Job Information
L3Harris Manager, Sales Operations in Melbourne, Florida
Job Title: Manager, Sales Operations
Job NMumber: 20212
Job Location: Nashville,TN; Melbourne,FL; Plano,TX
Schedule: 9/80 REG
Job Description:
Position reports directly to the Tactical Sensor Systems (TSS) Director of Business Development (BD). The BD Operations Manager is engaged daily with Business Development and Capture Leadership and also reaches across other functions including program management, contracts, and finance. The BD Operations Manager is responsible for ongoing data management, analysis, and reporting related to orders, pursuits and customer account management. This position will assist Business Development leadership in forecasting orders and analyzing pipeline health utilizing the Customer Relationship Management (CRM) system to produce accurate and informative reporting, and other ad-hoc requests. Strong candidates will have exceptional analytical skills, identify trends, learn new tools quickly, be flexible, comfortable working in a fast-paced Aerospace and Defense related business development and technology environment and be able to coordinate multiple high-priority tasks at once.
Business Development Operations analysis presents actionable data on performance trends and efficiency and effectiveness to business leadership. Position includes sector oversight of the use of CRM processes and tools for the daily management of our business pipeline and orders analysis. This position is responsible for managing and improving CRM data quality and reporting. Direct coordination with FP&A is required to ensure alignment in orders plans and reports. Supports pipeline reviews, financial reviews, opportunity reports, the Strategic Plan process, Annual Operating Plan and Quarterly Operations Reviews. Individual works closely with Segment Business Development Operations, Sector Finance, Business Development, and Proposal Center. Responsible for BD Operations Training across sector as needed.
Essential Duties & Responsibilities:
Operations Management: Tracking and reporting performance metrics and anticipating trends and disruptions to our business. (e.g. Opportunity pipeline, Lead Generation, Market penetration, pursuit maturity, calculation of Pwin, Pgo, tracking and reporting Wins and Losses metrics, and Market data analysis).
Management of data and systems that drive management, reporting and analytics.
Help ensure smooth operation of the Business Development function: assist in the management of the business development and capture processes, consultants and sales reps; facilitate requests for information; identify and address pain points leveraging knowledge of best practices; internal project management.
Subject Matter Expert for business development process activities across department job functions - highly skilled in report generation, data tracking and trend analysis, CRM quality control, graphically depicting business metrics, strategy integration and business reporting.
Opportunity pipeline: Track, review, and assess pipeline opportunities and ensure the Gate process is implemented and appropriate progress is maintained and reported for each opportunity
Maintain key performance metrics, including win rate, Pwin, bid rate, etc.
Track all upcoming opportunities through all available tools (e.g. GOVWIN, DACIS, etc) and Capture/BD staff
Improve CRM implementation, providing end-user support of the CRM application. Support CRM onboarding, on-going training, leveraging MS Dynamics, etc.
Assess, troubleshoot and test the TSS CRM database to resolve issues and to add or modify features.
Create reports and Tableau dashboards monitoring business development metrics, goals and measurement for key learnings to enhance CRM system effectiveness.
Work closely with Financial Planning & Analysis (FP&A) to provide timely reports and track against Annual Operating Plan
Coordinate with Sector leadership for collection and representation of data related to the Strategic Plan and Priority Pursuits
Assist in implementation and administration of proper data collection policies and procedures to ensure data quality/integrity (consistent, accurate, and timely).
Conduct pipeline analysis and trend identification and query data to drive action-oriented insights for leadership.
Support Sector reporting and reviews (e.g., Quarterly Pipeline Reviews, Business Reviews, Annual Strategic Plan, Weekly Opportunity Reports, Weekly Pursuit reviews, etc.).
Complete ad-hoc projects and reporting as assigned.
Qualifications:
Bachelor's degree in a quantitative field such as Mathematics, Statistics, Engineering, Computer Science, Economics, Finance, Business or related field and minimum of 9 years prior related experience.
Graduate Degree with a minimum of 7 years of prior related experience.
In lieu of a degree, minimum of 13 years of prior related experience. .
Master’s Degree preferred
8+ years of operations/strategic planning/program management or business experience.
Experience managing program or project teams responsible for delivery.
Analytical mindset with skills gathering data from multiple, often disparate, qualitative and quantitative sources and synthesizing it into meaningful reports and presentations
Experience with the Microsoft Office Suite, to include exceptional skills in PowerPoint and Excel
Preferred Qualifications:
Ability to handle multiple tasks simultaneously; possesses strong organization and prioritization skills.
Working knowledge of defense, aerospace, intelligence, and adjacent markets
Comfortable working in a high volume, fast-paced, rapidly changing, results-oriented work environment
Strong organizational, interpersonal, and communication skills (written and presentation) and an exquisite attention to detail
Team oriented with the ability to work independently with minimal supervision
Experience with CRM tools such as Microsoft Dynamics and dashboard tools such as Tableau
L3Harris Technologies is proud to be an Affirmative Action/Equal Opportunity Employer. L3Harris is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All applicants will be considered for employment without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender (including pregnancy, childbirth, breastfeeding or other related medical conditions), gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, characteristic or membership in any other group protected by federal, state or local laws. L3Harris maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks, where permitted by law.