Position LocationThis position is remote with travel when necessary.
Job OverviewThe Director, Price to Win (PTW) is responsible for developing independent, data-driven Price-to-Win assessments that inform capture strategy for large and complex Government pursuits. The role focuses on market intelligence, customer affordability, competitor behavior, historical award analysis, and quantitative modeling to establish recommended competitive price ranges and strategic trade-space for executive and pursuit-team decision making.
The ideal candidate will have extensive experience supporting large-scale Base Operations, Facilities Services, or similarly complex Government services pursuits and will be able to translate fragmented market, customer, competitor, and cost information into actionable recommendations for senior leadership.
The Director, Price to Win will report to the Chief Financial Officer or other designated executive leader and will have an independent advisory voice in collaboration with Business Development, Capture, Proposal, Pricing/Estimating, Finance, and Operations on large and complex Government pursuits.
ResponsibilitiesEssential Job Duties:- Lead independent Price-to-Win analyses for priority pursuits, beginning during pipeline development and early capture and continuing through proposal strategy as appropriate.
- Collect, validate, and analyze competitive intelligence regarding customers, incumbents, likely competitors, market conditions, acquisition strategies, procurement histories, and award patterns.
- Assess customer affordability, available funding, budget trends, historical spend, procurement behavior, and other indicators to develop defensible target-price ranges.
- Develop competitor-specific pricing hypotheses and models using publicly available information, historical awards, labor-market data, contract structures, known business practices, and other relevant intelligence.
- Perform should-price and price-sensitivity analyses to identify the range in which a proposed solution is likely to remain both competitive and financially viable.
- Use quantitative methods, including scenario analysis, probability distributions, Monte Carlo simulation, and other analytical techniques, where appropriate, to evaluate uncertainty and competitive price ranges.
- Identify and communicate the primary cost and price drivers that are most likely to influence customer evaluation, competitor behavior, and overall win probability.
- Analyze RFP pricing structures and Government evaluation methodologies to understand how price is likely to be evaluated and where competitive differentiation may exist.
- Partner with Business Development, Capture, Operations, Solutioning, Pricing/Estimating, Contracts, and Finance to understand the proposed solution and test its competitive positioning.
- Review cost estimates and pricing scenarios developed by the Pricing/Estimating function as inputs to PTW analysis; assess how those outputs compare with independent market and competitor intelligence.
- Develop executive-level PTW briefings that clearly communicate assumptions, confidence levels, competitive risks, price ranges, tradeoffs, and recommended actions.
- Provide an independent strategic recommendation to capture and executive leadership regarding the price position most likely to support the company's win strategy while maintaining appropriate business objectives.
- Support competitive assessments, black-hat reviews, capture reviews, and other pursuit strategy sessions by providing fact-based competitor and pricing intelligence.
- Build and maintain reusable competitive-intelligence resources, historical award data, market benchmarks, and PTW analytical tools to improve future pursuit decisions.
- Document key assumptions, sources, methodologies, and limitations supporting PTW recommendations to enable repeatability, transparency, and lessons learned.
- Conduct post-award analyses comparing PTW assumptions and recommendations with actual award outcomes and competitor information, where available, and refine methodologies accordingly.
- Provide guidance and thought leadership on PTW methodology, competitive analysis, and market-intelligence practices across the organization.
- Perform additional duties consistent with the strategic PTW and competitive-intelligence function as required.
Job RequirementsMandatory- Bachelor's degree in Finance, Business Administration, Economics, Engineering, Data Analytics, Construction Management, or a related field; equivalent directly relevant experience may be considered consistent with Company practice.
- Fifteen (15) or more years of progressively responsible experience in Government contracting, capture, competitive pricing, estimating, financial analysis, or related business-winning functions, including substantial hands-on experience performing strategic Price-to-Win or competitive-price analysis.
- Strong quantitative, analytical, and critical-thinking skills, with the ability to draw conclusions from incomplete or imperfect market information.
- Demonstrated ability to develop Price-to-Win assessments, competitive-price ranges, competitor models, customer affordability assessments, or comparable strategic pricing analyses.
- Advanced proficiency in Microsoft Excel and experience with analytical/modeling tools used for scenario analysis, probability analysis, or pricing intelligence.
- Ability to distinguish between cost estimating and market-based competitive pricing analysis and to challenge assumptions constructively.
- Strong understanding of Government acquisition strategies, contract types, source-selection approaches, and the role of price in competitive procurements.
- Working knowledge of FAR/DFARS and Government proposal processes sufficient to interpret acquisition requirements and pricing/evaluation structures.
- Ability to synthesize complex information into concise, decision-ready recommendations for senior leaders.
- Excellent written and oral communication skills, including the ability to present conclusions, assumptions, uncertainty, and risk to executive and pursuit teams.
- Ability to work independently across multiple pursuits and collaborate effectively with Business Development, Capture, Operations, Pricing, Finance, Contracts, and Proposal teams.
Preferred- Demonstrated experience supporting large, complex Government services pursuits; Base Operations, Facilities Services, logistics, infrastructure, or comparable service environments.
- Experience working with tribally owned, Alaska Native Corporation, 8(a), or other Government-contracting business structures.
- Formal training in Price to Win, competitive assessment, capture management, or business development (for example, Shipley, APMP, or comparable training).
DisclosuresChugach Government Solutions supports pay transparency and is committed to equitable and competitive compensation practices. Compensation for this role will be determined based on factors including job responsibilities, experience, skills, internal equity, geographic location, and applicable contract requirements. Where required by law, compensation ranges will be provided to candidates during the hiring process.
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