Head of Commercial

As L3Harris continues to grow, we require a strong and creative leaders to inspire our commercial teams and give direction and support to our commercial activities.

As our Head of Commercial you will be responsible for the effective commercial management of the training services businesses, providing direction and leadership to the training services commercial team, as well as commercial knowledge and guidance to our business units.

As a leader for the commercial focus of the company, this role will ensure the organization negotiates competitive solutions to support our growth and have the potential to enhance revenue through participation in negotiations. In addition to this, you will assist the business units by supporting on all commercial/contract matters, oversee the preparation of proposals, present deal recommendations to our leadership and ensure effective pre and post contract activity.

As well as structure deals competitively, you will ensure the risks, liabilities and commitments of Contractual Agreements that the relevant business unit enters into, are clearly understood by the business and that any guidelines set by the corporation are adhered to.

You will ensure the Company’s commercial and contracts processes are appropriate, communicated and operated so as to achieve the goal of conducting business with integrity at all times.

Core responsibilities will involve, but not be limited to:

  • Define the functional plan for the training services Commercial department and a clear commercial strategy which leads to clear direction and leadership to the training services commercial team as well as commercial knowledge and guidance to L3Harris Executives and employees.
  • Be an active member of the Senior Management Team contributing to the management of the business being conversant with, and contribute to, the objectives and strategy of the business.
  • Establish and maintain templates for the various types of contract and agreement the company expects to provide.
  • Oversee the training services commercial terms of all appropriate bids and contracts to ensure that bid managers, program managers and relevant executives and staff are briefed in the terms of contract as well as the risks/opportunities identified therein.
  • Take a leading role in the development of negotiation strategies (and execute as necessary) during the bid and contract delivery phases to support the winning of business and resolving material commercial issues during the delivery phase.
  • Oversee the company’s strategy regarding its IP protection for training and leverage.
  • Oversee the provision and management of any bank guarantees and other forms of bonds.
  • Establish an appropriate Commercial risk management framework to include the regular reporting of risks in contracts and proposals.
  • Keep abreast of current contract and commercial law and advise the business accordingly.
  • Lead the development of the Commercial function processes ensuring they incorporate best practice and key performance measures. Work closely with the Head of Commercial (Products) to ensure consistency of commercial processes across the business.
  • Lead the development of the team members ensuring they are equipped with the appropriate skills in order to deliver against the business needs.
  • Develop and maintain a good working relationship with customers (internal and external) and strategic subcontractors. Identify approaches and alliances which will bring business benefits to the Division.

Key Competencies Required

  • Proven leadership skills with the ability to motivate and inspire local & remote based teams as well as encourage/foster teamwork.
  • Experience of delivering business-critical projects in large, complex organizations
  • Strong communication / interpersonal and influencing skills to Senior Management and Board level.
  • Able to build relationships with colleagues, customers and senior leaders with excellent communication skills required to be able to convey ideas and influence decisions at all levels of the business internally and to external customer organizations.
  • Creating and implementing transformational change agenda in a dynamic environment
  • Strong decision-making skills and emotionally resilient and diplomatic at all times
  • Appreciative of different cultures
  • Excellent analytical and problem solving skills
  • Confident and comfortable in stressful / challenging situations with Customers and Suppliers, with the ability to stay calm under pressure.
  • Excellent written and spoken communication skills and able to communicate and role model L3 CTS’s vision and objectives to the whole team
  • Proactive in supporting and delivering business decisions with a strong understanding of business and market knowledge.
  • Highly motivated for results
  • Able to offer flexible solutions to commercial challenges


Essential skills and experience:

  • Significant commercial experience with demonstrable working knowledge and first-hand experience of contract law.
  • Demonstrable experience of leading and motivating a team.
  • Experience of working in a multi-national environment.
  • Experience of working with a variety of customers in varying jurisdictions.
  • Demonstrable experience in reviewing and negotiating contract terms and conditions within a commercial environment.
  • Experience of risk management including insurance management
  • Experience of drafting, vetting and negotiating contracts and other required technical schedules and documentation.
  • Experience of managing customer contracts and/or subcontractor contracts.
  • General knowledge of the wider Civil Aerospace market would be an advantage

 Qualification and educational requirements:

  • Educated to Degree level or equivalent in a Business or Law related subject (preferable but not essential)

Additional information: Applications will only be accepted from individuals who possess the eligibility to live and work within the EEA.

L3Harris is an equal opportunities employer and positively encourages applications from suitably qualified and eligible applicants regardless of their background.

Note: This advert is designed to indicate the general nature and level of work performed by employees within this job title. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the role. The employee may perform other related duties as required to meet the ongoing needs of the organization.

As part of this application you will provide us certain personal data as defined by the Data Protection Act. This information will be used for reviewing and assessing your application for this vacancy and shall be retained for a maximum of 12 months. Should you wish for your data to be deleted in respect of this application please email careers.cts@L3Harris.com

To apply: If you can demonstrate your qualifications, knowledge, skills and experience match our requirements, we’d like to hear from you.

Agency information: L3Harris currently operates a preferred agency arrangement for all permanent, contract and temporary recruitment across all areas of the business.  As such, we ask that agencies refrain from making contact with any of our colleagues and no CVs are submitted.  Any unsolicited CVs or communications will reflect unfavourably on any potential opportunities for your agency. Any unsolicited CV will be sent at your own risk and will be interpreted as 'gifts' and we will reserve the right to engage with candidates directly having not, in any way, entered into your company's Terms and Conditions of Contract.

If you would like to be considered for preferred supplier status in the future, please send a brief introduction to your business to careers.cts@l3Harris.com, clearly stating in the header of your e-mail your company name and the disciplines that you specialise in. Your e-mail will then be kept on file for consideration should we review our current preferred arrangements.  Many thanks for your interest and co-operation with this.

Apply now
Application deadline: Jan 04 2020






Airline Solutions
Job Type
Head of Commercial
Crawley, UK
Start date(s)
December, 12.06.2019
Apply now