Lead Government Pricing Strategist | Unlimited PTO

Kapsch Group; Duluth (MN); On-site; USD 125,000 - 170,000; Full time

Benefits offered by this job

Unlimited PTO

11 paid holidays

401(k)

Zero premium medical insurance option

FSA option

Job summary

Kapsch TrafficCom seeks a Lead Pricing Specialist to shape pricing strategy for complex public-sector pursuits across North America, with a focus on state government contracts. You will own cost models, RFP analysis, and pricing governance, partnering with cross-functional teams from BD, Engineering, Finance, Contracts and executives.

Responsibilities span bid development through negotiation, BAFOs, and transition to delivery, delivering compliant, competitive pricing while maintaining

Qualifications

• Bachelor's degree or higher in Business, Finance, Engineering, Economics, or related field.
• 10+ years in pricing, proposal development, cost analysis, financial modeling, or commercial management for state/local government contracts.
• Experience leading pricing for state government RFPs with compliant cost proposals and documentation.
• Strong understanding of state government procurement processes, public-sector contracting, and evaluation methodologies.
• Ability to translate complex RFP requirements into detailed, compliant cost and pricing structures.
• Experience in pricing strategies for large-scale, multi-year government contracts (fixed-price, T&M, cost-based).
• Advanced Excel skills for pricing models, cost breakdowns, and analyses.
• Proven ability to present pricing recommendations to executives and collaborate across functions.

Responsibilities

• Lead pricing strategy for complex state and local government pursuits, including target pricing, margins, cost assumptions, and scenarios.
• Develop detailed cost proposals in response to state government RFPs, RFIs, and other public-sector solicitations, ensuring compliance with formats and criteria.
• Interpret solicitation documents, pricing schedules, cost proposal requirements, and contract terms to identify obligations, risks, and opportunities.
• Collaborate with Engineering, Project Management, Solution Centers, and SMEs to develop cost models for technology, infrastructure, and service contracts.
• Consolidate cost information from SMEs, ensuring accuracy, traceability, and alignment with solicitation requirements.
• Develop competitive pricing analyses, price-to-win strategies, and scenario models balancing competitiveness and profitability.
• Ensure pricing proposals address contract pricing structures, milestones, deliverables, acceptance, and renewal options.
• Prepare executive pricing summaries, cost justifications, and commercial analyses for bid/no-bid decisions and approvals.
• Own pricing assumptions, basis-of-estimate docs, cost narratives, exclusions, clarifications, and risk assessments for each pursuit.
• Lead post-submission activities: clarifications, BAFOs, revised proposals, negotiations, and final pricing alignment.
• Maintain government proposal pricing templates, cost models, and historical benchmarks; mentor junior team members.

Skills

Pricing strategy

Financial modeling

RFP interpretation

Advanced Excel

Stakeholder collaboration

Public sector procurement

Government contracting

Education

Bachelor's degree in Business/Finance/Engineering

Tools

Salesforce

ERP systems

Job description

Kapsch TrafficCom seeks a Lead Pricing Specialist to shape pricing strategy for complex public-sector pursuits across North America, with a focus on state government contracts. You will own cost models, RFP analysis, and pricing governance, partnering with cross-functional teams from BD, Engineering, Finance, Contracts and executives.

Responsibilities span bid development through negotiation, BAFOs, and transition to delivery, delivering compliant, competitive pricing while maintaining