Senior Director

The Senior Director of Pricing at ICF is a vital role to lead our North American Pricing organization supporting a broad portfolio that includes federal, state & local, commercial and occasionally international pursuits, having a major impact on the rapid growth of our company.

Collaborating closely with capture and technical teams within line operations, as well as various corporate functional teams, you will align pricing strategies with customer requirements and competitive market dynamics. You will ensure that appropriate company-wide pricing policies are formalized and institutionalized, and your leadership will guide the financial and pricing decision-making process supporting the firm’s strategic capture efforts, helping to develop and validate robust business models across multiple technology and services markets and contract structures. 

As the Senior Director of Pricing, you will report to the SVP of Contracts, Procurement and Pricing and lead a team of dynamic pricing professionals, building upon and continuing to transform this team both strategically and operationally to help drive long-term growth in our organization.

ICF is working in a true hybrid environment, and preference will be given to a candidate that can work regularly from the Reston HQ office 1-3 days a week.

Responsibilities    

• Overall responsibility for pricing and cost estimating for the US government, state & local, and commercial procurements within North America and act as a lead for providing full lifecycle pricing strategy and related business guidance associated with the pricing of professional services and technology products, to include AI infused products and solutions.     

• Interface with executive management and foster collaborative relationships with business development, capture, and proposal teams both within line operations and corporate, as well as various other corporate functions to include Finance, Contracts, and Procurement to develop winning price strategies, resolve related issues, implement solutions, and provide expert guidance. 

• Partner with business development and technical solution teams to implement pricing strategies, value propositions, trade-off analysis, and tactical execution throughout the proposal process. 

• Assess and recommend comprehensive pricing strategies and analyses, including teaming arrangements, labor mix, and pricing discounts.  Identify pricing risks associated with competitiveness and delivery performance to stakeholders, and recommend strategies to resolve/mitigate risks and achieve the overall price to win goal(s). 

• Integrate competitive intelligence and market research from Price-To-Win and market intelligence tools to optimize pricing strategies and support robust business case and risk assessments. 

• Implement best practices and innovative approaches to pricing proposal processes and models. Design, enhance, and oversee quality control protocols, organizational frameworks, workload distribution, and value propositions for the proposal pricing teams.

• Mentor and train team members to build upon skillsets and ensure the growth and development of individual members.  Foster and develop leadership skills across the team and drive a disciplined and positive working environment for the team.

• Ensure compliance with federally approved cost estimating system, ICF policies and other client requirements or constraints in the development of pricing strategies and proposals.

• Ensure adherence to all applicable federal standards and requirements including FAR, DFAR, DCAA, TINA, CAS, SCLS, and grants ( 2 CFR Part 200).

Requirements

• 15+ years of experience with a proven track record in all aspects of price and cost proposal preparation, including business risks, pricing strategies, compliance, and estimating practices for the US government, state & local, and for commercial and international clients, and for products and solutions. 

• 5+ years of experience working and developing pricing solutions for technology products and as-a-service type of contracts 

• 5+ years of experience successfully managing and leading a pricing function of scale with responsibility for recruiting, as well as developing and retaining professional staff 

• Broad experience with proposal cost narrative writing, development of assumptions and justifications to align with pricing strategies.

• Demonstrated experience with leading pricing strategy for GSA Schedules and GWACs

• Demonstrated experience with leading pricing strategy for joint ventures

• Experience supporting alternative acquisition mechanisms, such as Other Transaction Authority (OTA) instruments.  

• Advanced expertise in price modeling and financial management concepts.

• Strong analytical, critical thinking, and financial acumen skills. 

• Excellent communication and presentation skills, with the ability to convey complex information to diverse audiences. 

• Experience drafting and implementing company policies and procedures.

• Ability to effectively collaborate cross-functionally within a matrixed environment with senior executives, business development, PTW, contracts, procurement, finance, legal, human resources, CTO, and other key stakeholders.

• Bachelor's degree in Business, Finance, or a related field from an accredited institution.  Master's degree a plus.

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Working at ICF

ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.

Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position.

The pay range for this position based on full-time employment is:

$209,426.00 - $356,025.00Reston, VA (VA30)