Pricing Manager

Diné Development Corporation•Dayton, OH

About The Position

The Pricing Manager is the working leader of DDC’s proposal pricing team, accountable for hands-on execution and team delivery. The role personally leads complex, strategic, high-value, or high-risk federal pricing efforts while coaching pricing analysts, allocating workload, enforcing review gates, and ensuring submissions are compliant, competitive, traceable, and executive-ready. This is a pre-award proposal-pricing position, not a corporate FP&A, accounting, program-control, or budgeting role. The Pricing Manager partners with Capture, Business Development, Proposal Management, Contracts, Finance, HR, Recruiting, Program Control, operating-company leadership, and executive approvers to translate pursuit strategy into defensible pricing decisions. The successful candidate brings deep GovCon pricing judgment, advanced Excel modeling skills, practical Price-to-Win experience, and people-leadership ability. Dayton, Ohio is preferred, with preference given to East Coast candidates based on business need. The manager personally owns complex bids, pricing models, Cost/Price Volumes, BOEs, pricing narratives, PTW scenarios, and executive approval packages. They coach analysts through live pursuits, review work products, set priorities, balance capacity, provide actionable feedback, and maintain pricing-process discipline, including version control, assumption logs, compliance matrices, independent reviews, and final reconciliation. They also convert pricing analysis into concise executive recommendations explaining economics, strategic tradeoffs, risks, exceptions, and decisions required. The position leads end-to-end pricing for federal pursuits, develops and reviews pricing models and supporting proposal artifacts, conducts PTW analysis, advises executives, supervises and develops pricing analysts, manages workload and resources, and owns process compliance and quality assurance. It coordinates closely with cross-functional stakeholders to validate assumptions and integrate pricing into proposals and post-award handoffs. Responsible use of AI and automation is encouraged to improve research, analysis, modeling, compliance, and quality, with human validation of strategy, formulas, sources, and final content. Diné Development Corporation (DDC) is a Navajo Nation–owned family of companies providing government agencies and commercial organizations with IT, professional, environmental, and research and development services. DDC is dedicated to empowering the Navajo Nation and the communities it serves.

Requirements

Authorization to work in the United States without current or future visa sponsorship.
10 or more years of relevant GovCon experience, including at least 5 years of hands-on federal proposal pricing; equivalent combinations of pricing, estimating, PTW, program finance, project controls, or capture experience will be considered.
Demonstrated ownership of complex Cost/Price Volumes and pricing models for competitive federal solicitations, task orders, and multi-year programs.
Demonstrated leadership experience managing, coaching, or developing pricing professionals or comparable teams, including workload prioritization, feedback, performance expectations, and team delivery.
Strong knowledge of FAR/DFARS pricing and estimating concepts and experience with FFP, T&M/LH, cost-reimbursement, GSA MAS, IDIQ, CTA, and subcontractor pricing structures.
Advanced Microsoft Excel skills, including complex formulas, structured model design, scenario/sensitivity analysis, data validation, error checking, and executive summaries.
Ability to clearly present complex pricing, profitability, and risk information to senior and executive leadership.
Exceptional organization, judgment, and calm execution across competing deadlines and incomplete inputs.
Ability to pass a company background check.

Nice To Haves

Formal people-management experience is strongly preferred.
Prior experience as a Pricing Manager, Pricing Lead, or senior pricer in a federal contractor with responsibility for multiple concurrent pursuits.
Experience building formal PTW assessments and using public award, GSA Schedule, BLS, ERI, or comparable market data.
Experience with GovCon ERP systems and using financial, indirect-rate, and actual-cost data for proposal pricing and post-award handoffs; JAMIS experience is preferred.
Experience supporting DCAA/DCMA-facing estimating practices, cost or pricing data, or audit-ready estimating-system documentation.
Comfort using AI and automation to improve pricing research, analysis, modeling, compliance, and quality; experience developing AI-enabled workflows or agents is a plus.
Bachelor’s degree in Finance, Accounting, Economics, Business, Mathematics, or a related field; an advanced degree or relevant professional certification is a plus.
Dayton, Ohio location; East Coast candidates are preferred based on business need.

