Senior Director Business Development - Strategic Growth

RELOCATION ASSISTANCE: Relocation assistance may be available

CLEARANCE TYPE: Secret

TRAVEL: Yes, 25% of the Time

Description

At Northrop Grumman, our employees have incredible opportunities to work on revolutionary systems that impact people's 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 nation's 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, they're making history.

Join Northrop Grumman on our continued mission to push the boundaries of possible across land, sea, air, space, and cyberspace. Enjoy a culture where your voice is valued and start contributing to our team of passionate professionals providing real-life solutions to our world’s biggest challenges. We take pride in creating purposeful work and allowing our employees to grow and achieve their goals every day by Defining Possible. With our competitive pay and comprehensive benefits, we have the right opportunities to fit your life and launch your career today.

Northrop Grumman Mission Systems (NGMS) is currently seeking a Senior Director of Business Development to join our Northrop Grumman Mission Systems Sector Strategic Growth organization. This position will be responsible for driving Mission Systems customer engagement activities within the sector and across the NGC enterprise.  The director will also ensure that the Mission Systems sector adheres to a formal set of customer engagement processes that develop and foster long-term relationships with domestic and international customers.

The successful candidate will have extensive experience in business development, government relations and legislative affairs, DCS/FMS sales, domestic and international customer/supplier engagements, and will be directly responsible for strategy and partnership activities.  We are seeking a committed team player who can work effectively within the Sector Strategic Growth organization as well as collaboratively with our Corporate Global Business Development Office, the Legislative Affairs group, and the Mission Systems divisions’ Strategy, Capture and Program Management organizations for the purpose of cultivating qualified opportunities for the divisions’ pipelines and developing partnerships to strengthen offerings across the sector. 

The candidate must have demonstrated experience in the following areas: Deep understanding of protocols, detailed needs and communication styles of senior USG officials and flag/general officers, as well as the ability to develop effective messaging appropriate for these levels.

• Possess in-depth knowledge of USG/DOD budget processes, export processes.
• Strategic thinking and analysis with respect to USG and international customer needs, release and exportability of technologies, competitive positioning, and requisite capabilities, with the ability to guide the customer and organization towards the strategic and tactical actions necessary to achieve growth objectives.
• Developing, managing, and supporting in-country business goals and Sector in-country staff engagements.
•  Ability to establish and manage multiple key internal and external company relationships. The customer base requires agility in approach, cultural awareness, and strong communication skills.

The preferred location for this role is in Linthicum, MD; Northern Virginia will also be considered. This position reports to the Vice President, Northrop Grumman Mission Systems Strategic Growth.

Roles and responsibilities include, but are not limited to, the following:

• Works with Strategy, Business Development, Legislative Affairs 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, Legislative Affairs, Corporate Customer Lead Executives, and the Corporate Global Business Office.
• Works with Strategy, Business Development, Legislative Affairs, Communications and site leads to coordinate messaging and logistics for customer site visits.
• Ensures the Sector President and MS ELT are well-prepared for customer meetings.
• Serves as the conduit for messaging and information flow between Government Relations, Legislative Affairs and the Sector.
• Lead all preparation for all engagements with senior level USG and DOD officials: including office calls, site visits, at 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.
• Participate in the development and execution of global and regional strategies that includes multi-year sales and marketing plans for key programs that will support sector financial goals.
• Lead and manage assigned country business strategies in line with the current overarching business strategy including marketing and communications plans to support specific opportunities.
• Engage customers to identify needs/solutions, budgets, timelines, and competitor capability.
• 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).
• Support capture managers on various pursuits - Proposal Preparation Support, Review and Approval Process.
• Identify potential offset and industrial cooperation projects in support of contract proposals/awards as required
• Act as focal point for international trade shows, conferences, global customer visits to the sector’s U.S. facilities.
• Support capture and proposal activities to enhance capture performance and achieve sector growth objectives

Basic Qualifications:

• 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
• 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.
• FMS/DCS experience
• Demonstrated multi-disciplinary global business development, strategy development and capture experience
• Able to obtain US Passport
• US citizenship with current and active Secret clearance or DoE equivalent

Preferred Qualifications:

• Master’s Degree with preference given for those with Engineering / Mathematics / Business Management / Marketing/ or related discipline(s)

• 10 or more years of USG acquisition experience.
• 5 or more years of international acquisition experience.
• Demonstrated leadership skills; direct and indirect leadership of large teams; ability to work effectively in a diverse team environment

Salary Range: $224,400.00 - $352,600.00

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 candidate's experience, education, skills and current market conditions.

Depending on the position, employees may be eligible for overtime, shift differential, and 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 an Equal Opportunity 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 and pay transparency statement, please visit http://www.northropgrumman.com/EEO. U.S. Citizenship is required for all positions with a government clearance and certain other restricted positions.