Senior Federal Pricing Manager

The Challenge:

JCTM is increasing the size, complexity, and strategic importance of the federal services opportunities it pursues across prime, subcontract, joint venture, IDIQ, GWAC, and task-order environments. As our federal portfolio grows, JCTM is strengthening its pricing capability to bring competitive pricing analysis earlier into capture, improve proposal economics, protect execution feasibility, and give leadership better information for pursuit and investment decisions.

The successful candidate will be able to analyze available customer, competitor, labor-market, contract, and cost information and clearly explain: “Here is the likely competitive range, here is where our current price sits, here are the major drivers, here are the available levers, and here is the pricing approach I recommend.”

JCTM is looking for an experienced, hands-on federal pricing professional who understands that successful pricing goes beyond completing a cost model. This person will help JCTM understand what a competitive price may look like, how the proposed solution and staffing model affect that price, and what adjustments may improve both competitiveness and execution.

Build Your Career:

This role is an opportunity for an experienced Senior Pricing Analyst, Pricing Manager, Senior Pricing Manager, or similarly qualified federal pricing professional to take on greater ownership, work directly with senior leadership, and help mature JCTM’s strategic pricing capability. You will remain close to the work, building and reviewing pricing models, analyzing competitive ranges, evaluating staffing and labor assumptions, supporting BOEs, and pricing major federal pursuits, while gaining increased responsibility for pricing strategy and executive-level recommendations.

Challenging Projects:

As the Senior Federal Pricing Manager, you will lead hands-on pricing activities for significant federal pursuits and help mature JCTM’s competitive pricing and Price-to-Win capabilities. You will develop and evaluate pricing scenarios, conduct competitive pricing analysis, assess staffing and solution economics, review BOEs, and translate incomplete market and acquisition information into defensible recommendations.

Working with Growth, Capture, Finance, Operations, Proposal, Recruiting, HR, and technical SMEs, you will help leadership understand where JCTM’s proposed pricing sits relative to the competitive environment and identify practical levers that can improve competitiveness without undermining successful execution. This position offers significant visibility to JCTM leadership while providing room to grow into broader ownership of the company’s pricing strategy, processes, tools, and competitive-pricing infrastructure.

Key Responsibilities:

Federal Proposal Pricing & Financial Modeling

• Independently develop, maintain, audit, and troubleshoot complex federal proposal pricing and financial models.
• Develop pricing for labor-intensive federal professional services opportunities, including complex multi-year pursuits and task orders.
• Support FFP, FFP-LOE, T&M/Labor Hour, CPFF/cost-reimbursable, IDIQ, GWAC, and task-order pricing environments.
• Model and analyze direct labor, fully burdened rates, fringe, overhead, G&A, escalation, subcontractors, consultants, travel, ODCs, fee/profit, gross margin, and total contract value.
• Perform mathematical, formula, compliance, reasonableness, and sensitivity checks before executive review and proposal submission.
• Develop multiple executable pricing scenarios and clearly explain the financial, competitive, staffing, and margin implications of each.

Competitive Pricing & Price-to-Win Analysis

• Conduct or materially contribute to Price-to-Win analyses for priority federal pursuits using both top-down and bottom-up methodologies.
• Develop defensible likely competitive or winning ranges based on available customer, competitor, acquisition, labor-market, historical-award, and pricing information.
• Clearly document assumptions, confidence levels, known facts, analytical estimates, and material uncertainties.
• Compare JCTM’s estimated price against likely competitive ranges and identify the principal labor, staffing, indirect-rate, fee, subcontractor, workshare, and solution drivers creating variance.
• Reconcile top-down competitive analysis with bottom-up solution and cost modeling.
• Help mature JCTM’s approach to incorporating competitive pricing analysis earlier in capture as additional experience and intelligence are developed.

Capture, Qualification & Pricing Strategy

• Engage with Capture before final RFP release when sufficient information exists to begin meaningful pricing analysis.
• Evaluate draft RFPs, PWS/SOWs, RFIs, acquisition strategy, historical awards, incumbent position, customer budgets, evaluation methodology, staffing assumptions, and available competitive intelligence.
• Use pricing and competitive intelligence to inform or influence capture strategy, staffing, teaming, solution design, and Bid/No-Bid decisions.
• Identify and professionally challenge unsupported pricing, staffing, labor-mix, margin, teaming, and execution assumptions when the available analysis indicates a material concern.
• Provide pricing analysis and recommendations for significant pursuits and participate in applicable gate and Bid/No-Bid reviews.

BOE, Solution Economics & Staffing Analysis

• Work with technical, capture, proposal, and operations leaders to develop and review Basis of Estimate documentation.
• Maintain alignment and traceability between solicitation requirements, technical solution, staffing plan, BOE, hours, labor categories, and pricing assumptions.
• Work with Operations, Program Management, Recruiting, HR, and technical SMEs to develop defensible labor categories, labor mixes, staffing levels, hours, phasing, and rate assumptions.
• Evaluate staffing models for competitiveness, affordability, and execution feasibility.
• Identify areas where labor mix, experience bands, staffing levels, phasing, or teaming may be adjusted without undermining technical execution.

Competitive, Customer & Labor-Market Intelligence

• Research federal award history, incumbent contracts, customer buying patterns, competitor positioning, probable competitor rates and indirect structures, market compensation, public job postings, BLS data, government databases, and available commercial market-intelligence sources.
• Use partner and subcontractor intelligence when useful and validate material assumptions where practical.
• Clearly distinguish known information, inferred information, and analytical estimates.
• Help develop and maintain reusable competitor-pricing, labor-rate, historical-award, and competitive-pricing intelligence so lessons from each pursuit strengthen future pricing decisions.
• Incorporate relevant win/loss and debrief information into future pricing analysis.

