Lead Pricing Specialist

Kapsch•Duluth, GA

13d

About The Position

The Lead Pricing Specialist is responsible for leading pricing strategy, cost model development, commercial analysis, and pricing governance for complex pursuits across North America. This role partners closely with Business Development, Engineering, Project Management, Finance, Contracts, Solution Centers, and Executive Leadership to develop compliant, competitive, and financially sound proposals. The Lead Pricing Specialist supports opportunities from pursuit through contract award, including customer negotiations, executive approvals, and transition to project delivery teams.

Requirements

Bachelor's degree in Business, Finance, Accounting, Engineering, Economics, or a related discipline.
10+ years of experience in pricing, proposal development, cost analysis, financial modeling, or related commercial functions.
Strong experience developing pricing strategies and analyzing costs for complex proposals.
Advanced Microsoft Excel skills, including development and maintenance of pricing models, complex formulas, and comparative analyses.
Strong analytical and financial modeling capabilities, including scenario analysis, sensitivity analysis, and reconciliation of inputs from multiple functions and systems.
Proven ability to interpret RFP requirements and translate customer needs into detailed cost and pricing structures.
Experience leading cross-functional pricing discussions and presenting recommendations to executive leadership.
Excellent interpersonal, written, and verbal communication skills.
Strong attention to detail, critical thinking, and problem-solving abilities.
Working knowledge of contract structures, commercial terms, pricing implications, payment milestones, acceptance criteria, escalation provisions, and risk allocation.
Demonstrated experience leading pricing governance processes, executive reviews, and approval workflows.

Nice To Haves

Experience leading pricing efforts for complex, multi-disciplinary pursuits, including executive approvals and customer-facing pricing support.
Experience within the Electronic Tolling, Intelligent Transportation Systems (ITS), transportation technology, infrastructure, or related industries.
Familiarity with Federal Acquisition Regulation (FAR) requirements.
Experience with Enterprise Resource Planning (ERP) systems and Salesforce.
Experience mentoring junior pricing professionals and improving pricing processes, templates, governance, and review practices.
Demonstrated success supporting customer negotiations and commercial discussions through contract award.

Responsibilities

Lead pricing strategy for major pursuits, including target pricing, margin recommendations, commercial assumptions, and pricing scenarios that support overall win strategies.
Partner with Engineering, Project Management, Solution Centers, and Subject Matter Experts (SMEs) to analyze RFP requirements and develop detailed cost and pricing models.
Review, validate, and incorporate cost information from SMEs and proposal contributors into pricing models and templates.
Develop competitive pricing analyses and establish price targets to maximize win probability while achieving business objectives.
Lead pricing team workload planning, prioritization, and review across multiple concurrent pursuits.
Prepare executive pricing summaries, management reports, and commercial analyses to support bid decisions and approvals.
Own pricing assumptions, basis-of-estimate documentation, exclusions, and risk assessments for each pursuit.
Participate in customer negotiations related to pricing, scope, commercial terms, and acceptance criteria.
Support post-submission activities, including clarifications, Best and Final Offers (BAFOs), contract negotiations, and transition of pricing assumptions to delivery teams following award.
Develop, maintain, and enhance proposal pricing templates, tools, historical benchmarks, and standard methodologies.
Mentor and support junior pricing and proposal team members while promoting best practices and continuous improvement.