Director, Cost & Pricing

Family Health International • Durham, DC

4d

About The Position

Job Summary: The Director, Cost & Pricing directs the activities of the Cost & Pricing department and is accountable for departmental performance, pricing outcomes, and contribution to proposal competitiveness and revenue opportunity across the organization. This position leads the development and execution of functional pricing strategies, including price-to-win approaches, and oversees compliant cost proposal development in alignment with donor requirements and internal policies. The Director, Cost & Pricing contributes to departmental direction and operational goals while guiding teams through budgeting, pricing, and cost narrative processes. Responsibilities/Duties Complexity & Problem Solving: Leads the development and execution of functional pricing strategies, including non-traditional and price-to-win approaches, to strengthen competitiveness and support growth objectives. Directs the in-depth review of RFPs, RFAs, and other solicitations to ensure compliant and strategically positioned cost proposals. Oversees development of proposal budgets and budget narratives in alignment with donor requirements, client expectations, and internal financial policies. Determines strategic workflow processes and operational guidelines for historical cost reporting, cost structure analysis, pricing of new services or products, and budget-versus-actual reporting. Evaluates complex pricing and costing issues, including situations with limited precedent, and provides expert guidance to support sound business decisions. Ensures cost allocation methodologies are applied consistently and comply with internal policy, GAAP, CAS, FAR, and applicable donor requirements. Drives operational improvements in cost and pricing processes, including the use of emerging technologies and automated reporting tools. Provides Senior Management with strategic analyses of pricing models, cost structures, and pricing trends, and recommends improvements to strengthen competitiveness and operational sustainability. Discretion & Impact: Operates under broad direction from the Vice President with significant latitude for independent decision-making within the Cost & Pricing function. Translates functional pricing plans into operational processes and guides execution across the department. Makes final departmental decisions on pricing methodologies, proposal cost structures, and internal cost-pricing workflows. Establishes and implements departmental policies and procedures to support compliant, competitive, and consistent pricing practices. Accountable for departmental pricing quality, compliance, and operational effectiveness. Erroneous decisions may increase costs, delay submissions, reduce proposal competitiveness, and affect departmental and proposal outcomes, typically with short- to medium-term impact (up to one year). Collaboration & Interaction: Partners with Vice Presidents, Directors, and senior leaders in Business Development, Finance, Programs, and Contracts to align pricing approaches with organizational and proposal objectives. Collaborates with internal teams and external stakeholders, including subcontractors and partners, to develop compliant and competitive proposal budgets. Negotiates pricing inputs and budget assumptions with subcontractors and internal stakeholders to support proposal strategy and compliance. Communicates complex pricing analyses, recommendations, and risks clearly to leadership and cross-functional teams. Develops and delivers strategic pricing and price-to-win training, mentoring, and guidance to business development teams and other staff. Management & Supervision: Manages the activities of the Cost & Pricing department through managers and/or senior professionals. Directs multiple teams or a discipline, setting priorities, allocating resources, and ensuring timely completion of deliverables. Establishes departmental goals, operating procedures, and performance expectations aligned with functional and organizational priorities. Provides leadership, coaching, and mentorship to managers and staff to build technical capability and strengthen performance. Guides staff using function and department practices and established management precedents. Oversees work quality, workload distribution, and adherence to proposal timelines and compliance requirements. Embraces other duties as assigned, contributing to the team’s multifaceted and evolving responsibilities.

