Director of Pricing

The Director of Pricing & Proposals is a strategic and hands‑on leader responsible for developing, executing, and continuously improving pricing strategies and proposal processes that drive profitable growth across full‑service portfolio, including Turnarounds (TARs), industrial services, fire systems and services, safety staffing, rentals, and equipment sales.

This role partners closely with Sales, Operations, Finance, Legal, Risk, and Executive Leadership to ensure competitive, compliant, and value‑based pricing across project‑based, time‑and‑materials, rental, and long‑term service contracts. The Director will balance margin discipline with operational realities in high‑risk, high‑compliance environments while ensuring proposal excellence that consistently wins work in industrial and energy markets.

• Develop and own enterprise pricing strategies and governance frameworks across TARs, industrial services, fire protection services, safety staffing, rentals, and equipment.
• Establish pricing models for lump‑sum projects, time‑and‑materials work, day‑rate staffing, rental rate cards, bundled service offerings, and long‑term MSAs.
• Partner with Finance and Operations to validate labor models, burden rates, equipment utilization, mobilization costs, and risk premiums.
• Ensures pricing reflects regulatory, safety, insurance, and contractual risk specific to industrial and energy work.
• Lead pricing reviews and approval processes for complex, high‑risk, and high‑value bids, including major TAR events and multi‑site contracts.
• Monitor competitive landscape, regional market dynamics, and customer pricing expectations across refining, petrochemical, power, and industrial sectors.
• Oversee end‑to‑end proposal execution for RFQs, RFPs, and TAR bid events across industrial services, fire systems, safety staffing, rentals, and equipment.
• Ensure proposals clearly articulate operational approach, safety performance, staffing plans, equipment readiness, and execution capability.
• Standardize proposal content libraries including safety statistics, EMR/TRIR, certifications, resumes, project experience, and TAR execution plans.
• Partner with Legal, Risk, and HSE to ensure contract terms, insurance requirements, and risk assumptions align with standards.
• Drive disciplined win/loss analysis by service line (TARs, rentals, staffing, fire) to refine pricing models and proposal strategy.

• Build pricing and proposal analytics by service line, region, and customer, including win rates, margin performance, rental utilization impact, and TAR profitability.
• Develop dashboards tracking bid volume, proposal cycle time, approval bottlenecks, and forecast accuracy.
• Implement and optimize CRM, pricing calculators, labor models, and proposal management tools aligned to operational cost drivers.
• Establish standardized KPIs and reporting cadence to support executive decision‑making.
• Lead and develop a high‑performing pricing and proposals team supporting all service lines.
• Act as a strategic advisor to Sales and Operations leaders during TAR pursuits, large industrial bids, and national account negotiations.
• Facilitate cross‑functional alignment between Sales, Operations, Finance, Risk, Legal, and HSE to ensure executable, profitable deals.
• Champion pricing discipline while enabling growth in competitive, fast‑paced industrial environments.
• Foster a culture of accountability, continuous improvement, and customer‑focused value creation.

• Bachelor’s degree in Business, Finance, Economics, Engineering, or a related field.
• 8–12+ years of progressive experience in pricing, proposals, commercial strategy, or related roles.
• Proven experience leading pricing strategy and proposal functions in a services, industrial, energy, or safety‑related environment.
• Strong financial acumen with demonstrated success improving margins and win rates.
• Experience managing complex multi‑million‑dollar bids and contracts.
• Advanced skills in Excel; experience with CRM and pricing/proposal tools.

• MBA or advanced degree.
• Experience in industrial services, energy, refining, petrochemical, power generation,…