Manager Capture Management 3

RELOCATION ASSISTANCE: Relocation assistance may be available

CLEARANCE REQUIRED FOR START: Yes

CLEARANCE TYPE: Top Secret

TRAVEL: Yes, 50% of the Time

Description

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 a priority international capture.

Embark on a career putting innovative products into our customers’ hands. Northrop Grumman has opportunities waiting for you to play a vital role in national defense and supporting multiple programs across the landscape.  On our team, you’ll discover a culture of curiosity and collaboration that will have you Defining Possible from the day you start. Our aeronautics systems protect millions of people on Earth every day, now and for the future. Explore your future and launch your career today. 

The preferred location for this position is in El Segundo, CA or Redondo Beach, CA and this assignment requires travel to other major Northrop Grumman sites, supplier sites, and customer sites.

The selected candidate will be responsible for leading the capture of an emerging Air Dominance infrastructure and modernization opportunity, working closely with program and cross-functional teams to ensure capture and program outcomes are met.

The role requires strong capture execution experience, preferably on a complex weapon system, navigating an international customer.

The candidate must have demonstrated experience successfully leading critical scope on previous captures, including extensive experience with customer engagement, strategy development, resource planning, and acquisition processes. The successful candidate will have demonstrated experience leading diverse cross-functional teams, be a strong communicator, and be able to work successfully within classified and unclassified areas.  The candidate will collaborate with leadership at all levels as well as business functions.

The Manager, Capture Management will work as an integral part of the NGAS capture team, hardline reporting to the Capture Functional Homeroom lead with an assignment role to the F-35 Business Unit Vice President. 

In this job, you will: 

• Lead “down and in” capture execution and be responsible for delivering program and capture outcomes
• Develop and manage capture rhythm, resourcing (staff, and investments), and related capture execution schedule
• Establish program definition for the proposed effort
• Develop / refine capture strategy, tactics, win themes
• Provide overall senior leadership for proposal development aligned with the established win strategy and PTW
• In collaboration with Engineering, Business Management and Business Development, lead early development and integration of PTW, DTC, and CAIV (as applicable, based on acquisition phase and strategy)
• Establish and manage the execution of a successful “Color” team, NAR/ICE, and business clearance process
• In collaboration with GSC, integrate principal teammates into capture team to ensure a seamless proposal development
• Execute appropriate Business Acquisition Process (BAP) steps and Northrop Grumman capture best practices
• Execute associated program transition planning & manage transition to execution
• Support “up and out” senior customer and company engagement
• Facilitate integration between primary activity and other related efforts
• Demonstrate exceptional leadership, collaboration, communication, and team building skills consistent with Northrop Grumman values and leadership principles
• Collaborate with the sector strategy and growth organization to implement best practices throughout the sector
• Partner with cross-functional leaders in strategy & growth, GSC, Engineering, Pricing, and Business Management to guide competitive assessments, teaming strategies, and Position-to-win and price to win products to improve NG competitiveness
• Develop clear and concise Win Themes and Value Propositions for the capture
• Partner with Business Development to understand the customer’s needs, wants, desires, buying behavior, value proposition, stakeholder customer organizations and budgets
• Align capture strategy and customer value proposition
• 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.
• 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).

Basic Qualifications: 

• 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
• 10 years with a bachelor’s degree in business, technical or other relevant discipline or 8 years with a Masters with relevant experience (Military, Defense or Federal Civilian)
• 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 Top Secret clearance

Preferred Qualifications: 

• Ability to obtain and hold a SAP and SCI clearance
• Extensive knowledge, experience, and success in leading and winning international captures
• Demonstrated experience with industrial engagement (Industrial Participation or Off-Set)
• Extensive capture knowledge and experience navigating trade/export compliance, and non-US acquisition, budgeting, requirements processes
• Extensive knowledge, experience, and success in leading and winning captures of large-scale opportunities
  • Minimum of 2 years directly executing and leading significant scope on a capture of at least $1B or
  • Key leadership role with relevant experience on a corporate Priority Pursuit or
  • Minimum of 3 years directly running a capture of at least $250M or
  • Have completed  advanced capture courses 

We offer phenomenal learning opportunities, exposure to a wide variety of projects and customers, and a very friendly inclusive environment! We are looking for self-motivated, proactive, and goal-oriented people to help us grow our services and become even better at what we do.

Our Employee Resource Groups (ERGs) provide benefits for the members, our leaders and the company. Our ERGs offer opportunities to be a friend, be active, be a volunteer, be a leader, to be recognized and to be yourself. Every ERG is inclusive of all employees! Does this sound like what you're looking for?

At Northrop Grumman, we are on the cutting edge of innovation-- building the next generation of sophisticated products to protect our country. Our diverse portfolio of programs means there are endless paths to cultivate your career. We are well k