Senior Capture Excellence Director

• Collaborate with the sector capture and proposals organization to implement best practices throughout the sector
• Guide capture teams pursuing sector priority wins and other key opportunities; provide strategic insight and recommendations
• Develop capture strategy and tactics to produce capture products such as competitive assessments, teaming strategies, and prices-to-win analysis results applied to improve competitive posture
• 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
• Coordinate and collaborate with line of business management, strategy, business and finance, contracts and global supply chain, technology and engineering offices and functions
• Execute sector processes and strategies that result in an increased capture PWin and improved win rate
• 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)
• Mentoring / Coaching BD & Capture leaders across Sector in developing winning strategies, specifically for Enterprise and Sector Priority Wins
• Scheduling, tracking, and orchestrating Sector and Corporate gate reviews and Sector Capture Reviews (SCRs)
• Leading the independent capture assessments process to improve capture success
• Leading the development of corporate briefing materials and responses for the VP of BD, including ELT briefings, Deep Dives, monthly New Business Reviews, and Sector Gate Reviews
• Ensuring accuracy and consistency of the Customer Relationships Management (CRM) tools (Salesforce) and process standards of the Northrop Grumman Business Acquisition Process (BAP)
• Identifying areas for process improvements and improved maximum use of tools such as metrics, dashboards, reports, etc.
• Aligning Sector and Division pipeline new business development activity to define new business opportunities that ultimately achieve the Annual Operating Plan (AOP) and Long-Range Strategic Plan (LRSP) growth goals for the Sector
• Rolling out Business Development Excellence (BDEx) initiatives and processes and participating in all Corporate led EXCOMs and STEERCOs (Steering Committees)

Requirements

• Bachelor’s degree in business, technical or other relevant discipline
• Minimum of 15 years’ relevant experience (Intelligence, Defense or Federal Civilian)
• Active Secret and / or TS clearance, with the ability to obtain SCI
• Demonstrated ability to lead multi-disciplinary business development, strategy development activities
• 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 in order to respond to and win business with new and existing customers
• Extensive knowledge, experience, and success in leading and winning captures of large-scale opportunities over $500M
• 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 (e.g., 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)
• Ability to lead local and geographically dispersed teams
• Willingness to travel up to 25% per month

Core Competencies

Demonstrates extensive experience in leading capture strategies and business development activities, with a strong focus on building relationships and executing successful capture processes. Proficient in utilizing CRM tools and understanding federal acquisition regulations to drive competitive positioning and win rates.

Highest-signal resume keywords

• Capture Strategy Development
• Business Development Leadership
• Customer Relationships Management (CRM)
• Federal Acquisition Regulations (FAR)
• Large-Scale Opportunity Capture

ATS Optimization Keywords

Hard Skills

• Capture Products Development
• Competitive Assessments
• Win Themes Development
• Pricing Analysis
• Contract Types Understanding

Soft Skills

• Verbal Communication
• Influencing Skills
• Relationship Management
• Mentoring and Coaching

Certifications & Qualifications

• Active Secret Clearance
• TS Clearance

Industry Keywords

• Intelligence
• Defense
• Federal Civilian
• Business Acquisition Process (BAP)
• Business Development Excellence (BDEx)

Tools & Technologies

• Salesforce
• Metrics and Dashboards