Requirements

• Expert knowledge of cost and pricing practices, proposal budget development, and price-to-win methodologies.
• Strong knowledge of GAAP, government accounting practices, CAS, FAR, and applicable state/federal regulations affecting cost and pricing.
• Demonstrated experience with automated financial reporting systems and cost/pricing analysis tools.
• Ability to evaluate complex cost structures and provide expert-level recommendations in high-stakes proposal environments.
• Strong diplomatic, negotiation, and influencing skills, with the ability to build alignment across multiple stakeholders.
• Ability to integrate emerging technologies into cost and pricing processes and strategies.
• Strong understanding of organizational structure, policies, and practices, and their impact on functional and organizational outcomes.
• Ability to manage multiple priorities, meet deadlines, and achieve results in a fast-paced environment.
• Clear, professional, and effective written and verbal communication skills.
• Master’s Degree or international equivalent in Accounting, Business Administration, Finance, or related field.
• Typically requires a minimum of 10+ years of related work experience at a corporate or organizational level.
• Includes 6+ years of experience managing a cost and pricing unit or comparable finance function.

Nice To Haves

• CPA (Certified Public Accountant) designation preferred.
• Experience working in a nongovernmental organization (NGO), preferably in international development.
• Significant experience in government contract finance, preferably in an international or multi-country environment.
• Demonstrated leadership experience in cost and pricing strategy for federal and non-federal clients.
• Experience mentoring teams in strategic budgeting and price-to-win practices.

Responsibilities

• Leads the development and execution of functional pricing strategies, including non-traditional and price-to-win approaches, to strengthen competitiveness and support growth objectives.
• Directs the in-depth review of RFPs, RFAs, and other solicitations to ensure compliant and strategically positioned cost proposals.
• Oversees development of proposal budgets and budget narratives in alignment with donor requirements, client expectations, and internal financial policies.
• Determines strategic workflow processes and operational guidelines for historical cost reporting, cost structure analysis, pricing of new services or products, and budget-versus-actual reporting.
• Evaluates complex pricing and costing issues, including situations with limited precedent, and provides expert guidance to support sound business decisions.
• Ensures cost allocation methodologies are applied consistently and comply with internal policy, GAAP, CAS, FAR, and applicable donor requirements.
• Drives operational improvements in cost and pricing processes, including the use of emerging technologies and automated reporting tools.
• Provides Senior Management with strategic analyses of pricing models, cost structures, and pricing trends, and recommends improvements to strengthen competitiveness and operational sustainability.
• Translates functional pricing plans into operational processes and guides execution across the department.
• Makes final departmental decisions on pricing methodologies, proposal cost structures, and internal cost-pricing workflows.
• Establishes and implements departmental policies and procedures to support compliant, competitive, and consistent pricing practices.
• Accountable for departmental pricing quality, compliance, and operational effectiveness.
• Partners with Vice Presidents, Directors, and senior leaders in Business Development, Finance, Programs, and Contracts to align pricing approaches with organizational and proposal objectives.
• Collaborates with internal teams and external stakeholders, including subcontractors and partners, to develop compliant and competitive proposal budgets.
• Negotiates pricing inputs and budget assumptions with subcontractors and internal stakeholders to support proposal strategy and compliance.
• Communicates complex pricing analyses, recommendations, and risks clearly to leadership and cross-functional teams.
• Develops and delivers strategic pricing and price-to-win training, mentoring, and guidance to business development teams and other staff.
• Manages the activities of the Cost & Pricing department through managers and/or senior professionals.
• Directs multiple teams or a discipline, setting priorities, allocating resources, and ensuring timely completion of deliverables.
• Establishes departmental goals, operating procedures, and performance expectations aligned with functional and organizational priorities.
• Provides leadership, coaching, and mentorship to managers and staff to build technical capability and strengthen performance.
• Guides staff using function and department practices and established management precedents.
• Oversees work quality, workload distribution, and adherence to proposal timelines and compliance requirements.
• Embraces other duties as assigned, contributing to the team’s multifaceted and evolving responsibilities.

Benefits

• FHI 360 contributes 7% of monthly base pay to a money purchase pension plan account.
• Additionally, all US based staff working full-time, which is calculated at 40 hours/week, receive 18 days of paid vacation per year, 12 sick days per year, and 11 holidays per year.

What This Job Offers

• Job Type: Full-time
• Career Level: Director