Director of Pricing

J&J Worldwide Services; Northern (KY); Hybrid; USD 170,000 - 185,000; Full time

Job summary

CBRE Government Services seeks a Director of Pricing to own pricing for proposals and build a high-performing team. You will lead price/cost volumes, establish rate-card governance, and partner with Finance, Contracts, and BD to drive wins.

The role combines hands-on technical pricing work with leadership responsibilities, standing up a pricing function and delivering clear financial analysis for executive decisions.

Qualifications

• Experience in GovCon pricing with direct ownership of price/cost volumes.
• Experience leading or managing a pricing or cost estimating team.
• Deep knowledge of FAR Part 15, indirect rate structures, and price reasonableness.
• Active DoD Secret Clearance or ability to obtain.
• Bachelor's or higher in finance, accounting, business, or related field.

Responsibilities

• Lead Pricing team across FFP, CPFF, T&M, and IDIQ contracts.
• Own proposal price/cost volume and fee strategy.
• Govern the approved rate card and ensure references to current rates.
• Develop and institutionalize PTW methodology and competitive intelligence.
• Set pricing standards, tollgates, file structures, and checklists.
• Coordinate with the Finance Director on fee approvals and DCAA interface.
• Drive post-award lessons learned to improve win rates.
• Ensure cost model inputs align with pricing outputs.
• Present pricing strategy to BD and operations leadership.
• Track KPIs: win rate, cost realism, cycle time, PTW accuracy.

Skills

Pricing leadership

Team management

Excel

Financial analysis

Proposal pricing

Pricing strategy

Education

Bachelor's Degree

Master's Degree

Degree in Finance, Accounting, Business

Advanced degree

Tools

Deltek Costpoint

IGCE analysis

FP&A software

Job description

The Director of Pricing reports to the Finance Director and owns everything that goes out the door on the price/cost volume of every proposal CBRE Government Services submits. You will build and lead a team of Pricing, establish pricing standards and process controls, own the approved rate card and fee strategy, and serve as the primary Finance interface to Capture, Business Development, and Contracts leadership. This role requires someone who is equally comfortable doing the technical work and leading a team - we are standing up a function, not inheriting a mature one.

Primary Job Functions

Essential Duties and Responsibilities

• Lead the Pricing team: hire, develop, and manage a Pricing team supporting proposals across FFP, CPFF, T&M, and IDIQ contract types including facilities management, operations and maintenance, and construction.
• Own the proposal price/cost volume for major and strategic pursuits: rate application, CLIN structure, fee strategy, compliance review, and final assembly.
• Maintain and govern the approved rate card in coordination with the Finance Director and Controller; ensure all proposals reference the current approved rate set.
• Develop and institutionalize price-to-win (PTW) methodology; build the competitive intelligence capability that informs pricing strategy across the portfolio.
• Set and enforce pricing standards: BOE format, review tollgates, proposal file structure, and compliance checklists.
• Coordinate with the Finance Director on fee approvals and indirect rate strategy; serve as the pricing function's primary interface with DCAA and Contracts.
• Drive the post-award lessons learned process; use debrief data to continuously improve win rates and pricing accuracy.
• Partner with the Director of Estimating to ensure cost model inputs and pricing outputs are consistent, traceable, and defensible.
• Present pricing strategy and rationale to BD and operations leadership; support executive go/no-go decisions with clear financial analysis.
• Establish and track pricing function KPIs: win rate, cost realism findings, compliance deficiencies, proposal cycle time, and PTW accuracy.

Education, Experience and Certification

Required/Preferred

Required

Preferred

Bachelor's Degree

Master's Degree

Degree in Finance, Accounting, Business or a related field.

Advanced degree in related field.

Required/Preferred

Years of Experience

Required

Required

10 years

5+ years

Experience in GovCon pricing experience with direct ownership of price/cost volumes submitted under FAR Part 15.

Experience Leading or managing a pricing or cost estimating team.

Required/Preferred

License/Certification

Preferred

Preferred

Certification

N/A

Microsoft Certifications

Active Secret Clearance or ability to obtain.

Working Conditions

• Remote role with standard business hours; additional time may be required during peak periods.
• Occasional travel may be necessary for leadership meetings or audits.

Knowledge, Skills, and Abilities

• Deep knowledge of FAR Part 15, indirect rate structures, Truthful Cost or Pricing Data Act thresholds, cost realism, and price reasonableness standards.
• Demonstrated PTW methodology experience: competitive intelligence, IGCE analysis, historical award data, and pricing strategy development.
• Experience managing DCAA audit interactions and forward pricing rate agreement (FPRA) processes.
• Strong leadership presence: ability to build team standards from the ground up and hold a team accountable to them.
• Proficiency in Microsoft Excel including formula-based analysis, pivot tables, and structured data management.
• Strong analytical skills and attention to detail; ability to identify and flag inconsistencies in cost data.
• Strong written communication skills; ability to produce clear tables, summaries, and supporting narratives.
• Facilities management or operations and maintenance GovCon experience strongly preferred.
• Proficiency in Deltek Costpoint or comparable GovCon ERP.

People Management

Yes

Disclaimer

The base salary range for this position is $170,000 - $185,000. This position may also be eligible for a wide range of competitive benefits that can include but not limited to: medical, well-being, financial planning and short-term incentives benefits.

This description is not intended to be an "all inclusive" list of the accountabilities of the job described. Rather, it describes the general nature of the job. In addition, some aspects of this job may change over time, according to business needs, and these changes may not be recorded immediately. The requirements stated represent the minimum levels of knowledge, skills and/or abilities to qualify and satisfactorily perform this job.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.