Role purposeOwn the development of pricing models behind HBDS commercial opportunities, translating customer requirements and operational assumptions into competitive, financially sound pricing recommendations. This role serves as a key pricing resource for RFPs, RFQs, RFIs, renewals, and other commercial opportunities, ensuring pricing decisions are supported by clearly documented assumptions, risks, benchmarks, and financial analysis.
Schedule: Monday - Friday 7am-4pm
Key accountabilities- Own the pricing model and the recommended rate for HBDS commercial opportunities from intake through submission across the segment's principal service offerings, including last-mile and dedicated fleet, facility and delivery-pad, and warehousing or cost-plus dedicated labor.
- Develop and validate the fully-loaded cost to serve for each opportunity, state the assumptions it rests on, and identify which of those assumptions the price is most sensitive to.
- Deliver a decision-ready price range rather than a single quote, with the margin outcome shown at each level, so leadership can approve, trade, or decline on the facts.
- Benchmark every opportunity against comparable markets already in operation, on both the buy and the sell side, and account for any variance on specific local cost drivers.
- Protect margin through deal structure as well as rate: escalators, fuel surcharge mechanics, minimum-charge and volume protection, and accessorial coverage, quantified over the life of the contract.
- Surface and close pricing risk before submission by challenging what the customer's request leaves undefined, and by quantifying what changes if an assumption proves wrong.
- Prepare the pricing recommendation and approval package for leadership, and support live customer negotiations with scenario analysis and rapid re-modeling.
- Keep pricing work auditable and current: models filed in the pricing system of record, approvals routed through the applicable authority thresholds, and operating data validated before it is used as a pricing input.
- Close the loop after award by comparing actual performance to the model, explaining the variance, and feeding it back into the next bid or into a repricing case.
Key interfaces - Commercial / Sales: opportunity intake, customer requirements, negotiation support, submission deadlines.
- MGF Pricing: methodology alignment, system of record, model review, approval routing.
- Operations: route design assumptions, staffing and productivity inputs, feasibility of what is being priced.
- Procurement: buy-side rates, carrier and contractor cost benchmarks, rate governance boundaries.
- Finance / FP&A: margin targets, SG&A allocation, contract value validation, budget and forecast alignment.
- Solution Design / Engineering: facility layout, equipment, and labor models on warehousing and facility deals.
- Legal / Contracts: rate exhibits, escalator and fuel language, minimum-charge and liability terms.
Qualifications (required) - 4+ years of experience in pricing, cost analysis, financial analysis, or solution design, or related field, preferably within transportation, last-mile delivery, warehousing, or supply chain services.
- Demonstrated ability to build a cost models, evaluate assumptions, and clearly communicate and support pricing recommendations.
- Advanced Excel skills, including financial modeling, sensitivity and breakeven analysis, and analysis of large data sets.
- Experience analyzing operational data and translating it into unit-cost and pricing considerations. Ability to manage multiple concurrent bids under deadline pressure, including short-turn requests, while maintaining accuracy. Stong written and verbal communication skills, including the ability to translate financial analysis into actionable recommendations for non-financial stakeholders. Bachelor's degree in finance, accounting, economics, supply chain, industrial engineering, business, or a related field, or equivalent experience.
Qualifications (preferred) - Direct experience pricing last-mile, final-mile, or heavy and bulky home delivery.
- Familiarity with contractor and owner-operator cost structures, driver pay models, and the burden and insurance components behind them.
- Experience with facility or real-estate cost builds (rent, opex, build-out capex amortization) and with cost-plus dedicated labor pricing.
- Working knowledge of a transportation management system (Oracle OTM or similar), and comfort pulling and validating data from it.
- Experience with fuel surcharge program design and contract escalator mechanics.
- Exposure to post-award margin management, cost recovery, or contract repricing.
- Salesforce or comparable CRM, Power BI or Tableau, and SharePoint-based document governance.
Core competencies - Commercial judgment: understands the difference between winning a deal and buying revenue, and can say so with the math attached.
- Constructive challenge: treats an incomplete or ambiguous request as an opportunity to remove risk from the price rather than a reason to assume.
- Cross-functional influence: secures inputs from Operations, Procurement, and Finance without relying on hierarchy, and closes the loop on what was promised.
Please note: There is occasional travel required
Company Benefits: Medical
Dental
Vision
401k + Company Match
Employee Assistance Program
Paid Time Off
Flexible Work Schedules (when possible)
And more!
Pay Range: $85k-$90k
*The above stated pay range is the anticipated starting salary range for the position. The Company may adjust this range in light of prevailing market conditions and other factors such as location. The Company will work directly with the selected candidate(s) on the final starting salary in accordance with all applicable laws.
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