Senior Pricing Analyst, Contracts & RFP

KCH Transportation is a premier third-party logistics (3PL) and freight brokerage headquartered in Chattanooga, TN. As a Top 100 U.S. freight brokerage, we partner with customers of all sizes, from growing businesses to enterprise organizations to deliver efficient, reliable, and scalable supply chain solutions.

Backed by innovative technology and real-time data insights, our team is committed to optimizing every shipment while providing a best-in-class customer experience. At KCH, we pride ourselves on a high-energy, results-driven culture where performance is recognized, growth is encouraged, and our people are empowered to make an impact. 

Position Summary:

The Senior Pricing Analyst, Contracts & RFP owns the day-to-day operation of KCH Transportation's contract and request-for-proposal (RFP) pipeline and the pricing decisions that come out of it. This is a senior individual-contributor role for someone who can run the bid process end to end, adjust pricing independently using KCH's proprietary RFQ pricing engine, and close the loop by reporting contract and bid performance back into pricing strategy. Job Title: 

This is not a contract-negotiation or people-management role. It is a process-owner and pricing-decision role: the person who keeps the pipeline moving, knows when to escalate, makes sound rate calls without waiting to be told, and turns award outcomes into better pricing on the next bid. They work directly with the Director of Pricing & Market Intelligence and are trusted to operate with a high degree of autonomy.

Essential Duties and Responsibilities:

RFP & Bid Pipeline Management

• Own RFP intake, the bid calendar, and the submission process day to day, keeping every active opportunity on schedule
• Run the pipeline proactively: surface capacity constraints, rate risk, and deadline pressure before they become problems
• Own the escalation framework in practice — identify bids that exceed margin, volume, or contractual risk thresholds and route them to the Director and leadership with a clear recommendation, not just a flag
• Coordinate across Pricing, Operations, and Sales to assemble accurate, complete, and on-time responses
• Maintain complete documentation of submitted bids, award outcomes, and the pricing rationale behind each, so decisions are auditable and repeatable
• Post-Bid Pricing Adjustment (Core of the Role)
• Own post-bid price adjustment using KCH's proprietary RFQ pricing engine, translating award outcomes and win/loss data into updated rate guidance
• Make independent, well-reasoned rate decisions within agreed guardrails, escalating only the calls that genuinely warrant it
• Optimize for margin-adjusted win rate, not raw win rate — winning the right freight at the right price, with a working understanding that a rising win rate driven by underpricing is a problem, not a success (adverse selection)
• Continuously test and refine bid templates, rate logic, and proposal positioning to improve margin capture over time
• Build fluency in how lane economics, market rate behavior, and shipper procurement patterns should move pricing
• Contract Execution & Governance
• Manage the operational side of the contract lifecycle: setup, implementation, renewal tracking, and amendments
• Ensure contracted rates and service commitments are accurately reflected and maintained in pricing and TMS systems
• Maintain a centralized contract repository with key terms, rate schedules, and renewal dates
• Review incoming contract terms and flag non-standard or higher-risk terms to Legal and leadership rather than negotiating them directly
• Partner with Operations and Sales so contracted terms are honored and exceptions are escalated
• Reporting & Milestone Tracking
• Build and maintain dashboards tracking RFP win rates, bid-to-award conversion, margin per contract, renewal pipeline, and contract compliance
• Deliver a regular reporting cadence (weekly and monthly) to the Director and senior leadership
• Report clearly on progress and milestones — what's been built, what's improving, where the pipeline and margin stand against goals
• Translate findings into specific, actionable changes to pricing strategy or proposal content, and feed contract performance data back into the pricing models so each bid cycle is smarter than the last
• Support the broader pricing team with ad hoc data pulls, lane-level analysis, and market intelligence

Competencies: 

• • Independent judgment and sound pricing instinct within guardrails
• • Systems and process thinking
• • Analytical rigor and attention to detail
• • Margin awareness, including the difference between winning volume and winning profitable volume
• • Clear communication of data insights and progress
• • Self-directed, accountable, and comfortable owning a process end-to-end
• • Continuous-improvement mindset

Qualifications:

Education/Experience:

• Bachelor's degree in Business, Finance, Supply Chain, Economics, or a related field
• 6-10 years of experience in freight brokerage, logistics analytics, pricing operations, or a comparable commercial environment
• Hands-on experience running RFP/bid processes and working with pricing or quoting tools
• Demonstrated ability to make or directly inform pricing decisions, not just produce analysis
• Track record of building and owning dashboards and reporting infrastructure
• Strong working knowledge of truckload market dynamics, lane economics, and rate behavior
• Experience with contract-management systems or TMS platforms is a plus, not a requirement
• Analytical & Technical Bar This role lives or dies on judgment with data, so the real requirements are:
• Advanced Excel and strong SQL or equivalent for working with structured, often messy data
• Dashboard/BI fluency (Power BI, Tableau, or similar)
• The ability to look at award and win/loss outcomes and reason about why — separating what actually drives wins and margin from noise — and turn that into a concrete pricing change
• Comfort operating across systems and reporting environments and translating numbers into decisions and clear narrative for leadership.