Pricing & Solutions Development Manager
EMCOR Group, Inc.
full-time
Posted on:
Location Type: Hybrid
Location: Alexandria • Virginia • United States
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About the role
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
pricing analysisquantitative analysiscost estimatingfinancial reportingdata analysisbaseline spend analysiscontract pricingproposal developmentbenchmarkingservice delivery analysis
Soft Skills
self-motivatedteam collaborationleadershipinfluence without authoritycommunicationmulti-taskingprioritizationstrategic thinkingcritical thinkingattention to detail