Manager, Capture Management
Northrop Grumman
full-time
Posted on:
Location Type: Hybrid
Location: El Segundo • California • United States
Visit company websiteExplore more
Salary
💰 $193,000 - $289,600 per year
About the role
- 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).
Requirements
- 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)
Benefits
- Health insurance coverage
- Life and disability insurance
- Savings plan
- Company paid holidays
- Paid time off (PTO) for vacation and/or personal business
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
capture executioncapture strategyproposal developmentprogram transition planningcompetitive assessmentswin themesvalue propositionsbusiness acquisition processformal capture trainingmulti-disciplinary business development
Soft Skills
leadershipcollaborationcommunicationteam buildingcustomer engagementrelationship managementstrategic thinkingproblem solvingstakeholder interactionfacilitation
Certifications
formal capture training