Director of Pricing

Job Summary

The Director of Pricing reports to the Finance Director and owns everything that goes out the door on the price/cost volume of every proposal CBRE Government Services submits. You will build and lead a team of Pricing, establish pricing standards and process controls, own the approved rate card and fee strategy, and serve as the primary Finance interface to Capture, Business Development, and Contracts leadership. This role requires someone who is equally comfortable doing the technical work and leading a team — we are standing up a function, not inheriting a mature one.

Primary Job Functions

Essential Duties and Responsibilities
• Lead the Pricing team: hire, develop, and manage a Pricing team supporting proposals across FFP, CPFF, T&M, and IDIQ contract types including facilities management, operations and maintenance, and construction.
• Own the proposal price/cost volume for major and strategic pursuits: rate application, CLIN structure, fee strategy, compliance review, and final assembly.
• Maintain and govern the approved rate card in coordination with the Finance Director and Controller; ensure all proposals reference the current approved rate set.
• Develop and institutionalize price-to-win (PTW) methodology; build the competitive intelligence capability that informs pricing strategy across the portfolio.
• Set and enforce pricing standards: BOE format, review tollgates, proposal file structure, and compliance checklists.
• Coordinate with the Finance Director on fee approvals and indirect rate strategy; serve as the pricing function's primary interface with DCAA and Contracts.
• Drive the post-award lessons learned process; use debrief data to continuously improve win rates and pricing accuracy.
• Partner with the Director of Estimating to ensure cost model inputs and pricing outputs are consistent, traceable, and defensible.
• Present pricing strategy and rationale to BD and operations leadership; support executive go/no-go decisions with clear financial analysis.
• Establish and track pricing function KPIs: win rate, cost realism findings, compliance deficiencies, proposal cycle time, and PTW accuracy.

Education, Experience and Certification

Working Conditions
• Remote role with standard business hours; additional time may be required during peak periods.
• Occasional travel may be necessary for leadership meetings or audits.

Knowledge, Skills, and Abilities
• Deep knowledge of FAR Part 15, indirect rate structures, Truthful Cost or Pricing Data Act thresholds, cost realism, and price reasonableness standards.
• Demonstrated PTW methodology experience: competitive intelligence, IGCE analysis, historical award data, and pricing strategy development.
• Experience managing DCAA audit interactions and forward pricing rate agreement (FPRA) processes.
• Strong leadership presence: ability to build team standards from the ground up and hold a team accountable to them.
• Proficiency in Microsoft Excel including formula-based analysis, pivot tables, and structured data management.
• Strong analytical skills and attention to detail; ability to identify and flag inconsistencies in cost data.
• Strong written communication skills; ability to produce clear tables, summaries, and supporting narratives.
• Facilities management or operations and maintenance GovCon experience strongly preferred.
• Proficiency in Deltek Costpoint or comparable GovCon ERP.

Financial Responsibilities
Yes

People Management
Yes

Travel Requirements
• Up to 10 %

Disclaimer
CBRE Government Services thrilled at the opportunity for you to apply to one of our roles. The base salary range for this position is $170,000 - $185,000. This position may also be eligible for a wide range of competitive benefits that can include but not limited to: medical, well-being, financial planning and short-term incentives benefits.

This description is not intended to be an “all inclusive” list of the accountabilities of the job described. Rather, it describes the general nature of the job. In addition, some aspects of this job may change over time, according to business needs, and these changes may not be recorded immediately. The requirements stated represent the minimum levels of knowledge, skills and/or abilities to qualify and satisfactorily perform this job.

THIS DOCUMENT SHOULD NOT BE CONSTRUED AS CREATING A CONTRACT OF EMPLOYMENT BETWEEN J&J WORLDWIDE SERVICES AND ANY OF ITS EMPLOYEES OR OTHERWISE ALTERING AN EMPLOYEE’S AT WILL EMPLOYMENT RELATIONSHIP WITH J&J WORLDWIDE SERVICES.