Principal /Senior Principal Price to Win Analyst

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 Space System Division is seeking an experienced Pricing/Competitive Assessment and Price to Win (PTW) Analyst who will work independently to develop and deliver competitive assessments and price-to-win  target recommendations.  PTW Team members develop and deliver their own analysis and recommendations to capture teams and executive-level leaders and are expected to adhere to agreed-upon deadlines. The position involves collecting data and using a wide variety of techniques and tools to project likely competitor pricing, likely competitor non cost scoring relative to Northrop Grumman, likely competitor strategy and customer evaluation outcomes. The successful candidate will demonstrate ability to develop detailed knowledge of customer buying patterns, competitor bid tendencies, and assess competitor technical/business strategies and capabilities and the resulting impact on pricing.

In this role you will:

• Work on multiple types of opportunities (services, production/integration, CONUS/OCONUS) and contract types (CPXF, FFP, T&M)
• Work on analysis techniques including bottom-up price projections, top-down analysis, and parametric estimating
• Craft and deliver clear, concise, and impactful presentations for executive-level leadership that provide actionable intelligence and recommendations
• Participate in cost/pricing strategy development
• Working capture/proposal efforts for both Department of Defense and Federal Civilian Agency opportunities
• Performs analyses in the areas of product preferences, potentials, sales coverage, market size, penetration, competitor assessments, marketing practices, customer gaps and requirements, and trends.
• Keep informed about developments in the government, military, and economic, technological and scientific, political, industrial, and international fields
• Conducts 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.
• Assesses market trends, competitors' approaches to pricing, key price components, notional solutions and derives competitor likely prices for key opportunities.
• Develops mathematical models, of competitors' likely bid strategy with war-gaming flexibility, to determine competitors’ price to bid. Formulates baseline and alternative competitor pricing strategies that considering considers all variables.
• Using industry standard metrics or parametric model data allocates costs across program functional areas and produces a competitor's bottoms up price to win range. Prepares and recommends price to bid as well as design to cost target 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
• Working capture/proposal efforts for both Department of Defense and Federal Civilian Agency opportunities

We have two levels for the role:

Sr Principal PTW Analyst

Basic Qualifications:

• Bachelor’s Degree and a minimum of 6 years’ experience directly related to this position or 4 years with a Masters

• Academy of Competitive Intelligence Certification or equivalent work in market/intelligence assessment
• 2+ years new business capture experience with DoD acquisitions at various levels and roles
• Experience with multiple new business captures in excess of $50M each
• Experience performing research and analyses in the areas of product preferences, potentials, sales coverage, market size, penetration, competitor assessments, marketing practices, customer gaps and requirements, and trends.
• Experience conducting program funding research to determine customer total and addressable budgets / award tendencies on "best value" or "lowest cost" and competitor positioning for key opportunities to include open-source competitor pricing data and program award values to derive bidding tendencies for competitors
• Ability to organize information to inform leadership on competitive positioning making recommendations based on the analysis of the market conditions, customer preferences and competitive environment
• 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
• Dynamic self-starter with exceptional interpersonal skills and executive presence
• Demonstrates excellent communications skills (both oral and written) – ability to be persuasive, clear, and concise 
• Proficient in Microsoft Office Suite, especially PowerPoint and Excel 
• Must be able to obtain TS/SCI level clearance
• Must be able to travel up to 20% 

Preferred Qualifications: 

• Active SCI clearance and/or an SSBI within the last 5 years
• DoD Industry Knowledge 
• Combination of technical and business experience that enables the candidate to project competitor solutions and associated pricing for complex opportunities
• Experience in Cost Modeling and /or Basis of Estimate Preparation 
• Experience with multiple PTW analysis techniques including bottom-up price projections, top-down analysis, and parametric estimating
• Understanding of Cost Parametric used for Systems Development (hardware & software), Systems Integration (hardware & software), and Services (labor intense) 
• Cost Proposal Management experience 
• System Engineering experience
• Familiarity with SEER-SEM, COCOMO, Function Point Analysis or other Software tools
• Familiarity with SEER-H or other Hardware pricing tools

Principal Pricing Analyst

Basic Qualifications:

• Bachelor’s Degree and a minimum of 4 years’ experience directly related to this position or 3 years with a Masters

• Academy of Competitive Intelligence Certification or equivalent work in market/intelligence assessment
• new business capture experience with DoD acquisitions at various levels and roles
• Experience with multiple new business captures
• Experience performing research and analyses in the areas of product preferences, potentials, sales coverage, market size, penetration, competitor assessments, marketing practices, customer gaps and requirements, and trends.
• Experience conducting program funding research to determine customer total and addressable budgets / award tendencies on "best value" or "lowest cost" and competitor positioning for key opportunities to include open-source competitor pricing data and program award values to derive bidding tendencies for competitors
• Ability to organize information to inform leadership on competitive positioning making recommendations based on the analysis of the market conditions, customer preferences and competitive environment
• 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
• Dynamic self-starter with exceptional interpersonal skills and executive presence
• Demonstrates excellent communications skills (both oral and written) – ability to be persuasive, clear, and concise 
• Proficient in Microsoft Office Suite, especially PowerPoint and Excel 
• Must be able to obtain TS/SCI level clearance
• Must be able to travel up to 20% 

Preferred Qualifications: 

• Active SCI clearance and/or an SSBI within the last 3 years
• DoD Industry Knowledge 
• Combination of technical and business experience that enables the candidate to project competitor solutions and associated pricing for complex opportunities
• Experience in Cost Modeling and /or Basis of Estimate Preparation 
• Experience with multiple PTW analysis techniques including bottom-up price projections, top-down analysis, and parametric estimating
• Understanding of Cost Parametric used for Systems Development (hardware & software), Systems Integration (hardware & software), and Services (labor intense) 
• Cost Proposal Management experience 
• System Engineering experience
• Familiarity with SEER-SEM, COCOMO, Function Point Analysis or other Software tools
• Familiarity with SEER-H or other Hardware pricing tools

This position reports to Dulles, VA, USA, however, you are able to work from any of the additional 2 locations listed above.

Salary Range: $77,100 USD - $115,700 USD

Salary Range 2: $95,000 USD - $142,000 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.