Role PurposeThe Lead Pricing Specialist is responsible for leading pricing strategy, cost model development, commercial analysis, and pricing governance for complex public-sector pursuits across North America, with a particular focus on state government contracts. This role requires significant experience navigating state-level procurement processes, interpreting government Requests for Proposals (RFPs), developing compliant cost proposals, and aligning pricing strategies with public-sector contracting requirements.
Partnering closely with Business Development, Engineering, Project Management, Finance, Contracts, Solution Centers, and Executive Leadership, the Lead Pricing Specialist develops competitive, compliant, and financially sound pricing strategies for complex government opportunities. This individual plays a key role throughout the government procurement lifecycle, from solicitation review and proposal development through bid submission, customer negotiations, contract award, and transition to project delivery teams.
How You'll Make an Impact- Lead pricing strategy for complex state and local government pursuits, including target pricing, margin recommendations, cost assumptions, and pricing scenarios aligned with government procurement requirements and overall win strategies.
- Lead the development of detailed cost proposals in response to state government RFPs, RFIs, and other public-sector solicitations, ensuring compliance with pricing instructions, required formats, evaluation criteria, and submission requirements.
- Interpret government solicitation documents, pricing schedules, cost proposal requirements, contract terms, and evaluation methodologies to identify pricing obligations, risks, and opportunities.
- Partner with Engineering, Project Management, Solution Centers, and Subject Matter Experts (SMEs) to develop comprehensive cost models for complex technology, infrastructure, and service-based government contracts.
- Review, validate, and consolidate cost information from SMEs and proposal contributors, ensuring pricing accuracy, consistency, traceability, and alignment with solicitation requirements.
- Develop competitive pricing analyses, price-to-win strategies, and scenario models that balance competitiveness, profitability, and the specific commercial requirements of government customers.
- Ensure pricing proposals address applicable public-sector contracting considerations, including contract pricing structures, payment milestones, deliverables, acceptance criteria, escalation provisions, options, renewals, and contract extensions.
- Prepare executive pricing summaries, management reports, cost justifications, and commercial analyses to support bid/no-bid decisions, pricing approvals, and executive reviews.
- Own pricing assumptions, basis-of-estimate documentation, cost narratives, exclusions, clarifications, and risk assessments for each pursuit.
- Lead post-submission pricing activities, including clarifications, Best and Final Offers (BAFOs), revised cost proposals, contract negotiations, and final pricing alignment.
- Develop, maintain, and enhance government proposal pricing templates, cost models, historical benchmarks, and standard pricing methodologies.
- Mentor and support junior pricing and proposal team members while promoting strong pricing governance, compliance, and continuous improvement.
What Makes You a Great Fit- Bachelor's degree in Business, Finance, Accounting, Engineering, Economics, or a related discipline.
- 10+ years of experience in pricing, proposal development, cost analysis, financial modeling, or commercial management, with substantial experience supporting state and local government contracts.
- Demonstrated experience leading pricing efforts for state government RFPs, including developing compliant cost proposals, pricing schedules, cost narratives, and supporting documentation.
- Strong understanding of state government procurement processes, public-sector contracting requirements, solicitation structures, and government proposal evaluation methodologies.
- Proven ability to interpret complex government RFP requirements and translate them into detailed, compliant cost and pricing structures.
- Experience developing pricing strategies for large-scale, multi-year government contracts, including fixed-price, time-and-materials, cost-based, and other public-sector contract structures.
- Advanced Microsoft Excel skills, including development and maintenance of complex pricing models, formulas, cost breakdowns, and comparative analyses.
- Strong analytical and financial modeling capabilities, including scenario analysis, sensitivity analysis, and reconciliation of inputs from multiple functions and systems.
- Proven ability to lead cross-functional pricing discussions and present pricing recommendations, financial analyses, and risk assessments to executive leadership.
- Strong communication and collaboration skills, including the ability to work directly with government customers, procurement representatives, and internal stakeholders.
Preferred Qualifications- Experience leading pricing efforts for large, complex state government contracts involving multiple stakeholders, subcontractors, technology solutions, infrastructure, and ongoing service requirements.
- Experience supporting state Departments of Transportation (DOTs), transportation authorities, tolling agencies, or other state-level government entities.
- Experience within Electronic Tolling, Intelligent Transportation Systems (ITS), transportation technology, infrastructure, or related industries.
- Experience with government contract pricing methodologies, including lifecycle cost modeling, escalation assumptions, and long-term operational and maintenance cost structures.
- Experience with Enterprise Resource Planning (ERP) systems and Salesforce.
- Experience mentoring junior pricing professionals and improving pricing processes, templates, governance, and review practices.
What We Offer- The opportunity to solve complex problems that improve the daily lives of people around the world.
- Career growth, stability, and the opportunity to develop within a global organization.
- Competitive salary of $125,000 - $170,000 with a full benefits package, including unlimited paid time off, 11 paid holidays, 401(k), a zero premium medical insurance option for employees and eligible dependents, and an FSA option. Salary is based off experience, qualifications and location.
Take the next step in your career with Kapsch
We believe hiring is a human decision. AI supports some of the operational side of our process (things like interview scheduling and coordination), but every step that matters is handled by a person. Your application will be read, your interviews will be conducted, and your offer will be made by humans who are genuinely invested in getting it right.
Applicants must have working rights in the US and pass a background check.
