Associate Director - Price to Win
About The Position
The Price to Win (PTW) Leader is responsible for developing data-driven pricing and competitive positioning strategies that improve win probability while protecting profitability. This role partners closely with Capture Leaders, Account Growth Leaders, Proposal Teams, Pricing, Finance, and Practice Leadership to provide actionable pricing intelligence throughout the pursuit lifecycle. The candidate will analyze customer buying behavior, competitive market conditions, contract structures, and pricing trends to recommend competitive pricing strategies that align with customer expectations and Guidehouse growth objectives. The role serves as a trusted advisor to growth and capture teams on competitive pricing strategy, bid positioning, and deal economics.
Requirements
- Bachelor's degree in Business, Finance, Economics, Mathematics, Data Analytics, or related field.
- 10+ years of experience in Price to Win, capture management, pricing, business development, strategy, or related field.
- Experience supporting complex consulting, technology, managed services, or government contracting opportunities.
- Strong analytical and financial modeling capabilities.
- Advanced Excel and data analysis skills.
- Experience presenting recommendations to senior executives.
- Price to Win methodologies
- Competitive intelligence
- Financial modeling
- Pricing strategy
- Market analysis
- Data analytics
- Scenario modeling
- Capture management principles
- Strategic thinking
- Executive communication
- Storytelling with data
- Stakeholder management
- Decision support
- Problem solving
- Risk assessment
- Negotiation support
- Leverage Generative AI tools to improve pricing analysis
- Develop, refine, and utilize AI-powered prompts, workflows, and agents to support cost estimating, pricing strategy development, competitive analysis, and proposal compliance reviews.
- Identify opportunities to automate pricing processes through AI, advanced analytics, and intelligent workflow solutions to improve efficiency and scalability.
- Experience utilizing Generative AI tools such as Microsoft Copilot to support analysis, research, content development, or business processes.
- Strong interest in applying emerging AI technologies to improve pricing processes.
Nice To Haves
- Experience in professional services, consulting, federal contracting, or managed services environments.
- Knowledge of government acquisition and procurement processes.
- MBA or advanced degree.
- Certified Pricing Professional (CPP) or equivalent certification.
Responsibilities
- Develop Price to Win analysis for strategic opportunities.
- Establish competitive pricing targets based on market intelligence, procurement history, and customer affordability.
- Define pricing strategies that maximize win probability while maintaining margin objectives.
- Identify customer value drivers, evaluation criteria, and translate them into pricing recommendations.
- Analyze competitor pricing trends, win patterns, and market positioning.
- Evaluate incumbent pricing and contract performance when available.
- Incorporate market intelligence into capture and pricing strategies.
- Build pricing models and affordability analyses.
- Evaluate pricing scenarios and trade-offs.
- Assess price sensitivity and cost drivers.
- Support deal review boards and pricing governance processes.
- Establish PTW methodologies, templates, and tools.
- Maintain pricing intelligence repositories and knowledge assets.
- Track pursuit outcomes and pricing effectiveness.
- Identify lessons learned and continuously improve PTW practices.
Benefits
- Medical, Rx, Dental & Vision Insurance
- Personal and Family Sick Time & Company Paid Holidays
- Position may be eligible for a discretionary variable incentive bonus
- Parental Leave and Adoption Assistance
- 401(k) Retirement Plan
- Basic Life & Supplemental Life
- Health Savings Account, Dental/Vision & Dependent Care Flexible Spending Accounts
- Short-Term & Long-Term Disability
- Student Loan PayDown
- Tuition Reimbursement, Personal Development & Learning Opportunities
- Skills Development & Certifications
- Employee Referral Program
- Corporate Sponsored Events & Community Outreach
- Emergency Back-Up Childcare Program
- Mobility Stipend
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What This Job Offers
Job Type
Full-time
Career Level
Senior