Responsibilities

Lead end-to-end pricing for complex federal pursuits, from pre-RFP shaping and solicitation analysis through Green Team, executive approval, and final submission.
Develop and review Cost/Price Volumes, Bills of Estimate (BOEs), pricing narratives, labor-category mappings, rate build-ups, escalation, ODCs, travel, subcontractor/CTA inputs, and required cost or pricing data.
Build and maintain clear, auditable Excel models with controlled assumptions, transparent formulas, scenario functionality, summary dashboards, and documented data sources.
Reconcile the internal model, customer pricing schedules, price narrative, BOEs, approval summaries, and subcontractor/CTA positions before release.
Manage concurrent bids, quick-turn task orders, modifications, and rate-card actions; escalate capacity or schedule risk early.
Develop pricing approaches across DDC operating companies and teaming structures, balancing workshare, rate structures, competitive positioning, profitability, and execution risk.
Lead structured Price-to-Win (PTW) analysis using incumbent and competitor intelligence, public schedule rates, award history, labor-market data, likely wraps, escalation, customer affordability, and capture intelligence.
Develop conservative, target, and aggressive pricing scenarios and explain tradeoffs among win probability, profitability, compliance, staffing feasibility, and execution risk.
Challenge labor mix, staffing, indirect rates, fee, workshare, subcontractor economics, and strategic exceptions; identify assumptions requiring validation by Finance, Contracts, HR, Recruiting, or operating leadership.
Present decision-ready pricing recommendations to executive leadership, including assumptions, margin and economic impacts, risks, mitigations, and required approvals.
Use AI-assisted research where appropriate to support competitive intelligence, incumbent analysis, Black Hat preparation, labor-market analysis, and PTW scenario development.
Supervise, coach, and develop pricing analysts through regular 1:1s, pursuit debriefs, technical reviews, and targeted training.
Set expectations and accountability across the pricing team; provide timely feedback, address performance or delivery issues, recognize strong performance, and support team-member development and ownership.
Triage and assign pricing workload by deadline, value, complexity, strategic importance, contract type, model maturity, and resource capacity; establish primary and backup owners.
Serve as senior reviewer and surge lead when bids are at risk while maintaining accountability with the assigned pricing owner.
Create repeatable templates, checklists, playbooks, and training to improve quality, speed, consistency, and handoffs.
Partner with the Senior Director, Revenue Operations on workforce planning, recruiting, onboarding, performance expectations, and pricing capability development.
Own adherence to DDC pricing and executive approval processes, including review calendars, signoffs, file/version control, records retention, and release authorization.
Ensure compliance with solicitation instructions and applicable FAR, DFARS, GSA MAS, IDIQ/task-order, and company estimating requirements; coordinate legal, accounting, or contracting interpretations with the responsible function.
Implement second- and third-review discipline for high-value, unusual, or high-risk bids, with documented formula checks, reasonableness tests, and final submission tie-outs.
Maintain audit-ready pricing files, assumption logs, basis-of-estimate support, rate sources, approval evidence, and partner/subcontractor concurrence.
Use AI and automation responsibly to improve pricing research, analysis, modeling, document comparison, compliance, and quality, with appropriate human validation.
Partner with Capture and Business Development to translate win strategy and customer intelligence into actionable pricing positions.
Coordinate with Proposal Management to integrate pricing schedules, narratives, and review gates into the master proposal schedule.
Work with Contracts on terms, representations, CTA/subcontractor structures, data-rights considerations, and submission compliance.
Coordinate with Finance/FP&A and Program Control on approved indirect rates, forecasts, execution assumptions, profitability views, and post-award baseline handoff while preserving functional accountability.
Engage HR, Recruiting, and compensation data sources such as BLS and ERI to validate direct-labor assumptions and staffing feasibility.
Ensure complex bids have clear owners, schedules, review gates, backups, and timely escalation of capacity or decision risk.
Ensure final pricing models, customer schedules, narratives, BOEs, and approval emails reconcile without material last-minute corrections.
Ensure executive reviews include a concise recommendation, PTW posture, key assumptions, economics, risks, and decisions needed.
Develop pricing analysts’ model discipline, communication, and independent ownership through regular coaching.
Improve templates, checklists, and automation to reduce avoidable rework while preserving compliance and human review.
Ensure post-submission and post-award handoffs document the approved pricing baseline, exceptions, and execution risks.