Pricing Manager - Fire Protection

Guardian Fire Protection Services, LLC•Rockville, MD

10d•Onsite

About The Position

The Pricing Manager owns the development, execution, and governance of pricing strategy across Guardian's commercial service lines including inspection, installation and construction projects, service and repair, and monitoring. The central charge of the role is to maximize realized price - capturing Guardian's value while staying competitive in the market. Working within the commercial organization, this role partners closely with sales, marketing, operations, and finance to protect and grow margin while standardizing pricing across business units, brands, and geographies. Additionally, key responsibilities for this role include managing the annual price increase program, maintaining estimated revenue prices and contracts within our work management system, supporting large and complex bids, and instilling a disciplined, data-driven pricing practices across a multi-state platform. The Pricing Manager plays a key role in harmonizing pricing across newly acquired businesses as part of Guardian's ongoing M&A integration.

Requirements

Bachelor's degree in Business, Finance, Economics, Marketing, or a related field - or equivalent practical experience.
5+ years of experience in pricing, pricing analytics, revenue management, or commercial finance, ideally in a B2B services, field-services, or construction/installation environment.
Strong analytical and financial-modeling skills; advanced Excel, and experience with pricing/CPQ tools, CRM (e.g., Salesforce), and ERP systems.
Demonstrated track record of measurable margin improvement and disciplined pricing execution.
Excellent communication skills and the ability to influence across sales, finance, and operations without direct authority.

Nice To Haves

Experience in fire and life safety, building services, facilities, MEP, or a comparable field-services industry.
Experience in private-equity-backed and/or multi-site, multi-brand organizations, including M&A pricing integration.
Familiarity with recurring-service and subscription revenue models (ITM, monitoring).
MBA or relevant certification (e.g., Certified Pricing Professional).

Responsibilities

Develop and maintain pricing strategy, frameworks, rate cards, and price books across service lines, business units, and geographies.
Publish clear, self-service pricing guidelines for sales and operations - segmented by product and service line, contract type, and deal size - so the large majority of quotes can be priced correctly at the point of sale without escalation or approval delay.
Operate a lean deal desk as the exception path for genuinely non-standard deals, with published turnaround targets, and continuously reduce approval volume by widening preapproved ranges where win/loss and margin data support it.
Standardize and harmonize pricing across business units, brands, geographies, and newly acquired companies, defining where regional variation is legitimate - labor cost, market density, competitive intensity - and where it is simply drift to be corrected.
Own Guardian's annual price-increase program end to end - design the increase framework, segment increase percentages by service line, contract type, geography, and customer profile, and set the calendar for execution.
Build the customer-communication playbook and arm sales and operations to defend increases, including justification narratives, exception criteria, and escalation handling.
Administer contractual escalators across ITM, monitoring, and multi-site agreements, and ensure every eligible contract is captured each cycle.
Track realization - increase announced versus increase captured, by business unit and geography - and report leakage, churn impact, and corrective actions to executive leadership.
Own price-to-win strategy on large RFPs, complex bids, and strategic or large-scale opportunities - building pricing scenarios, margin analysis, and competitive positioning - and share accountability with sales for competitive win rate at target margin.
Design pricing for recurring ITM and monitoring contracts, including renewals, escalations, and multi-site agreements.
Analyze margin, win/loss, price realization, and price leakage to identify and act on profitability opportunities.
Build and maintain pricing models, dashboards, and reporting for commercial and executive leadership.
Conduct market, competitor, and cost analysis to inform pricing decisions and value positioning.
Own pricing tools and CPQ, price tables, and rate configuration; drive automation and continuous process improvement.
Partner with finance on cost inputs, margin targets, and price/cost variance.
Collaborate with marketing on packaging, bundling, and value propositions, and train sales teams on pricing tools, policies, and value-based selling.