RELOCATION ASSISTANCE: No relocation assistance available
CLEARANCE REQUIRED FOR START: Yes
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.
Northrop Grumman is seeking a Manager 3, Business Development, to join the Enterprise Business Development Excellence organization. Reporting to the Director, Enterprise BD Training, this senior role is responsible for developing & delivering enterprise business development and capture training, providing surge support to the Enterprise Priority Captures team, and partnering with operational excellence and governance stakeholders to strengthen BD and capture practices across the company.
This position can be performed as a virtual telecommuter.
The selected candidate will leverage deep familiarity with the BD and capture lifecycle, including our Business Acquisition Process (BAP), to create and deliver high‑impact training and enablement, support high‑visibility pursuits through independent capture and outcome assessments, and translate lessons learned and governance expectations into practical, standardized, and compliant BD and capture behaviors enterprise‑wide.
Key responsibilities include:
Training Strategy & Content Development
- Design, develop, and maintain enterprise business development and capture training curricula aligned to corporate and sector priorities.
- Translate BD and capture best practices, BAP requirements, win strategies, and lessons learned into clear, practical training materials (e.g., instructor-led courses, workshops, simulations, job aids, e‑learning).
- Develop content that covers opportunity identification, qualification, pipeline management, capture planning, proposal strategy, customer engagement, and competitive positioning.
- Tailor training content to different audiences (early-career to senior capture leaders) and lines of business.
- Serve as a facilitator for enterprise BD and capture training courses, both in-person and virtually.
- Lead workshops, simulations, and training sessions that reinforce BD and capture competencies, including pre‑RFP shaping, color team participation, and gate reviews.
- Collect real-time feedback during and after courses to refine content and improve learner experience.
Enterprise Priority Captures Support & Lessons Learned
- Provide surge support to the Enterprise Priority Captures team by participating in independent capture assessments, outcome assessments, and lessons learned activities for high‑visibility pursuits.
- Evaluate capture strategies, execution discipline, and adherence to BAP and BD best practices, providing objective feedback and recommendations.
- Work side‑by‑side with capture managers and pursuit leaders to shape win strategies, positioning, and competitive approaches.
- Synthesize recurring themes and capability gaps observed during assessments and convert them into targeted training modules, case studies, and job aids.
- Ensure that insights from independent assessments and lessons learned directly inform updates to enterprise BD training curricula and enablement materials.
Operational Excellence, Governance & BD Integration
- Partner with operational excellence and governance teams to align training with BAP, sector BD processes, and enterprise governance frameworks.
- Embed operational excellence standards (e.g., gate rigor, review quality, use of approved tools/templates, CRM usage, compliant pursuit conduct) into training and coaching.
- Reinforce disciplined use of BD tools such as the CRM platform for pipeline and opportunity management.
- Help institutionalize standardized capture reviews, decision gates, and pursuit governance, ensuring they are consistently understood and applied across the enterprise.
Stakeholder Engagement & Alignment
- Partner with sector and enterprise BD leadership, HR/Learning, and functional organizations (e.g., contracts, finance, engineering, government relations) to align training with strategic priorities and evolving customer and competitive environments.
- Engage with senior leaders to understand BD capability gaps and to design targeted training interventions.
- Represent Enterprise BD Training in internal forums, communities of practice, and cross‑functional initiatives.
Measurement & Continuous Improvement
- Define and track metrics to assess training effectiveness, including learner feedback, participation, and business impact indicators.
- Incorporate lessons learned from major pursuits, win/loss analyses, independent capture/outcome assessments, and customer feedback into training content.
- Continuously scan industry and government acquisition trends and update training to reflect emerging practices and tools.
Compliance & Ethics
- Ensure all training content and examples reflect Northrop Grumman standards, ethics, and applicable government regulations.
- Reinforce compliant, ethical business development and capture behaviors in all training offerings.
Basic Qualifications
- Bachelor’s degree in business, engineering, or a related field and 10 years’ experience; or a master’s degree in business, engineering, or related field and 7 years’ experience; or a PhD in business, engineering, or a related field and 4 years’ experience.
- Minimum 10 years’ experience in business development, capture management, strategy, or program management in the defense or aerospace sectors.
- Demonstrated familiarity with the full BD and capture lifecycle, including opportunity identification, qualification, capture planning, proposal development, and gate reviews.
- Experience leading or significantly contributing to winning captures or major proposals.
- Strong communication skills with demonstrated experience developing professional presentations, briefings, and/or training materials.
- Experience leading and mentoring cross-functional teams.
- Proficient in Microsoft Office Suite.
- Must have at least an active US government Secret clearance with the ability to obtain and maintain a Top-Secret clearance.
Preferred Qualifications
- Direct experience as a capture manager, capture strategist, BD lead, or program manager on competitive DoD or national security pursuits.
- Familiarity with the Northrop Grumman Business Acquisition Process (BAP) and use of CRM for pipeline and opportunity management.
- Experience designing and facilitating training, workshops, strategy sessions, or professional development programs (BD, capture, proposal, or related domains).
- Experience supporting or participating in independent capture assessments, win/loss or outcome assessments, and structured lessons learned activities.
- Experience engaging and influencing internal and external senior leadership.
- Instructional design experience (formal or informal), including use of adult learning principles and blended learning approaches.
- Active Top Secret clearance.
Primary Level Salary Range: $175,500.00 - $263,300.00
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.
