Requisition ID: R10175261- Category: Business Development
- Location: McLean, Virginia, United States of America Rolling Meadows, Illinois, United States of America Falls Church, Virginia, United States of America Linthicum, Maryland, United States of America
- Clearance Type: Secret
- Telecommute: Yes- May Consider Full Time Teleworking for this position
- Shift: Days (United States of America)
- Travel Required: Yes, 50 of the Time
- Positions Available: 1
At Northrop Grumman, our employees have incredible opportunities to work on revolutionary systems that impact peoples lives around the world today, and for generations to come. Our pioneering and inventive spirit has enabled us to be at the forefront of many technological advancements in our nations history - from the first flight across the Atlantic Ocean, to stealth bombers, to landing on the moon. We look for people who have bold new ideas, courage and a pioneering spirit to join forces to invent the future, and have fun along the way. Our culture thrives on intellectual curiosity, cognitive diversity and bringing your whole self to work — and we have an insatiable drive to do what others think is impossible. Our employees are not only part of history, theyre making history. Northrop Grumman Mission Systems (NGMS) is seeking a Capture Strategy Director to join the Strategic Capture and BD Excellence Team, which is part of the Sector’s Strategic Growth organization. The selected individual will be responsible for supporting the Capture leadership Center (CLC) in all operational activities that enable the team to meet the needs of Sector and Division Priority Win Pursuits and Enterprise Campaigns.
We are looking for a proven leader with a documented record of success in bringing in profitable new business. The ability to professionally interact with a variety of people up and down the value stream both internally and externally is extremely important while being able to think strategically in developing capture planning. You will charter, train, and equip capture teams to conduct sprints that enhance spanet positioning, advance capture maturity, and develop compelling offers for customer evaluation feedback. This role actively interacts with business development, strategy, technology working groups, business model innovation, operations, digital engineering and competitive design functions.
Primary responsibilities will include:
- Serve as a capture strategist supporting one or multiple NGMS Divisions; in this role you will be responsible for supporting Sector and Enterprise Priority Wins in the development of win and shaping strategies in support of Pwin and Pgo Improvement; execute workshops to develop Value Elements and Critical Assumptions/Uncertainties; and support Lessons Learned for win and losses
- Assist in validating assumptions and spanet discriminators that enhance the quality of the franchise capture win strategy, co-lead sprint approaches throughout the business acquisition process (BAP).
- Integrate teams across functional boundaries serving as a facilitator, coach and trainer to critically assess products, capabilities, technology, business models, and management approaches.
- Develop portfolio management frameworks, capture strategy, customer value propositions and discriminating technical, management, and business offerings.
- Identify potential customers, synthesize competitive assessments, support make/buy, and price-to-win decision cycles; participate in bid and proposal team activities.
- Support and guide to business unit teams in developing a pursuit strategy for opportunities
- Supports and advises the Capture Manager and team on proposal generation
- Advise senior management on the strategies, and their associated risks, that promote the highest probability of winning
- Prepare, maintain, and coordinate with functional organizations / division capture teams to keep projects on schedule; identify risks / opportunities to mitigate project issues
- Support the Strategic Growth Professional Community, by organizing train and equip content and delivering experiential learning for groups > 50 people.
Basic Qualifications:
- Must have a bachelor’s degree AND 12 or more years of related professional/military experience OR a master’s degree AND 10 or more years of related professional/military experience
- Candidates must have knowledge and demonstrated track record in identifying and developing spanets, new business wins, new business growth
- Demonstrated Capture leadership experience – 10 or more years leading or supporting key captures in Aerospace or equivalent field, valued at multiple $100M’s or $1B dollar captures
- Experience in Business Development and capture management and execution, specifically in developing capture strategies, value propositions, conducting competitive analyses, business cases, cost strategies, and shaping strategies
- Experience in using BD and opportunity tracking tools (i.e. SalesForce or equivalent) and creating and/or using tools and templates to support the capture process
- Demonstrated leadership experience – either leading direct reports, campaign teams, or integrated product teams
- Impeccable leadership and communication skills
- Results oriented, winner mentality
- Demonstrated experience in effective and successful negotiations
- Business Development experience and knowledge
- Strong understanding of national strategy, military roles and missions, organization, enterprise process and business contacts
- Knowledge of the DoD acquisition and planning/programming processes
- US citizenship required
- Must have a minimum of an active DoD Secret clearance; OR DoE equivalent (active clearance is required to be considered)
Preferred Qualifications
- TS/SCI Clearance or Eligible
- Master’s Degree or MBA
- Knowledge of and relationships with key mission systems customers in the Department of Defense, National Security, and Civilian communities
- Experience with the DOD and National Security acquisition processes including supporting processes such as requirements development and budgeting
- Technical fluency. Ability to understand and engage in discussion about space-based mission capability, system architecture, and technology. 5+ years developing, maintaining, and executing strategic plans.
- Experience with capture execution (Customer Funding and Budgeting, Industry Days/RFIs/RFPs, Proposals, Source Selection, etc.)
- Knowledge of and experience with the Northrop Grumman BAP
Salary Range: $209,600 - $314,400
The above salary range represents a general guideline; however, Northrop Grumman considers a number of factors when determining base salary offers such as the scope and responsibilities of the position and the candidates experience, education, skills and current spanet conditions.
Employees may be eligible for a discretionary bonus in addition to base pay. Annual bonuses are designed to reward individual contributions as well as allow employees to share in company results. Employees in Vice President or Director positions may be eligible for Long Term Incentives. In addition, Northrop Grumman provides a variety of benefits including health insurance coverage, life and disability insurance, savings plan, Company paid holidays and paid time off (PTO) for vacation and/or personal business.
The application period for the job is estimated to be 20 days from the job posting date. However, this timeline may be shortened or extended depending on business needs and the availability of qualified candidates.Northrop Grumman is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability, or any other protected class. For our complete EEO/AA and Pay Transparency statement, please visit. U.S. Citizenship is required for all positions with a government clearance and certain other restricted positions.