Teammate, Subcontractor & Workshare Pricing

• Coordinate pricing inputs and data calls with subcontractors, teaming partners, consultants, and joint venture participants.
• Evaluate teammate pricing for competitiveness, labor-category alignment, indirect treatment, escalation, ODCs, period-of-performance consistency, workshare requirements, and pass-through/margin impact.
• Analyze the pricing implications of labor allocation, teammate rates, workshare, pass-through, and subcontractor economics.
• Support teammate and subcontractor pricing discussions and negotiations as required.

Executive Pricing Communication

• Prepare concise, decision-quality pricing analyses for Growth, Finance, Operations, and executive leadership.
• Clearly communicate likely competitive pricing ranges, JCTM’s estimated pricing position, significant assumptions, key cost and staffing drivers, margin implications, uncertainties, and available pricing levers.
• Recommend pricing approaches based on available evidence and explain the assumptions and tradeoffs underlying those recommendations.
• Defend pricing recommendations under questioning and professionally challenge unsupported assumptions.

Compliance, Process & Pricing Infrastructure

• Apply working knowledge of FAR, DFARS, federal acquisition requirements, and government contract pricing principles to pricing activities.
• Support compliance with solicitation-specific pricing instructions and applicable requirements concerning allowability, allocability, reasonableness, labor standards, and cost or pricing data.
• Help develop and improve pricing models, rate libraries, templates, assumption logs, review checklists, and version-control practices appropriate for a growing small/mid-market GovCon.
• Protect proprietary, procurement-sensitive, source-selection-sensitive, and contractor bid/proposal information.
• Help capture lessons from awards, losses, and debriefs to improve future pricing analysis and processes.

Room to Grow:

This position provides meaningful exposure to JCTM’s CEO, CGO, CFO, Capture leadership, Operations, and other key decision-makers. You will have the opportunity to take increasing ownership of JCTM’s pricing strategy and infrastructure as the company grows. A successful individual can help shape how JCTM approaches competitive pricing, opportunity qualification, capture strategy, pricing posture, and investment decisions. This role is particularly well suited for a strong Senior Pricing Analyst, Pricing Manager, Senior Pricing Manager, or comparable federal pricing professional who has performed substantive pricing work on major federal pursuits and is ready for greater ownership and executive visibility.

You Have:

• 7+ years of progressively responsible federal government contracting pricing, cost analysis, proposal pricing, competitive pricing/Price-to-Win analysis, or closely related experience.
• Demonstrated ability to independently own complex federal pricing models and proposal-pricing activities.
• Experience conducting or materially contributing to federal competitive pricing/Price-to-Win analyses and developing defensible likely competitive or winning ranges.
• Demonstrated ability to perform and reconcile top-down and bottom-up pricing analysis.
• Significant experience pricing labor-intensive federal professional services.
• Experience supporting significant federal services pursuits, including complex multi-year opportunities and task orders.
• Advanced Microsoft Excel skills and the ability to independently build, audit, and troubleshoot complex pricing and financial models.
• Strong understanding of labor-rate development, compensation markets, indirect rates, wrap, escalation, fee/profit, gross margin, and sensitivity analysis.
• Experience developing and reviewing BOEs and aligning the technical solution, staffing, hours, and pricing assumptions.
• Experience using pricing and competitive intelligence to inform or influence capture strategy, staffing, teaming, solution design, and Bid/No-Bid decisions.
• Working knowledge of FAR, DFARS, federal acquisition requirements, and government contract pricing principles.
• Strong communication skills and the ability to clearly explain and defend pricing recommendations under questioning and professionally challenge unsupported assumptions.
• Ability to operate hands-on in a lean small/mid-market GovCon environment without requiring a large pricing department around you.
• Ability to manage multiple concurrent pursuits and compressed proposal timelines.
• Eligibility to obtain and maintain a U.S. government security clearance.

Nice to Haves:

• Experience leading subcontractor or JV pricing, workshare analysis, rate comparison, and pricing negotiations.
• Direct DoD and/or Intelligence Community pricing experience.
• Experience with OASIS+, SeaPort-NxG, GSA MAS/Schedules, STARS, Polaris, or other GWAC/IDIQ and task-order environments.
• Experience working with joint ventures and mentor-protégé arrangements.
• Experience pricing 8(a), SDVOSB, small-business set-aside, and other socioeconomic acquisition strategies.
• Knowledge of limitations on subcontracting and small-business workshare requirements.
• Experience with LPTA and best-value tradeoff evaluation strategies.
• Experience participating in Black Hat, competitive assessment, pre-RFP capture, and formal gate-review processes.
• Experience with GovWin or comparable federal market-intelligence tools and public award/compensation databases.
• Experience with Deltek Costpoint/GCS, Unanet, JAMIS, or comparable GovCon accounting/ERP platforms.
• Experience responding to DCAA, DCMA, or government pricing information requests.
• Experience helping build or materially improve a corporate pricing capability, model library, competitive-intelligence repository, or formal competitive-pricing process.

Compensation:

JCTM is committed to fair and transparent compensation practices. The anticipated compensation for this position will be determined based on a variety of job-related factors, which may include the candidate’s relevant education, training, certifications, security clearance and access requirements, years and depth of relevant experience, specialized skills and qualifications, position level, assigned responsibilities, work location, applicable contract or customer requirements, internal equity, and the approved compensation budget for the position. Where required by applicable state or local law, JCTM will include the applicable good-faith salary or hourly pay range, along with any required information regarding benefits and other compensation, in the job posting.

Equal Opportunity Employer Statement:

JCTM is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, genetic information, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.