Director, Pricing

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Lead the Flex Pricing Team, a pool of Pricing Managers deployed across industry verticals based on pursuit demand, and pricing pursuits including complex global. Partner with key Work Dynamics stakeholders (Sales Team, Solutions Team, Commercial Executives, Product Teams, Service Lines, Business Lines, Corporate Finance and others) to manage the development of the pricing solution for new business pursuits, formal requests for proposal (RFPs), renewals, expansions and opportunity assessments.

Match the right pricing talent to each pursuit, personally lead pricing on the largest and most complex opportunities, and support the team’s pursuits with financial modeling, pricing processes, commercial expertise and data analysis to deliver accurate, competitive, timely client pricing-related deliverables. Balance workload across the team, build its capability, and keep Sales and Solutions leaders informed on coverage and capacity.

Lead and deploy the Flex Pricing Team:
Own intake and allocation of pricing requests, assigning Pricing Managers based on deal size and complexity, pursuit stage and likelihood to advance, timing, team capacity, and fit with the Solution Director and pursuit team. Set lead and backup coverage on every pursuit, balance workload across competing deadlines, and rebalance quickly as priorities, timelines or availability change. Maintain a live view of the team’s pipeline (active, coming, waiting and winding down) to forecast demand, plan capacity and flag resourcing gaps early.

Partner with vertical pricing leads and regional pricing teams to share capacity when demand peaks, so every pursuit has the right coverage. Coach and develop Pricing Managers through day-to-day deal support, reviews of models and deliverables, and regular feedback. Recruit, onboard and integrate new team members. Keep Sales, Solutions and Commercial Executive leaders informed on coverage, status and capacity. Lead and oversee the compilation of the optimal client pricing solution per the specifications and requirements of the RFP/pursuit response, personally leading pricing on the largest and most complex pursuits:
Work with the Sales and Solutions team to develop strategy and implement process for pricing development in response to new business, renewal and expansion opportunities, including reprices and best and final offers. Collaborate with and integrate pricing inputs from Product Teams, Business Lines, Service Line subject matter experts (SMEs), Account Management representatives and pursuit team into a final pricing solution, including multi-service-line solutions that combine integrated facilities management (IFM), project and development services, and transaction management.

Fully understand and integrate pricing inputs from global regions into the final pricing solution, working with regional pricing teams on multi-region pursuits. Work with IFM service line SMEs and pursuit team to develop IFM service delivery and platform costs, and to document value propositions. Investigate and compile relevant benchmarking data to support pricing assumptions for IFM. Develop (or oversee the team’s…