primarily on the military market. As the Director of Global Sales and Business Development, you will lead this team of professionals growing WESCAM’s business.

This critical leadership role reports to the Targeting & Sensor Systems (TSS) Business Development Sector Leader and partners closely with the Vice President and General Manager of WESCAM. The ideal candidate has a successful track record of selling into the international defense community, is organized and detail oriented, thrives on the challenge of the hunt, the thrill of the close, and working in a fast-paced environment, and has led a team of sales/BD professionals in the defense industry. Background in EO/IR imaging systems and/or military airborne, ground and maritime surveillance platforms is highly desired.

Primary Responsibilities

• Create a culture of success and focused on business and goal achievement to optimize the potential and productivity of the global sales organization, including organizational structure and staffing plans, as well as retention of key personnel.
• Design and implement sales objectives and best-in-class strategies (including sales forecasting, planning, and budgeting processes) in alignment with overall corporate planning cycles and objectives, and directs global sales force activities in order to maximize sales revenue.
• Understand International export regulations for defense articles and partners closely with trade compliance personnel.
• Collaborate with L3Harris WESCAM functional leaders (Accounting, finance, Human Resources, etc.) to ensure implementation of corporate policies and programs to motivate, recognize and compensate employees in a manner that holds individuals and teams accountable to results:
  • Design sales incentive compensation programs that provide market-competitive pay
  • Reinforce sales organization strategy and align with business and sales organization objectives.
  • Establishes a prioritized sales force training plan focused on developing and reinforcing critical sales competencies.
• Direct global market research, product planning, and sales forecasting in order to plan and facilitate the strategic direction of company products and contribute to the overall assessment of product feasibility, competitive positioning, and revenue expectations.
• Review sales results and trends to ensure established targets are achieved in each region and takes corrective action where required, including revising strategies, evaluating territorial coverage, managing performance, and other actions required to achieve projected targets.
• Forecast bookings and product mix, on a quarterly basis to enable the WESCAM leadership team to make informed financial and operations decisions.
• Understand the procurement, fiscal, political, and regulatory environment domestically and internationally.
• Lead strategy on Major Captures, involving multiple subcontractors and other L3Harris divisions.
• Personally engage with key accounts to include negotiating price and other conditions of sale to balance customer acquisition and retention, key platform positions and revenue, margins, and cash conversion.
• Directly manage a global team of Account Managers and Regional Directors
• Oversee Bids and Proposals, Capture Management, Sales Support
• Fosters close, collaborative relationships with peer leaders and executives.

Required Capabilities

• Broad general knowledge of the defense technology industry, preferably in the Intelligence, Surveillance and Reconnaissance market and EO/IR market, or industries supporting integrated systems on major air, ground or maritime platforms in the Defense, Intelligence and National Security verticals.
• Thorough knowledge and awareness of current sales techniques and practices.
• Advanced skills in strategic business management, innovative and visionary planning and implementation, analysis and informed decision making, coaching and leadership, communications and customer relations.
• Ability to travel globally without restriction.
• Ability to work in agile, fast paced environment to meet deadlines and sales targets.
• Experience successfully managing analytically rigorous reporting and forecasting.
• Excellent understanding of the defence industry including Air, Ground and Maritime domains.
• A natural presenter with excellent oral and written communication skills.
• Demonstrated networking capabilities among various communities, e.g., senior military officers, users, and acquisition officials / program leads in Military, Police and Homeland Security fields. Comfortable interacting with senior customers.
• Demonstrated ability to be a team player with a collaborative leadership style.
• Demonstrated understanding of EO/IR sensor technology and application of this technology to current and future customer missions.
• At least 15 years relevant experience in Defence.
• Fluent in English.

Desired Education and Experiences

• Requires sounds business acumen, business financial knowledge and experience leading an international sales/BD team in a cross functional environment.
• Bachelor’s Degree with a minimum of 15 years of prior related experience.
  • Graduate Degree with a minimum of 13 years of prior related experience.
  • In lieu of a degree, minimum of 19 years of prior related experience.