Description The Bid and Proposal Pricing Lead (Lead Pricing Analyst) has senior level responsibility and works on the most complex and consequential budget analyses for a wide variety of detailed proposal pricing and financials, operational- and process-focused activities within the Proposal Development Services (PDS) team. Reporting to the Manager – Pricing and Analysis, the Bid and Proposal Pricing Lead leads the development of budgets to support proposal opportunities across all contract types for federal, state, local, commercial, and foundational clients.Additionally, the Bid and Proposal Pricing Lead establishes pricing strategy and has ownership of business/pricing volumes for proposals (depending upon tier) ensuring key financial and organizational information are included alongside a detailed budget justification for the services offered to clients.The Bid and Proposal Pricing Lead is expected to support and contribute to cross-divisional and internal trainings, provide mentoring to less experienced pricing staff, and work on process-focused improvement opportunities.Responsibilities:
Leads pricing on the most complex and important opportunities, serving as the lead interface with Principal Investigators, Division leadership, proposal management and others related to pricing – ensuring competitive and timely pricing and business/price volume development.
Responsible for pricing support functions from pre-RFP activities through proposal negotiations. These activities include forming, planning, and guiding the proposal cost team, along with managing all cost volume development activities such as compiling cost, schedule, and technical elements in accordance with the Request for Proposal (RFP) specifications.
Ensures the business/price volumes are consistent with all other proposal submission documents.
Dissects RFP and determines pricing requirements for use in pricing and business/price volume development.
Leads development of pricing strategies for proposals to ensure competitiveness and client acceptance. This includes translating requirements into robust win strategies, testing and validation of solutions with clients, advance value proposition and differentiate bid elements based on compelling features and benefits.
Supports the price to win process.
Conducts market research, price analyses and comparisons to determine most effective pricing models and strategies.
Contributes to documenting and refining of pricing processes and procedures that drive operational efficiencies and quality.
Provides training and supports to less experienced team members on pricing types, budgeting, price/business volume creation, price analyses and similar initiatives,
Works closely with proposal development, contracts and grants, and research technical staff to ensure alignment with overall business objectives.
Stays abreast of competitor pricing moves and market dynamics to ensure competitive positioning, understanding of pricing trends, competitive pricing strategy, and customer willingness to pay.
Contributes to documenting standard operating procedures, processes, and participate in/lead instructions and training to external division stakeholders to develop understanding of proper price proposal process and content.
Requirements
Expert experience with all aspects of price and cost proposal preparation, including business risks, analyses, compliance and estimating practices for the US government and for commercial and international clients.
High proficiency developing budgets for all contract, cooperative agreements, and grant types (e.g. T& M, FFP, CPFF, Grant).
Extensive experience developing price strategies.
Experience pulling internal and external pricing data for cost comparisons and analyses to ensure price competitiveness.
Experience with Salesforce and other technology platforms commonly used in the Professional Services Industry; experience in Adaptive Planning and Pro Pricer is preferred.
Experience with routinely submitting proposals greater than $10M in total value.
Excellent communication and collaboration skills, with the ability to work effectively with clients and cross-functional teams.
Strong problem-solving skills and the ability to think creatively to develop innovative solutions; Ability to manage multiple projects simultaneously and prioritize tasks effectively.
Experience with and pricing for federal contracts and grants and associated pricing types (e.g. Firm Fixed Price, Time and Materials, Cost Plus, etc.)
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