Territory Sales Manager
Public Safety & Communications - Eastern Canada
About L3Harris Broadband Communications
Engineered for rapid deployment, L3Harris Broadband Communications solutions provide unmatched high-speed, high-capacity voice and data for mobile or dismount operations. These standalone systems are ideal for military, public safety, security force and commercial applications. They are ruggedized for extreme environments, ensuring reliable 4G LTE cellular and wireless broadband connectivity.
L3Harris Public Safety and Professional Communications (PSPC) broadband products feature the industry’s only converged technologies for mission-critical communications through LTE and Land Mobile Radio. Designed for top performance in harsh environments, they deliver exceptional audio quality, long battery life and abilities to receive streaming video feeds and access data bases while on the move. Our enhanced Push-To-Talk application extends critical connectivity to anywhere in the world, allowing users to talk with and track locations of team members through ruggedized smartphones, tablets and PCs.
To learn more, visit: https://www.harris.com/solution-grouping/public-safety-lte
About the Role
With our International Sales based in Canada – the Territory Sales Representative provides sales and sales pipeline management for all opportunities and pursuits of L3Harris Broadband Communications in the Canada’s eastern region. The specific market focus will be in the Public Safety domain, including Fire, Police, Paramedic, Hydro, and Municipal Security or adjacent markets.
Overall, you will be accountable for the growth of top-line revenue, customer acquisition levels and overall profitability for the territory (or market). To accomplish this, you will be responsible for actively seeking out and engaging new customer prospects as well as managing existing customer relationships by providing comprehensive and suitable solutions for every customer. This will involve a host of collective activities around acquiring and leveraging marketing intelligence data, developing sales / business / product development plans and communicating and executing winning market plans and capture strategies.
Because of the nature of our markets and customers, this position requires Canadian Citizenship and the ability to obtain and maintain a security clearance. Approximately 60% overnight travel with periods of week-long absences is a key element of this role.
As a Territory Sales professional, we are seeking those who have proven success with:
Strategic Planning and Execution
Time and Territory Management
Product / Technical Knowledge
The overall objective for this role is growth of top-line revenue, customer acquisition levels and profitability. To achieve this, you will be responsible for:
Achieving agreed-upon sales targets and outcomes within schedule
Prospecting, qualifying, proposing, capture negotiation and closing new deals
Managing opportunities in all stages of the sales funnel, including performing cost-benefits and needs analysis of potential customers
Establishing, developing and maintaining positive business and customer relationships.
Influencing customer procurements to gain competitive advantage
Performing competitive assessments and identifying attractive solution positions
Conducting sales presentations and marketing activities, including participation in tradeshows, conferences and product demonstrations
Providing updates to senior sales/operations staff of any accounts concerns, financial status or other matters as applicable Assisting customers and other sales channels to achieve business goals
Ensuring that customer management tool updates are complete, forecasting and sales plan information activity is up to date and that attending sales meetings , expense reporting submission and other administrative efforts are complete
Ability to manage 60% overnight travel with periods of week-long absences
Desired Skills, Experience & Education
5+ years of recent and relevant experience managing complex communications systems sales in either public safety, utilities, emergency management or transportation markets; or in business to business or business to government environments with multi-decision point processes
Domain industry experience in public safety, utilities, transportation markets with knowledge of the buying and funding process of the market
Bachelor’s or Graduate Degree
Strong process orientation and experience in professional sales programs such as Target Account Selling, Shipley or Miller-Heiman (preferred but no required)
Proven experience in consultative selling – focusing on building and sustaining strategic relationships
Strong knowledge of market competitors and technology
Proven experience in developing and executing robust sales plans and managing complex cross functional pursuits
Demonstrated ability to optimize territory growth
Strong negotiation skills
Experience managing large complex deals with protracted procurement processes consisting of multiple decision makers, multiple competitors, and requiring multiple levels of approval
Experience managing the dealer experience, from both a sales and service delivery perspective
Familiarity with Customer Relationship Management (CRM) tools to build productive business professional relationships
Bilingual in English and French would be considered a strong asset
About L3Harris Technologies
L3Harris is a technology company on a mission. Our customers perform on the world’s most challenging front lines. They trust us to keep them prepared for what’s next.
We combine speed, innovation and flawless execution to give people confidence and security in the world ahead. As we relentlessly pursue new ideas, we know that everything we bring to market must deliver, without fail, every time. The urgency of our quest is matched by our commitment to the people we serve.
In a world of ever accelerating change, threat environments move fast. We move forward faster, delivering industry-leading value.
Organized into four segments – Integrated Mission Systems, Communications Systems, Space & Airborne Systems and Aviation Systems – L3Harris Technologies employs over 50,000 people worldwide in over 50 countries, customers in over 130 countries, with annual revenues of $17 Billion.
To learn more, visit https://www.l3harris.com/capabilities
Diversity & Inclusion
We believe that diversity among our employees makes us a stronger organization.
We are committed to diversity and inclusion within our L3Harris family, and our community by welcoming and encouraging applications from anyone interested without regard to race, colour, religion, gender, sexual orientation, gender identity, national origin, age, disability, protected veteran's status, Aboriginal status or any other legally protected groups.
For people with disabilities, we work with you throughout the recruitment process to ensure you have what you need in order to be at your best. If you require any accommodation for any part of the recruitment/interview process or as you start you career with us just let us know and we will take care of you.
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 our unwavering focus on values, dedication to our communities and commitment to excellence in everything we do.
This job description is not intended to be an all-inclusive list of responsibilities, skills, efforts or working conditions associated with this job. Management reserves the right to modify, add or remove duties as necessary.