Redondo Beach, CA
Requisition ID: R10086195
Category: Business Development
Location: Redondo Beach, CA, USA
Citizenship Required: United States Citizenship
Clearance Type: Top Secret
Telecommute: No- Teleworking not available for this position
Shift: Not Applicable (United States of America)
Travel Required: Yes, 10% of the Time
Relocation Assistance: Relocation assistance may be available
Positions Available: 1
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 Strategic Space Systems Division (SSSD) is seeking an experienced Competitive Assessment and Price to Win (CA/PTW) Manager who will work to develop and deliver independent competitive assessments and price to win analysis. This role will influence strategic growth by informing capture teams about customer evaluation trends, competitor bid tendencies, and perform price-to-win bid recommendations. This position is located in Redondo Beach, California, and will report to the Director of Advanced Programs & Business Development (AP&BD). The CA/PTW manager develops and delivers their independent analysis and recommendations to capture teams and executive-level leadership. This position involves collecting intelligence and data using a wide variety of techniques and tools to project likely competitor pricing and non-cost scoring relative to Northrop Grumman. The successful candidate will demonstrate the ability to develop detailed knowledge of customer buying patterns, likely competitor technical capabilities, competitor strategy and bid tendencies, and the resulting impact on pricing.
This manager must be a self-starter capable of forming fact-based predictions and scenarios about customer and competitor intent, with minimal supporting material. The manager will be required, on a regular basis, to persuade senior executives through actionable intelligence, courses of action, and business case analysis of price to bid scenarios. The candidate must possess excellent interpersonal skills with the ability to communicate effectively.
In this role you will:
Work alongside SSSD Business Unit CA/PTW analysts
Perform analyses in the areas of product preferences, potentials, sales coverage, market size, penetration, competitor assessments, marketing practices, customer gaps, requirements, and trends.
Plan, develop and execute Customer Analysis, Competitor Analysis, Market Analysis, Business Case analysis and Cost Strategy Workshops
Stay informed about developments in the government, military, economic, technological, scientific, political, industrial, and international markets.
Dissect/summarize/evaluate Presidential Budget documents, and DACIS and FPDS databases; perform data mining in support of Business Case and Cost Strategy efforts
Conduct program funding research to determine customer total and addressable budgets / award tendencies on “best value” or “lowest price”, and competitor positioning for key opportunities. Develops and analyzes open-source competitor pricing data and program award values to derive bidding tendencies for competitors.
Assess market trends, competitors’ approaches to pricing, key price components, notional solutions and derive competitor likely prices for key opportunities.
Develop mathematical models of competitors’ likely bid strategy with war-gaming flexibility to determine competitors’ price to bid. Formulate baseline and alternative competitor pricing strategies that consider all variables.
Use industry standard metrics or parametric model data and allocate costs across program functional areas to produce a competitor’s bottoms up price to win range. Prepare and recommend price to bid as well as design to cost targets to leadership.
Craft and deliver clear, concise, and impactful presentations for executive-level leadership that provide actionable intelligence and recommendations
Participate in cost/pricing strategy development
Decompose OTAs/RFIs/DRFPs/RFPs to determine the basis of competition and cost evaluation methodologies, likely rationale for and ranges of the price to bid
Work capture/proposal efforts for the Department of Defense, the Intelligence Community, and Federal Civilian Agency opportunities
Bachelor’s Degree and a minimum of 10 years of experience directly related to this position
Experience working on multiple types of opportunities (e.g., services, development, production/integration, CONUS/OCONUS) and contract types (CPXF, FFP, T&M)
Experience with multiple PTW analysis techniques including bottom-up price projections, top-down analysis (e.g., Government Budgetary analysis), and parametric estimating
Combination of technical and business experience that enables the candidate to project competitor solutions and associated pricing for complex opportunities
Understanding of Parametric models used for Systems Development (hardware & software), Systems Integration (hardware & software), and Services (labor intensive bids)
Run war games, scenario analysis and black hats as necessary to support capture operations and strategy, construct visualization dashboards to illustrate market and opportunity dynamics
Ability to craft and deliver clear, concise, and impactful presentations for executive-level leadership that provide actionable intelligence and recommendations
Ability to work independently with limited oversight
Ability to manage multiple assignments and work them simultaneously
Demonstrated ability to communicate/coordinate/collaborate up, down and across all levels of a large organization
Demonstrated ability to create trusted relationships with customers and internal stakeholders
Proven ability to deliver effective communication verbally, written, and through well-crafted presentations across all levels of an organization
Participation in cost/pricing strategy development
Ability to support capture/proposal teams that are geographically dispersed
Experience working proposal efforts for the Department of Defense, Intelligence Community, and Federal Civilian Agency opportunities
Experience using market research and spending reporting tools including, but not limited to Bloomberg Government, GovWin, FPDS.gov
Proficient in Microsoft Office Suite, especially PowerPoint and Excel
Must be able to travel up to 10%
Active SCI clearance and/or an SSBI within the last 5 years
Able to obtain TS/SCI level clearance
Experience with Risk Management/Assessment, DOORS, Cameo, Jira, SEER-H and SEER-SEM, Salesforce
Salary Range: $155,400 USD – $233,200 USD
Employees may be eligible for 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 health and safety of our employees and their families is a top priority. The company encourages employees to remain up-to-date on their COVID-19 vaccinations. U.S. Northrop Grumman employees may be required, in the future, to be vaccinated or have an approved disability/medical or religious accommodation, pursuant to future court decisions and/or government action on the currently stayed federal contractor vaccine mandate under Executive Order 14042 https://www.saferfederalworkforce.gov/contractors/.
Northrop Grumman is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action 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/AA and Pay Transparency statement, please visit http://www.northropgrumman.com/EEO. U.S. Citizenship is required for most positions.
Northrop Grumman / Equal Opportunity Employer
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