Senior Manager Capture Management

Northrop Grumman

106d • $187,000 - $280,600

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 Aeronautics Systems (NGAS) is seeking a Manager 3 (S03), Capture Management to lead an International autonomous aircraft capture effort. The preferred location for this position is in El Segundo, CA and this assignment requires travel to other major Aeronautics Systems sector sites, supplier sites, and customer sites. This position will lead this capture in the Aeronautics Systems sector. The selected candidate will be responsible for leading the capture of the International opportunities and working closely with program and cross-functional teams to ensure the achievement of near and long-term strategic growth objectives for the sector. The role expects previous international capture experience, preferably with AUKUS, EU, and/or NATO countries, with experiences in industrial participation, offsets, and working with the US agencies that enable international sales. The candidate must have demonstrated experience successfully leading international captures, including extensive experience with customer engagement, strategy development, resource planning, and acquisition processes.

Requirements

• 9 years’ of relevant experience (Military, Defense or Federal Civilian) with a Bachelor’s degree in business, technical or other relevant discipline, or 7 with a Masters.
• Extensive knowledge, experience, and success in leading and winning captures of large-scale opportunities.
• Minimum of 4 years directly running a capture.
• Minimum of 5 captures executed of capture size at least $25 million.
• Minimum completion of formal capture training.
• Of the 5 captures, have led at least 1 AUKUS or European international capture.
• Demonstrated ability to lead multi-disciplinary business development, strategy development activities.
• 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).
• 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 to respond to and win business with new and existing customers.
• Demonstrated exceptional written and presentation development capabilities with 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.
• Ability to work and execute a quick reaction process for all government responses.
• Ability to lead local and geographically dispersed teams.
• Willingness to travel up to 50% per month.
• Have a current DoD Secret clearance.
• Demonstrate ability to get and hold a SAP clearance.

Nice To Haves

• Extensive knowledge, experience, and success in leading and winning captures of large-scale opportunities.
• 7 years directly running a capture.
• 10 captures executed of capture size up to $250 million.
• Have completed advanced capture courses.
• Have successfully captured an aerospace and defense effort from AUKUS/EU/NATO.
• 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.

Responsibilities

• Demonstrate exceptional leadership, collaboration, communication, and team building skills.
• Collaborate with the sector strategy and growth organization to implement best practices throughout the sector.
• Lead a capture team and identify other key adjacent opportunities; providing 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 in accordance with the business acquisition process.
• 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.
• Demonstrate excellent communication skills and ability to effectively interact with the customer, program management, business unit and supply base executives and functional management, as well as internal stakeholders.
• Execute sector processes and strategies that result in an increased capture PWin and improved capture win rate.
• Lead the development of briefing materials and responses for executive leadership, including ELT briefings, Deep Dives, monthly business reviews, and Sector Gate Reviews.
• Ensure accuracy and consistency of the Customer Relationships Management (CRM) tools (Salesforce) and process standards of the Northrop Grumman Business Acquisition Process (BAP).

Benefits

• Flexible work arrangements.
• Phenomenal learning opportunities.
• Exposure to a wide variety of projects and customers.
• Very friendly inclusive environment.
• Employee Resource Groups (ERGs) providing benefits for members.
• Excellent work/life balance.
• Exceptional benefits/healthcare.
• 9/80 schedule.
• Great 401K matching program.

What This Job Offers

• Career Level: Manager
• Education Level: Bachelor's degree