Requisition ID: R10168481- Category: Business Development
- Location: Falls Church, Virginia, United States of America
- Clearance Type: Secret
- Telecommute: No- Teleworking not available for this position
- Shift: 1st Shift (United States of America)
- Travel Required: Yes, 25 of the Time
- Relocation Assistance: Relocation assistance may be available
- 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’s Corporate Global Business Development Office is seeking an experienced Capture Intelligence Manager to support priority enterprise capture efforts. Located at Corp headquarters in Falls Church, VA, the team member will work closely with capture managers, Corporate and P&L business leaders on enterprise priority capture campaigns.
The manager will lead and coordinate capture intelligence (customer and competitor intelligence) across the enterprise to provide thoughtful and actionable analysis for multi-billion-dollar franchise capture programs from across the full breadth of Northrop Grumman’s portfolio of capabilities. Active USG clearance is required, with the eligibility, or currently holding, TS/SCI clearance.
This is a terrific opportunity for candidates with the requisite background and experience in competitive intelligence, capture management, or business development related to major aerospace/defense opportunities. The manager is expected to play a critical role in ensuring that the enterprise priority captures are informed by timely customer and competitive intelligence and analysis.
The position involves collecting data and using a wide variety of techniques and tools to project likely competitor pricing, likely competitor non-cost scoring relative to Northrop Grumman, likely competitor strategy and customer evaluation outcomes.
The successful candidate will demonstrate ability to develop detailed knowledge of customer buying patterns, competitor bid tendencies, and assess competitor technical/business strategies and capabilities and the resulting impact on pricing.
Competencies for Success
Passion for defense and aerospace technology
Detail-oriented critical thinker
Comfort with ambiguity and passion for creative problem-solving
Motivated and proactive; inclined to take action without direction
Ability to lead with and without direct authority
Ability to focus, (re)prioritize, and multitask to deliver on commitments
Exceptional leadership, collaboration, and team building skills.
Key Responsibilities include, but are not limited to:
Customer Intelligence: Acquisition approach, funding forecast, award behaviors, stakeholder analysis, evaluation criteria, etc.
Competitor Intelligence: Strategy, leadership, technical solutions, execution approach, SWOT, shaping objectives, etc.
Ad hoc projects as assigned, including various deep dive projects to support win themes and ghosting and inform business cases and competitive pricing
Contribute to capture workshops – including Customer/Competitor and Black Hats
Refine or innovate new team processes to improve efficiency and analysis quality
Craft and deliver clear, concise, and impactful presentations for executive-level leadership providing actionable intelligence and recommendations.
Assess market trends, competitors approaches to pricing, key price components, notional solutions and derive competitor likely prices for key opportunities.
Work on analysis techniques including bottom-up price projections, top-down analysis, and parametric estimating.
Work well with a team to collaborate on projects and be able to work independently on your contributions.
Basic Qualifications:
Bachelor’s degree and 12 years’ related experience, or 8 years with a Master’s degree.
Demonstrated understanding of the customer marketplace, stakeholder customer organizations, and budgets to identify market drivers and trends and develop capture strategies.
Ability to obtain and maintain special program access within a reasonable time as determined by the needs of the business
Strong working knowledge of defense and aeronautics market, defense acquisition process, industry portfolios
Experience leading, executing, or contributing to competitive assessments or program/capture strategies
Knowledge of DoD acquisition and U.S. foreign military sales processes inclusive of U.S. export and technology release policy
Competitive Intelligence, Competitive Assessment, Cost Analyst and/or Capture experience.
Combination of technical and business experience that enables the candidate to predict competitor solutions and associated pricing for complex opportunities.
Ability to craft and deliver clear, concise, and impactful presentations for executive-level leadership that provide actionable intelligence and recommendations.
Demonstrated ability to create trusted relationships with internal customers and stakeholders.
Proven ability to work independently with limited oversight.
Proven ability to manage multiple assignments and work them simultaneously.
Proficient in Microsoft Office Suite, especially PowerPoint and Excel.
Ability to work regularly on-site in the Falls Church HQ office
Must be able to travel up to 25.
Active DoD Secret clearance
Ability to obtain TS/SCI clearance.
Preferred Qualifications:
TS/SCI
Experience with international capture or business development preferred
Experience in Cost Proposal Management, Cost Modeling and /or Basis of Estimate Preparation
Experience conducting program funding research to determine customer total and addressable budgets / award tendencies on "best value" or "lowest cost" and competitor positioning for key opportunities to include open-source competitor pricing data and program award values to derive bidding tendencies for competitors.
Experience conducting competitor assessments on product preferences, potentials, sales coverage, market size, penetration, marketing practices, gaps, requirements, and trends.
Academy of Competitive Intelligence Certification or equivalent work in market/intelligence assessment.
Salary Range: $149,400 - $224,000
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 market 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.
