Pricing & Solutions Development Manager

About Us: EMCOR Government Services offers an experienced single-source solution for meeting the routine and mission-critical needs of federal, state, local and other government organizations. By combining our expert professional technicians, commercial best practices, extensive facilities knowledge and strong commitment to reliable, responsive service, we enable our government clients to achieve consistently high-performance facilities, on-time projects and long-term value.

Job Title: Pricing & Solutions Development Manager

Job Summary:

EMCOR Government Services (EGS) has an immediate opening for an exceptional, Pricing & Solutions Development Manager experienced in all facets of the proposal and bid development process within the facilities management industry. Ideally located in the DC/Philly/NJ/MD/VA. Open to Remote

This position interacts directly with internal departments as it relates to managing and supporting the following Integrated Facilities Management (IFM) activities of the EGS Pricing & Solutions Development Team:

• Solutions Development Process for new and existing IFM business opportunities
• Baseline Development Process
• Pricing and Financial Analysis Process
• Benchmarking Process

Essential Duties and 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.

Qualifications:  

Qualifications and expectations:

A successful candidate for this position will have the following qualifications: 

• 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.
• Ideally located in the DC/Philly/New Jersey region. Open to Remote
• Travel may be required (i.e. explaining baseline process to potential clients, pricing presentations).
• Willingness and ability to adapt and learn in a fast-moving environment.
• Must be willing to travel 5-10% as needed

We offer our employees a competitive salary and comprehensive benefits package and are always looking for individuals with the talent and skills required to contribute to our continued growth and success.  Equal Opportunity Employer/Veterans/Disabled

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