Senior Capture Excellence Director

Northrop Grumman•Falls Church, VA

1d•$242,100 - $363,100•Hybrid

About The Position

At Northrop Grumman, our employees have incredible opportunities to work on revolutionary systems that impact people's 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 nation's 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, they're making history. Northrop Grumman Mission Systems (NGMS) is seeking a Senior Capture Excellence Director. The preferred location for this position is McLean, VA, however, this role could operate out of Baltimore, MD, Falls Church, VA, or Rolling Meadows, IL and requires travel to our major Mission Systems sector sites. This position plays a critical role driving capture excellence in the Mission Systems sector. The selected candidate will be responsible for coordinating captures across the sector as well as working closely with sector staff, the division business development directors, subject matter experts, external consultants and corporate business development, to ensure achievement of near and long-term strategic growth objectives for the sector. This position will also be responsible for managing all the Sector and Enterprise Priority Wins (SPWs/EPWs) and rolling out Business Development Excellence (BDEx) Initiatives that are critical to standardizing BD and Capture activities across the Enterprise. Additionally, the capture excellence role is responsible for improving Pwin and Pgo across the Mission Systems Sector for these priority captures, managing Sector level proposal activities to improve proposal excellence, and performing customer and competitive level intelligence and analysis (CI/CA) and position to win (PTW) functions. The candidate must have demonstrated experience successfully leading large captures, to include extensive experience with customer engagement, strategy development, resource planning, and acquisition processes. The successful candidate will have demonstrated experience leading diverse teams, be a strong communicator, and be able to work successfully within classified and unclassified areas. The candidate will collaborate closely with leadership at all levels as well as business functions (e.g., business management, contracts, global supply chain, security, etc.). The Senior Capture Excellence Director will work as an integral part of the Mission Systems Sector Growth team, reporting to the Vice President of Mission Systems Sector Business Development.

Requirements

Bachelor’s degree in business, technical or other relevant discipline
Minimum of 15 years’ relevant experience (Intelligence, Defense or Federal Civilian)
Active Secret and / or TS clearance, with the ability to obtain SCI
Demonstrated ability to lead multi-disciplinary business development, strategy development activities.
Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, ensuring execution of customer call plans to shape acquisitions in order to respond to and win business with new and existing customers.
Extensive knowledge, experience, and success in leading and winning captures of large-scale opportunities over $500M.
Strong verbal communications skills and prior experience briefing executives.
Ability to influence constructively and work across divisions and sectors.
Experience with developing and maintaining effective internal and external business relationships, including with customer decision-makers and industry partners.
Demonstrable understanding of all contract types (non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus).
Ability to work and execute a quick reaction process for all government. responses.
Demonstrated working knowledge of the Federal Acquisition Regulations (FAR).
Ability to lead local and geographically dispersed teams.
Willingness to travel up to 25% per month.

Nice To Haves

Bachelor’s degree in engineering or technical field and Master’s degree in technical/business field
20 years of industry experience in capture leadership, business development, and/or program management
Experience leading and supporting international captures

Responsibilities

Exceptional leadership, collaboration, communication, and team building skills.
Collaborate with the sector capture and proposals organization to implement best practices throughout the sector.
Guide capture teams pursuing sector priority wins and other key opportunities; provide strategic insight and recommendations.
Develop capture strategy and tactics to produce capture products such as competitive assessments, teaming strategies, and prices-to-win analysis results applied to improve competitive posture.
Develop clear and concise Win Themes and Value Propositions for the capture.
Understand the customer marketplace, stakeholder customer organizations and budgets to identify market drivers and trends and develop strategies.
Maintain relationships with internal stakeholders and functional organizations involved in program capture.
Develop and maintain strong relationships with teaming partners and industry associations to help drive partnerships.
Coordinate and collaborate with line of business management, strategy, business and finance, contracts and global supply chain, technology and engineering offices and functions.
Excellent communication skills and ability to effectively interact with the customer, program management, business unit and supply base executives and functional management.
Execute sector processes and strategies that result in an increased capture PWin and improved win rate.
Experience in leading capture teams and their leveraging of Customer Relationships Management (CRM) tools (e.g., Salesforce) while following the process standards of the Northrop Grumman Business Acquisition Process (BAP)
Mentoring / Coaching BD & Capture leaders across Sector in developing winning strategies, specifically for Enterprise and Sector Priority Wins
Scheduling, tracking, and orchestrating Sector and Corporate gate reviews and Sector Capture Reviews (SCRs)
Leading the independent capture assessments process to improve capture success.
Leading the development of corporate briefing materials and responses for the VP of BD, including ELT briefings, Deep Dives, monthly New Business Reviews, and Sector Gate Reviews.
Ensuring accuracy and consistency of the Customer Relationships Management (CRM) tools (Salesforce) and process standards of the Northrop Grumman Business Acquisition Process (BAP). Identifying areas for process improvements and improved maximum use of tools such as metrics, dashboards, reports, etc.
Aligning Sector and Division pipeline new business development activity to define new business opportunities that ultimately achieve the Annual Operating Plan (AOP) and Long-Range Strategic Plan (LRSP) growth goals for the Sector.
Rolling out Business Development Excellence (BDEx) initiatives and processes and participating in all Corporate led EXCOMs and STEERCOs (Steering Committees)