Systems Planning and Analysis, Inc. (SPA) delivers high-impact, technical solutions to complex national security issues. With over 50 years of business expertise and consistent growth, we are known for continuous innovation for our government customers, in both the US and abroad. Our exceptionally talented team is highly collaborative in spirit and practice, producing Results that Matter. Come work with the best! We offer opportunity, unique challenges, and clear-sighted commitment to the mission. SPA: Objective. Responsive. Trusted.  

Corporate Growth (CG) is responsible for all aspects of organic growth for a $1B private equity owned company. Scope for the Growth team includes marketing, pipeline management, business intelligence, opportunity capture, proposal development, pricing actions (proposal and on-contract), differentiation and win strategies, company strategic plan, and Annual Operating Plan.

SPA has a near-term need for a Vice President who will lead the company’s Pricing organization.  

This role is onsite in Alexandria, VA. The Vice President of Pricing is a key leadership role responsible for overseeing enterprise pricing strategy and cost volume development from start to finish. The position will work collaboratively with executive leadership and Capture and Delivery teams to execute the corporate strategy for growth. This includes overseeing all aspects of pricing operations for on-contract actions, as well as $3B in competitive, prime, and new business bids submitted annually. This position will be responsible for all activities related to enterprise pricing strategies, price to win assessments, pricing for discrete opportunities, and submission of compliant and competitive cost volumes. Specific duties include: 

• Transformational Leadership: Define and implement effective enterprise pricing strategy, operating model, and organizational structure that is scalable and addresses company-wide needs; Inspire and motivate others to achieve and exceed company-wide goals for bids submitted and bookings.
• Team Leadership: Recruit, hire, and train a team of skilled pricing professionals and provide oversight, supervision, guidance, professional development and mentoring of SPA's team of pricing professionals (e.g., pricing specialists and analysts); Foster a collaborative and high-performing team environment focused on winning; Responsible for ensuring the team is maintained at full staffing levels
• Pricing Development:
  • Provide leadership to resources within the pricing organization; Train, coach, mentor, and lead price development activities for prime, competitive proposals and on-contract pricing actions.
  • Utilize financial modeling to evaluate pricing structures and their impact on financial performance, incorporating industry best practices.
  • Conduct comprehensive market and competitive analyses to understand pricing trends, potential risks, and opportunities for pricing optimization and develop Price-To-Win (PTW) strategies.
  • Monitor industry dynamics, pricing policies, and Government procurement trends to adapt pricing strategies accordingly.
  • Collaborate with capture, proposal operations, client delivery, and contracts teams to create tailored pricing solutions for our clients, prepare solicitation responses, and integrate pricing strategies within corporate operational and technological frameworks.
  • Ensure timely presentation of pricing strategy briefings as well as final proposals.
• Stakeholder Relationship Management: Collaborate with executive leadership in Growth, Contracts, Finance and Divisions to understand client needs and develop winning pricing strategies aligned with corporate goals and objectives; Build and maintain strong relationships with key internal and external stakeholders; Facilitate communication across departments to ensure alignment with needs and priorities; Foster collaborative relationships in all interactions and ensure expectations of service are met.
• Process Improvement: Foster a culture of continuous process improvement and innovation encouraging the adoption of new technologies and methodologies to enhance efficiency and effectiveness; Develop and continuously evaluate tailored processes, training, tools and templates to support pricing efforts across a diverse base of competitive business; Lead and coach the team to ensure accuracy, effectiveness, and adaptability of pricing processes; Develop, maintain, and update pricing process documentation to drive a winning culture and disciplined process; Assess and fill gaps where needed.
• Subject Matter Expert: Provide guidance in pricing development activities; price to win assessments; and strategic pricing methodologies.
• Reporting and Analysis: Track and analyze pricing actions, PTW assessments vs. award outcomes, and other key performance indicators; Provide regular reports to senior management on pricing activity and outcomes.
• Third Party Resource Management: Develop and maintain a bench of consultants for all pricing functions to provide the capacity to support multiple concurrent major pricing activities.

Minimum Qualifications:

• 15+ years’ experience in PTW analysis, estimating, and competitive assessment, including experience on large bid efforts of at least $200M in support of engineering and professional services for the DoD, DHS, and/or other national security entities
• 5+ years managing pricing teams in large businesses (>$1.5B in annual revenue)
• Demonstrated ability to lead pricing operations to achieve more than $3B in prime, new business bids submitted per year
• U.S. Citizen with ability to obtain U.S. DoD TS/SCI security clearance
• Bachelor’s Degree
• Strong organizational, interpersonal, and communication skills (written and oral presentation) with high level of attention to detail
• Proven track record of leading diverse, geographically dispersed pricing teams in response to complex federal contracts and critical pricing activities with short suspense deadlines
• Proven ability to apply organizational design/development/change management methods to build a high-performing pricing organization and upskill personnel to achieve corporate goals
• Advanced skills in Microsoft Excel/Microsoft Office Suite

Desired Qualifications:

• Active Top Secret (TS) security clearance; TS/SCI a plus
• Enterprise pricing strategy development and execution in large government services business (>$1.5B in annual revenue)
• Experience with successful financial modeling in research and development, systems engineering and integration, and digital transformation capabilities