Hybrid Pricing & Solutions Development Manager

at EMCOR Group, Inc.

• Job title: Pricing & Solutions Development Manager
• Job type: Full Time
• Experience level: Senior, Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Alexandria, United States

About the role

• Pricing & Solutions Development Manager at EMCOR Government Services specializing in facility management proposals. Analyzing costs and developing client solutions in a hybrid work environment.

Responsibilities

• Develop compelling IFM solutions for new client opportunities as well as current client business growth, account retention and other business development/customer solutions requirements that provide EGS with a profitable return
• Analyzes historical facility maintenance spend data and constructs a “Baseline Spend” document to be used for pricing a new business opportunity.
• Develops best-in-class client value propositions that meet desired needs and outcomes, from planning and development to execution to continuous improvement and optimization
• Interacts with potential clients to gain a better understanding of their historical facility maintenance spend.
• Analyze and interpret scope documents, lease abstracts, baseline data and property tables.
• Help achieve key client objectives through a thorough understanding of each opportunity as well as supporting the development of a win strategy and competitive pricing to ensure margin and risk requirements are met
• Organizes and manages a centralized cost estimating database and a formal internal benchmarking process to support cost estimating to ensure historical data is utilized.
• Evaluates labor, benefits, expenses, equipment and parts, subcontractor costs, capital and other items to develop a competitive offering.
• Prepares financial summary reporting and estimates for Executive staff.
• Builds proposal documents (bid sheets) to be submitted to prospects.
• Prices contract renewals for existing business.
• Work closely with transition and operational leaders to provide guidance for the successful mobilization of all new business based on the successful quantitative solution.

Requirements

• Bachelor’s degree (Advanced Degree Preferred) in a business, analysis, or a related quantitative field.
• Minimum 7 to 10 years of proven experience in pricing and quantitative analysis within the facilities management industry.
• Experience analyzing a variety of service delivery and contract structures for management fee and profit and loss models.
• Proven ability to be self-motivated and work individually as well as part of a team.
• Proven ability to supervise staff such as junior pricing associates and financial analysts.
• Must have a strong work ethic and commitment to producing quality work.
• Capability to multi-task and prioritize work assignments when needed.
• Strong personality and leadership skills with high ability to influence without authority across a team of diverse stakeholders (including executive leadership, Business Development, Solutions Finance, HR, Legal, and Operations) who are not direct reports
• Excellent communication skills – ability to present financial summaries to Senior Management and interact with clients.
• Expert-level proficiency in Microsoft Excel (Pivot Tables, Advanced Formulas such as V-lookups, SUMIF, etc.)
• Proficiency in Microsoft Word and Microsoft PowerPoint
• Understanding of win strategy, competitive position in the marketplace, and the strengths and weaknesses of competitors' solutions, as well as the ability to apply this understanding to new business opportunities
• Ability to process large volumes of data quickly
• Ability to master new technology quickly
• Ability to think both strategically and critically
• Strong organization skills and an attention for detail.
• Travel may be required (i.e. explaining baseline process to potential clients, pricing presentations).

Benefits

• Competitive salary
• Health insurance
• 401(k) matching
• Flexible work hours
• Paid time off