[Hiring] Senior Federal Pricing Manager @JCTM, LLC

Role Description

JCTM is increasing the size, complexity, and strategic importance of the federal services opportunities it pursues across prime, subcontract, joint venture, IDIQ, GWAC, and task-order environments. As our federal portfolio grows, JCTM is strengthening its pricing capability to bring competitive pricing analysis earlier into capture, improve proposal economics, protect execution feasibility, and give leadership better information for pursuit and investment decisions.

The successful candidate will be able to analyze available customer, competitor, labor-market, contract, and cost information and clearly explain:

• “Here is the likely competitive range,”
• “Here is where our current price sits,”
• “Here are the major drivers,”
• “Here are the available levers,”
• “Here is the pricing approach I recommend.”

JCTM is looking for an experienced, hands-on federal pricing professional who understands that successful pricing goes beyond completing a cost model. This person will help JCTM understand what a competitive price may look like, how the proposed solution and staffing model affect that price, and what adjustments may improve both competitiveness and execution.

Qualifications

• 7+ years of progressively responsible federal government contracting pricing, cost analysis, proposal pricing, competitive pricing/Price-to-Win analysis, or closely related experience.
• Demonstrated ability to independently own complex federal pricing models and proposal-pricing activities.
• Experience conducting or materially contributing to federal competitive pricing/Price-to-Win analyses and developing defensible likely competitive or winning ranges.
• Demonstrated ability to perform and reconcile top-down and bottom-up pricing analysis.
• Significant experience pricing labor-intensive federal professional services.
• Experience supporting significant federal services pursuits, including complex multi-year opportunities and task orders.
• Advanced Microsoft Excel skills and the ability to independently build, audit, and troubleshoot complex pricing and financial models.
• Strong understanding of labor-rate development, compensation markets, indirect rates, wrap, escalation, fee/profit, gross margin, and sensitivity analysis.
• Experience developing and reviewing BOEs and aligning the technical solution, staffing, hours, and pricing assumptions.
• Experience using pricing and competitive intelligence to inform or influence capture strategy, staffing, teaming, solution design, and Bid/No-Bid decisions.
• Working knowledge of FAR, DFARS, federal acquisition requirements, and government contract pricing principles.
• Strong communication skills and the ability to clearly explain and defend pricing recommendations under questioning and professionally challenge unsupported assumptions.
• Ability to operate hands-on in a lean small/mid-market GovCon environment without requiring a large pricing department around you.
• Ability to manage multiple concurrent pursuits and compressed proposal timelines.
• Eligibility to obtain and maintain a U.S. government security clearance.

Requirements

• Independently develop, maintain, audit, and troubleshoot complex federal proposal pricing and financial models.
• Develop pricing for labor-intensive federal professional services opportunities, including complex multi-year pursuits and task orders.
• Support FFP, FFP-LOE, T&M/Labor Hour, CPFF/cost-reimbursable, IDIQ, GWAC, and task-order pricing environments.
• Model and analyze direct labor, fully burdened rates, fringe, overhead, G&A, escalation, subcontractors, consultants, travel, ODCs, fee/profit, gross margin, and total contract value.
• Perform mathematical, formula, compliance, reasonableness, and sensitivity checks before executive review and proposal submission.
• Develop multiple executable pricing scenarios and clearly explain the financial, competitive, staffing, and margin implications of each.
• Conduct or materially contribute to Price-to-Win analyses for priority federal pursuits using both top-down and bottom-up methodologies.
• Develop defensible likely competitive or winning ranges based on available customer, competitor, acquisition, labor-market, historical-award, and pricing information.
• Clearly document assumptions, confidence levels, known facts, analytical estimates, and material uncertainties.
• Compare JCTM’s estimated price against likely competitive ranges and identify the principal labor, staffing, indirect-rate, fee, subcontractor, workshare, and solution drivers creating variance.
• Reconcile top-down competitive analysis with bottom-up solution and cost modeling.
• Engage with Capture before final RFP release when sufficient information exists to begin meaningful pricing analysis.
• Evaluate draft RFPs, PWS/SOWs, RFIs, acquisition strategy, historical awards, incumbent position, customer budgets, evaluation methodology, staffing assumptions, and available competitive intelligence.
• Use pricing and competitive intelligence to inform or influence capture strategy, staffing, teaming, solution design, and Bid/No-Bid decisions.
• Identify and professionally challenge unsupported pricing, staffing, labor-mix, margin, teaming, and execution assumptions when the available analysis indicates a material concern.
• Provide pricing analysis and recommendations for significant pursuits and participate in applicable gate and Bid/No-Bid reviews.
• Work with technical, capture, proposal, and operations leaders to develop and review Basis of Estimate documentation.
• Maintain alignment and traceability between solicitation requirements, technical solution, staffing plan, BOE, hours, labor categories, and pricing assumptions.
• Research federal award history, incumbent contracts, customer buying patterns, competitor positioning, probable competitor rates and indirect structures, market compensation, public job postings, BLS data, government databases, and available commercial market-intelligence sources.
• Coordinate pricing inputs and data calls with subcontractors, teaming partners, consultants, and joint venture participants.
• Prepare concise, decision-quality pricing analyses for Growth, Finance, Operations, and executive leadership.
• Apply working knowledge of FAR, DFARS, federal acquisition requirements, and government contract pricing principles to pricing activities.

Benefits

• Meaningful exposure to JCTM’s CEO, CGO, CFO, Capture leadership, Operations, and other key decision-makers.
• Opportunity to take increasing ownership of JCTM’s pricing strategy and infrastructure as the company grows.
• Ability to shape how JCTM approaches competitive pricing, opportunity qualification, capture strategy, pricing posture, and investment decisions.

Compensation

JCTM is committed to fair and transparent compensation practices. The anticipated compensation for this position will be determined based on a variety of job-related factors, which may include the candidate’s relevant education, training, certifications, security clearance and access requirements, years and depth of relevant experience, specialized skills and qualifications, position level, assigned responsibilities, work location, applicable contract or customer requirements, internal equity, and the approved compensation budget for the position. Where required by applicable state or local law, JCTM will include the applicable good-faith salary or hourly pay range, along with any required information regarding benefits and other compensation, in the job posting.

Equal Opportunity Employer Statement

JCTM is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, genetic information, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.