Director, Cost & Pricing

Job Summary:

The Director, Cost & Pricing directs the activities of the Cost & Pricing department and is accountable for departmental performance, pricing outcomes, and contribution to proposal competitiveness and revenue opportunity across the organization. This position leads the development and execution of functional pricing strategies, including price-to-win approaches, and oversees compliant cost proposal development in alignment with donor requirements and internal policies. The Director, Cost & Pricing contributes to departmental direction and operational goals while guiding teams through budgeting, pricing, and cost narrative processes.

Responsibilities/Duties

Complexity & Problem Solving:

• Leads the development and execution of functional pricing strategies, including non-traditional and price-to-win approaches, to strengthen competitiveness and support growth objectives.

• Directs the in-depth review of RFPs, RFAs, and other solicitations to ensure compliant and strategically positioned cost proposals.

• Oversees development of proposal budgets and budget narratives in alignment with donor requirements, client expectations, and internal financial policies.

• Determines strategic workflow processes and operational guidelines for historical cost reporting, cost structure analysis, pricing of new services or products, and budget-versus-actual reporting.

• Evaluates complex pricing and costing issues, including situations with limited precedent, and provides expert guidance to support sound business decisions.

• Ensures cost allocation methodologies are applied consistently and comply with internal policy, GAAP, CAS, FAR, and applicable donor requirements.

• Drives operational improvements in cost and pricing processes, including the use of emerging technologies and automated reporting tools.

• Provides Senior Management with strategic analyses of pricing models, cost structures, and pricing trends, and recommends improvements to strengthen competitiveness and operational sustainability.

Discretion & Impact:

• Operates under broad direction from the Vice President with significant latitude for independent decision-making within the Cost & Pricing function.

• Translates functional pricing plans into operational processes and guides execution across the department.

• Makes final departmental decisions on pricing methodologies, proposal cost structures, and internal cost-pricing workflows.

• Establishes and implements departmental policies and procedures to support compliant, competitive, and consistent pricing practices.

• Accountable for departmental pricing quality, compliance, and operational effectiveness.

• Erroneous decisions may increase costs, delay submissions, reduce proposal competitiveness, and affect departmental and proposal outcomes, typically with short- to medium-term impact (up to one year).

Collaboration & Interaction:

• Partners with Vice Presidents, Directors, and senior leaders in Business Development, Finance, Programs, and Contracts to align pricing approaches with organizational and proposal objectives.

• Collaborates with internal teams and external stakeholders, including subcontractors and partners, to develop compliant and competitive proposal budgets.

• Negotiates pricing inputs and budget assumptions with subcontractors and internal stakeholders to support proposal strategy and compliance.

• Communicates complex pricing analyses, recommendations, and risks clearly to leadership and cross-functional teams.

• Develops and delivers strategic pricing and price-to-win training, mentoring, and guidance to business development teams and other staff.

Management & Supervision:

• Manages the activities of the Cost & Pricing department through managers and/or senior professionals.

• Directs multiple teams or a discipline, setting priorities, allocating resources, and ensuring timely completion of deliverables.

• Establishes departmental goals, operating procedures, and performance expectations aligned with functional and organizational priorities.

• Provides leadership, coaching, and mentorship to managers and staff to build technical capability and strengthen performance.

• Guides staff using function and department practices and established management precedents.

• Oversees work quality, workload distribution, and adherence to proposal timelines and compliance requirements.

• Embraces other duties as assigned, contributing to the team's multifaceted and evolving responsibilities.

Qualifications

Knowledge & Skills:

• Expert knowledge of cost and pricing practices, proposal budget development, and price-to-win methodologies.

• Strong knowledge of GAAP, government accounting practices, CAS, FAR, and applicable state/federal regulations affecting cost and pricing.

• Demonstrated experience with automated financial reporting systems and cost/pricing analysis tools.

• Ability to evaluate complex cost structures and provide expert-level recommendations in high-stakes proposal environments.

• Strong diplomatic, negotiation, and influencing skills, with the ability to build alignment across multiple stakeholders.

• Ability to integrate emerging technologies into cost and pricing processes and strategies.

• Strong understanding of organizational structure, policies, and practices, and their impact on functional and organizational outcomes.

• Ability to manage multiple priorities, meet deadlines, and achieve results in a fast-paced environment.

• Clear, professional, and effective written and verbal communication skills.

Minimum Qualifications:

• Master's Degree or international equivalent in Accounting, Business Administration, Finance, or related field.

• Typically requires a minimum of 10+ years of related work experience at a corporate or organizational level.

• Includes 6+ years of experience managing a cost and pricing unit or comparable finance function.

Certifications:

• CPA (Certified Public Accountant) designation preferred.

Preferred Qualifications:

• Experience working in a nongovernmental organization (NGO), preferably in international development.

• Significant experience in government contract finance, preferably in an international or multi-country environment.

• Demonstrated leadership experience in cost and pricing strategy for federal and non-federal clients.

• Experience mentoring teams in strategic budgeting and price-to-win practices.

Travel

10% - 25% travel required, including domestic and international travel as needed to support proposal development, pricing strategy alignment, and organizational priorities.

Typical Physical Demands

Typical office environment. Constantly uses a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer. Must be able to remain in a stationary position 50% of the time.

Technology

Computer/Laptop, Microsoft applications (i.e., Office 365, SharePoint, Skype/Zoom/Teams), cell phone/mobile technology, and standard office equipment.

The expected US Based hiring salary range for this role is listed below. Candidates FHI 360 pay ranges represent national averages that vary by geographic location. When determining an offer amount, FHI 360 factors in multiple considerations, including but not limited to: relevant years of experience and education possessed by the applicant, internal equity, business sector, and budget.

Base salary is only one component of our offer. FHI 360 contributes 7% of monthly base pay to a money purchase pension plan account. Additionally, all US based staff working full-time, which is calculated at 40 hours/week, receive 18 days of paid vacation per year, 12 sick days per year, and 11 holidays per year. Paid time off is reduced pro rata for employees working less than a full-time schedule.

US Based Hiring Salary Range: USD 130,000 - 160,000 annually

International hiring ranges will differ based on location"

This job posting summarizes the main duties of the job. It neither prescribes nor restricts the exact tasks that may be assigned to carry out these duties. This document should not be construed in any way to represent a contract of employment. Management reserves the right to review and revise this document at any time.

FHI 360 is an equal opportunity and affirmative action employer whereby we do not engage in practices that discriminate against any person employed or seeking employment based on race, color, religion, sex, sexual orientation, gender identity, national or ethnic origin, age, marital status, physical or mental disability, protected Veteran status, or any other characteristic protected under applicable law.

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