Senior Director, Business Development
Northrop Grumman
full-time
Posted on:
Location Type: Office
Location: Linthicum • Maryland, Virginia • 🇺🇸 United States
Visit company websiteSalary
💰 $224,400 - $352,600 per year
Job Level
Senior
About the role
- Lead the team in dynamic, high-pressure environments with shifting priorities and multiple stakeholders
- Works with divisions, Corporate Global Business Development Organization and Communications leaders to develop and execute customer engagement plans and customer messaging with the objective of maintaining strong customer relationships and growing our business pipeline.
- Builds strong, enduring and mutually supportive relationships with other Northrop Grumman Sectors, Corporate Customer Lead Executives, and the Corporate Global Business Development Office as well as the Corporate Legislative Affairs team.
- Ensures the Sector President and MS Executive Leadership Team (ELT) are well-prepared for customer meetings.
- Serves as the conduit for messaging and information flow between Corporate Government Relations and the Sector.
- Lead preparation for all engagements with senior level USG and DoW officials: including office calls, site visits, trade shows, and phone calls.
- Maintain and enforce sector adherence to the Mission Systems Customer Engagement process.
- Build, maintain, and expand executive-level relationships to position the company as a trusted partner and solution provider.
- Engage early in the acquisition lifecycle to understand customer needs, influence requirements, and position offerings for competitive advantage.
- Bring customer insights back to internal stakeholders to inform them about product development, R&D priorities, and strategic planning.
- Engage customers to identify needs/solutions, budgets, timelines, and competitor capability
- Participate in the development and execution of global, regional and country business strategies that include multi-year sales and marketing/communication plans for key programs that will support sector financial goals.
- Support customer relationship development for programs and be the voice of the international customer.
- Proactively develop plans and implementation of efforts in support of export and releasability.
- Lead strategy for development of global strategic partnerships in support of Sector pursuits and capabilities.
- Assist in developing international customers’ requests to the USG (including but not limited to: LOR for P&As, LOR for LOAs, RFIs, RFPs).
- Identify potential offset and industrial cooperation projects in support of contract proposals/awards as required (This has been the role of the capture team w/Corporate/Sector BD help – we should discuss this one)
- Act as focal point for international trade shows, conferences, global customer visits to the sector’s U.S. facilities.
- Support capture and proposal activities (Proposal Prep, Review and Approval Process) to enhance capture performance and achieve sector growth objectives.
Requirements
- Bachelor’s degree with STEM, Business management, or international focus and 12 or more years of related experience (10 or more years with Masters) in Defense Acquisition / Military / Business Development / Capture Management
- 5 or more years in leading, developing and motivating high-performing teams to achieve ambitious goals
- Proven experience briefing at the executive level
- Strong customer domain knowledge and a proven track record of sustained business growth
- Strong understanding of defense acquisition processes and procurement cycles
- 3 or more years of international acquisition experience
- FMS/DCS experience
- Demonstrated multi-disciplinary global business development and capture experience
- Able to obtain US Passport
- US citizenship with current and active DoW Secret clearance or DoE equivalent
Benefits
- Health insurance coverage
- Life and disability insurance
- Savings plan
- Company paid holidays
- Paid time off (PTO) for vacation and/or personal business
- Annual bonuses
- Long Term Incentives for VP or Director positions
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
Defense AcquisitionCapture ManagementBusiness DevelopmentProposal PreparationCustomer EngagementStrategic PartnershipsInternational AcquisitionFMSDCSSales and Marketing Planning
Soft skills
LeadershipTeam DevelopmentCustomer Relationship ManagementCommunicationStrategic PlanningNegotiationProblem SolvingStakeholder EngagementAdaptabilityInfluencing
Certifications
Bachelor’s DegreeMaster’s DegreeUS PassportDoW Secret ClearanceDoE Equivalent Clearance