Director Capture Management Launch and Exploration

About This Role

Lead the most strategic capture efforts for the Launch and Exploration Division, managing a team of capture managers. Drive strategic insight and recommendations for key opportunities to achieve near and long-term growth objectives.

Responsibilities

• Lead a team of Capture Managers assigned to captures primarily within the LED
• Provide leadership to Capture Managers, ensuring all receive help or guidance in pursuit of their Captures
• Partner with the Division Business Development Director to ensure the most qualified Capture Managers are assigned to Captures
• Lead capture teams pursuing sector priority wins and other key opportunities, both domestic and international
• Develop capture strategy and tactics to produce capture products such as competitive assessments, teaming strategies, and prices-to-win analysis
• Develop clear and concise Win Themes and Value Propositions for the capture
• Understand the customer marketplace, stakeholder customer organizations and budgets to identify market drivers and trends and develop strategies
• 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
• 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 the VP of BD, including ELT briefings, Deep Dives, monthly New 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

• Bachelor’s degree in business, technical or other relevant discipline
• Minimum of 15 years’ relevant experience (Intelligence, 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 (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
• Extensive knowledge, experience, and success in leading and winning captures of large-scale opportunities over $500M, fixed price development
• Proven expertise in leading international captures, skillfully navigating and managing the intricate challenges inherent to global customer relationships and pursuits
• Strong verbal communications skills and 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
• Demonstrable understanding of all contract types (non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (FFP, T&M, cost plus)
• Ability to work and execute a quick reaction process for all government responses
• Demonstrated working knowledge of the Federal Acquisition Regulations (FAR)
• Active Top Secret/SCI clearance at the time of application

Qualifications

• Bachelor’s degree in business, technical or other relevant discipline
• Minimum of 15 years’ relevant experience (Intelligence, Defense or Federal Civilian) with demonstrated ability to lead multi-disciplinary business development, strategy development activities

Nice to Have

• Bachelor’s degree in engineering or technical field and master’s degree in technical/business field
• 20 years of industry experience in capture leadership, business development, and/or program management

Skills

* Required skills

Benefits