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Director of Price to Win

4 months ago

Fairfax, United States RPMGlobal Full time

The Director of Price to Win/Competitive Intelligence (PTW/CI) serves as a key member of Axiologic’s Growth Team to develop pricing analyses as part of capture strategies. Leads PTW efforts for capture efforts, researching and analyzing competitor pricing and market factors to determine the ideal target price for company proposals. Duties include providing thorough analytical breakdowns of pricing structures and sales funnels of similar competitor products and services and identifying specific strategies used in pricing models. Collaborates with Business Developers and Capture personnel to develop/refine competitive intelligence insights, products, and tools.

Responsibilities:

The PTW/CI Director is responsible for the following:

Structures, leads, and conducts research of competitor cost structures, growth strategies and investments to identify potential pricing strategies.

Performs Price-to-Win analyses using both top-down and bottoms-up PTW methods to perform pricing and labor rate analyses (including competitor wrap rates, fee, competitor bidding entity/location, etc.) on competitive procurements.

Formulates competitor business case in pursuing a specific bid.

Develops competitor win strategies, solution development, and predicted bid behavior.

Provides creative leadership from knowledge of industry best practices and most current developments in pricing.

Understands and uses CI effectively including relative strengths and weaknesses, key programs/contracts, organizational structure, teaming approach, market data, personal research, and historical pricing information (i.e., reverse engineering of key parameters of incumbent contracts) to develop PTW.

Assists Capture team in developing and implementing pricing strategies to effectively compete.

Performs assessment of Government’s most likely Independent Cost Estimate (ICE) and budget

Participates actively in Black Hat reviews, win strategy meetings, and pricing strategy reviews.

Summarizes findings and recommendations in concise manner.

Briefs and recommends a compelling PTW position across all levels of management.

Works with pricing teams on pricing strategy, supports BAFO efforts.

Performs Win-Loss and Lessons Learned analyses.

Briefs staff on new/emerging capabilities that align with customer current and emerging requirements.

Participates in proposal reviews to assure cost and non-cost approaches align.

Provides market and competitive insights for company strategic planning.

May support development and implementation of corporate price/cost systems and methodologies to support strategic initiatives

Required Qualifications:

At least 10 years of experience serving in a PTW/CI role on large and complex solutions and services efforts for federal contracts.

Demonstrated experience successfully carrying out the responsibilities of the Director of PTW/CI

Ability to train and mentor junior staff in PTW/CI and supporting functions.

Highly Desired Qualifications:

Relevant certifications or education in accounting, government cost accounting, financial management, or contracting.

TS clearance or ability to obtain.

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