• Develop and execute a category strategy to drive growth and new business development within the category • Identify and pursue new business opportunities within existing partners • Cultivate and maintain strong relationships with key vendors and strategic partners • Conduct in-depth market research and analysis to stay ahead of market trends • Collaborate with various internal teams to align strategies and accelerate new business development • Engage directly with key existing customers to understand their unique needs and challenges • Work closely with the product management team to identify opportunities for product expansion • Drive insights and actions for reseller partners and vendors • Focused on a category/portfolio of vendors to build a full solution

• Identify emerging trends and unmet needs in pharma/biopharma • Build senior-level relationships with pharma and biopharma stakeholders • Act as a catalyst connecting customers, sales, applications, and product teams • Translate VOC into actionable insights for Segment, PL, and leadership teams • Support field teams with strategic positioning

RELOCATION ASSISTANCE: Relocation assistance may be available CLEARANCE REQUIRED FOR START: No CLEARANCE TYPE: Secret TRAVEL: Yes, 50% of the TimeDescription 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 Defense Systems sector is seeking a Staff Business Development Representative to join our growing team of diverse professionals within our Missile Products Business Unit. As part of the growth-oriented and customer focused Business Development team this role will be responsible for utilizing processes to identify opportunities and pursuits that drive our segment’s growth in Fuzing and Warheads for air-launched munitions. In addition this role will be responsible for delivering an extraordinary customer experience across our global customer environment and infusing our strategic focus and messaging into all elements of the customer engagement. This position reports to the Fuzing and Warheads Operating Unit Business Development Director and will preferably be based in Plymouth, Minnesota. Those that can work at those locations will be given highest preference. Will consider other Northrop Grumman locations or remote for those highest well-qualified. This key team member identifies and implements business development pursuits relating to new products, industries, technologies or services. They will identify emerging markets or licensing opportunities and determine the feasibility of new product development. The incumbent will perform economic analyses on new or improved product designs and configurations or potential new business models. They will coordinate collaboratively with other internal functional departments to identify, prioritize and execute business development projects, and will both develop and disseminate information on a regular basis to all pertinent parties concerning the fulfillment of project goals and objectives. Responsibilities include: - Working within a team of Business Development professionals toward the comprehensive development and synthesis of an executable Fuzing and Warhead market segment strategy that drives profitable growth - Taking the lead on new business development pursuits to define opportunities that will drive pipeline growth for the business - Leverage our business capture process to drive growth into our Long Range Strategic Plan - Provide proposal support to improve our Win Rate for competitive captures - Lead customer engagement and growth strategies that consider emerging markets, industries, and technologies - Perform economic analyses on new or improved product opportunities and/or business models - Create, maintain and execute a customer engagement strategy across domestic and international military, government, and industry leadership - Maintain the accuracy of our Salesforce CRM tool within the process standards of the Northrop Grumman Business Acquisition Process (BAP) - Responsible for the fiscal management of the department's budget Basic Qualifications: - Hold a Bachelor's degree in Business or a related discipline with a minimum of 12 years of experience, Aerospace and Defense industry experience a strong preference. Will consider those with a Master's degree in Business or a related discipline with a minimum of 10 years of experience, Aerospace and Defense industry experience a strong preference. - Must be a US citizen and able to obtain a U.S. Department of Defense (DoD) Secret clearance - Must be able to travel as needed (up to 50% of the time) - Strong grasp of Microsoft Office suite of products - Experience with Salesforce (or a similar CRM system) Preferred Qualifications: - Direct and relevant experience with air launched munitions - Demonstrated multi-disciplinary global business development, strategy development and capture experience - Leadership skills (either direct or indirect leadership of teams) and the ability to work effectively and collaboratively within a team environment - Proven ability to provide independent opportunity assessments that result in positive outcomes for the enterprise - Highly effective executive communication, presentation, and influencing skills - Experience with strategic planning, new business development, and investment planning - Strong customer domain knowledge and a proven track record of sustained business growth - Active DoD Secret (or higher) clearance Primary Level Salary Range: $169,000.00 - $253,600.00 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.

Overview Are you looking for a career that transcends the ordinary? At Concentra, we offer opportunities beyond patient care. As a valued member of our team, you'll be part of our efforts to provide exceptional service to our employer clients and exceptional care to their employees. Our values define our path forward – always working to ensure welcoming, respectful, and skillful care. Join Concentra, and see what makes us different and better. The Lead Development Representative (LDR) will focus on implementing Concentra’s outbound sales strategy, specifically by prospecting and filling the field sales funnel with qualified opportunities. This position’s primary responsibility will be to vet leads, make phone calls to prospective customers and schedule appointments. The LDR will work various lead types to identify opportunities that meet a minimum qualification criterion to hand off to field sales. This position will initially report to the Senior Director of Sales Effectiveness where the focus will be on training and special projects until a defined LDR territory becomes available. Responsibilities - Initiate a high volume of prospecting/calling - Effectively use CRM (Microsoft Dynamics) to accurately track activity and account information of all prospects - Work various lead types defined by the sales organization to qualify or disqualify based on specific criteria - Build rapport with prospects by offering resources (webinar invitations, white papers, relevant blog articles, etc.) and understanding based on where the prospect is in the buying process - When a lead is identified the LDR utilizes tools such as CRM, Google and LinkedIn to determine organizational structure, decision makers, and key influencers in the prospect organization - Gather key information during conversations with the decision makers by asking pertinent discovery and follow up questions to determine current needs and challenges - Execute a precise contact cadence (phone calls, emails, social media) in efforts to schedule appointments with qualified prospects - Consistently meet and exceed daily activity metrics in areas of leads worked, completed calls, and appointments scheduled - Compliment quantity of work with quality and effectiveness of work performed - Nurture a lead effectively until they are Sales Ready - Learn and demonstrate a fundamental understanding of Concentra services and state regulations to clearly articulate capabilities and advantages to prospective customers to successfully manage and overcome prospect objections This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. Qualifications Education Level: High School Diploma or GED Job-Related Experience - Customarily has at least one year of sales experience - Telephonic sales experience a plus - Remote work environment experience a plus - Experience in occupational health care or workers’ compensation industry is a bonus Job-Related Skills/Competencies - Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility - Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions - Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism - The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies - Display a self-discipline/self-starter attitude and focus to effectively manage and prioritize in an intense and high-volume business - Strategic thinking skills: critical thinking is a must when identifying customer concerns, revenue maximization opportunities, and customer next steps - Team player who possesses a desire and ability to work in a fast paced, goal oriented, high growth sales environment - Demonstrated success in prospecting - Strong organizational and time management skills - Exceptional verbal communication skills coupled with excellent listening skills through telephonic conversation - Excellent written communication skills with the ability to write a relevant message to the buyer - Flexibility in moving between diverse job tasks - Possesses an outstandingly warm, positive, energetic and professional demeanor - Solid work ethic and integrity with a desire to work with a high level of energy and be a Concentra brand advocate - Comfortable and familiar with technology - Ability to leverage sales automation and tools to streamline efforts Additional Data Employee Benefits - 401(k) Retirement Plan with Employer Match - Medical, Vision, Prescription, Telehealth, & Dental Plans - Life & Disability Insurance - Paid Time Off & Extended Illness Days Offered - Colleague Referral Bonus Program - Tuition Reimbursement - Commuter Benefits - Dependent Care Spending Account - Employee Discounts This job requires access to confidential and critical information, requiring ongoing discretion and secure information management. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Concentra is an equal opportunity employer, including disability/veterans