Northrop Grumman Director - Capture Management 1 in Herndon, Virginia
Director - Capture Management 1
Requisition ID: 17014239
Location(s): United States-Virginia-Herndon
US Citizenship Required for this Position: Yes
Relocation Assistance: No relocation assistance available
Travel: Yes, 25 % of the Time
Are you interested in expanding your career through experience and exposure, all the while supporting a mission that seeks to ensure the security and freedom of our nation and its allies? If so, then Northrop Grumman may be the place you.
Northrop Grumman is a leading global security company providing innovative systems, products, and solutions in unmanned systems, logistics and modernization, cyber security, and C4ISR to government and commercial customers. We operate in all 50 states and 25 countries with 65,000 employees who are committed to innovation, development, and discovery. Here at Northrop Grumman, we seek to deliver the value of performance by bringing the next generation of technology to life.
Our professionals live and breathe different perspectives here; we are curious about the world, accepting of each other, and well aware that the more ideas, backgrounds, opinions, and experiences we bring to our work, the stronger that work will be. Just as you would invest your time and hard work into our company, we focus on investing back into you through enriching professional experiences and high-quality learning and development opportunities. We want you to bring your whole self to work and for you to have meaningful connections with your coworkers, customers, and communities, while providing the best products, systems, and technologies to protect our world.
Northrop Grumman Technology Services, GLM Division, is seeking a Director of Capture Management to join our team of qualified, diverse individuals. The position's primary location is Herndon, VA.Experience winning international contracts$500M and overis the priority.
Roles and Responsibilities:
Provides oversight over capture manager efforts to secure new or re-compete contracts, or task order business and ensures each contain a strong business case/ROI and budget that is adhered to.Provides oversight to capture win strategies/value propositions including business and technical solution, potential customers, competitive assessments, teaming suppliers, and price-to win assessments and pricing solutions.Provides oversight over M&S and B&P development and adherence; BAP compliance as appropriate, timeliness of Gate Reviews, and oversight of other internal briefings such as NAR/ICE and C101 presentations, RFI responses, ROMs, and Proposals. Maintains on-going interaction with Business Development (BD) and BUs/OUs. Provides leadership and training to CM team.
·Hold Capture Managers accountable to and measured against metrics that include but are not limited to, capture rate, win rate, supporting financial goals and market strategies.
·Responsible for winning new business within the DoD market against defined metrics
·Support business growth through awards meeting ROS requirements.
·Ensuring Capture Team qualifies, pursues, and bids large ($100M ) new business opportunities.
·Ensuring Capture Team understands the DoD market space and related NGTS capabilities and services (customer needs, preferences, policies, and operational concepts).
·Advise at a strategic level and execute at a tactical-level on opportunity-specific captures.
·Contribute to competitive capture strategies that clearly demonstrate capture value, clear understanding of customer issues, NGTS specific discriminators, assessment of competition, CONOPS, win strategy, PTW, business case and the other requirements in BAP required for each capture through bid submission.
·Support Capture Managers in developing and presenting strategies and objectives for each opportunity that are well thought out for a bid decision to be made by leadership.
·Ensure Capture Managers are aware of the environment to include the customer, the competition and our own situation.Capture Managers must work independently and set up customer calls, develop capture solutions, craft winning teams, set up black hats, win strategies, price to win teams, CONOPs teams, pricing teams, SCM and procurement teams, HR teams, etc, and conduct initial business case assessments.
·Capture Manager is responsible for finding solutions to the customer’s needs that will surpass what the competition can provide and that will lead to a NGTS win.
·Ensure Capture Managers are innovative and find new opportunities, overcome obstacles and present a business case that assists the division in reaching its goals.
·Ensure Capture Managers support Division with customers and work in partnership with the customers and assist with issues that arise within the division to ensure we support new business growth and keep current business sold.
·Ensure Capture Managers plan and direct Capture/Proposal activities to achieve wins and revenue generation.
·Provide sound business judgment, innovation in approaching business challenges and the ability to translate a strategic plan into operating results.
·Ensure Capture Managers are always ethical and above reproach in all that they do and maintain the ethical integrity of the capture team and their conduct.
• BS/BA degree required and 14 years or more of relevant experience to include capture/business development experience or Master's degree and 12 years of relevant experience
• Track record of capture on large/major pursuits.
• International business capture experience.
• Ability to obtain a security clearance is required.
• Ability to Travel
• Customer intimacy with USAF, US Navy, US Army.
• MBA degree.
• Profit & Loss experience.
• PM experience.
• Experience with and expertise with NGC BAP.
• Greater than 14 years BD or PM experience in a top-tier Defense contractor organization.
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 www.northropgrumman.com/EEO . U.S. Citizenship is required for most positions.
Title: Director - Capture Management 1
Requisition ID: 17014239