Regional Strategic Pricing Manager

at  Cubic Corporation

Business Unit:
Cubic Transportation Systems
Company Details:
When you join Cubic, you become part of a company that creates and delivers technology solutions in transportation to make people’s lives easier by simplifying their daily journeys, and defense capabilities to help promote mission success and safety for those who serve their nation. Led by our talented teams around the world, Cubic is committed to solving global issues through innovation and service to our customers and partners.
We have a top-tier portfolio of businesses, including Cubic Transportation Systems (CTS) and Cubic Defense (CD). Explore more on Cubic.com.
Job Details:
Job Summary:
The Regional Strategic Pricing Manager will lead the development of price strategies/competitive intelligence and early-engagement shaping strategies needed to win our opportunities.
The incumbent will work closely with the product team, solution architects, the business development organization, and other stakeholders at Cubic as a pricing subject matter expert to define business and financial solutions that help shape customer acquisitions and position Cubic to win.
This role will focus on supporting with the bid and business development team on critical bid and proposals, price & competitive analysis, and design & build efforts.
This position typically works under limited supervision and direction. Incumbents of this position will regularly exercise discretionary and substantial decision-making authority.
Ability to demonstrate strategic thinking, flexibility and agility will be necessary to be successful. Must have the critical ability to work on multiple projects with conflicting deadlines, the ability to inspire and drive engagement of a team, and comfortably work with cross-functional partners at all levels within the organization.

Essential Job Duties and Responsibilities:

• Lead the development of cost and price strategies to include research, analysis, and complex cost model development in support of cost proposals for enterprise-focus bids.
• Shape procurements and win strategies, developing effective and compelling briefings, proposal materials, reusable artifacts, financial models, and other related materials.
• Assess RFP price evaluation models and contractual structures in conjunction with stated client objectives and competitive position.
• Work collaboratively with Business Development and Division leadership to reach PTW target that maximizes PWIN and considers execution risk and financial objectives.
• Conduct business case and risk analyses on bid and execution models for large and complex bids, to include managed services solutions.
• Document assumptions, risks, and key factors that drive pricing strategy.
• Ability to brief and influence senior leadership on the pricing strategy, analysis, and opportunity that impacts financial results.
• Shape technical and cost solutions by identifying and analyzing cost levers, performing cost/value trade-offs, and evaluating solution alternatives from a cost/price perspective.
• Drive cost/price strategy and ensure integrated technical and business solutions.
• Document best practices, lessons learned, and evaluate assumptions and approaches against post-award results. Identify gaps and opportunities for improvement.
• Responsible for Regional PTW.
• Responsible for Regional Competitive Intelligence.
• Develop detailed customer /competitor analysis.
• Generate detailed bottom-up approach with associated sensitivity analysis.
• Ability to apply parametric approach to augment bottom-up approach.
• Ability to develop & manipulate competitive business cases.
• Analyzing long-term positions of customers and competitor trends.
• Maintains in-depth knowledge of our market, customers & competitors.
• Maintains in-depth knowledge of the company’s strategic plans.
• Maintains in-depth knowledge of the company’s products and solution architectures.
• Acts as a Subject Matter Expert for regional pursuits, bids & projects.
• Collaborates closely with the global product team, market and competitive intelligence resources, marketing communications, regional management and business development team to drive the Growth strategy.
• Provides expertise on local regulatory and legal requirements.
• Shows commitment to company values, ethics, safety, security, labour charging, and quality.
• Comply with Cubic’s values and adherence to all company policy and procedures. In particular comply with the code of conduct, quality, security and occupational health, safety and environmental policies and procedures.
• In addition to the duties and responsibilities listed, the job holder is required to perform other duties assigned by their manager from time-to-time, as may be reasonably required of them.

Minimum Job Requirements:

• Bachelor’s degree plus 15+ yrs of related experience in Pricing, PTW, Competitive Intelligence.
• In lieu of degree, a combination of related work experience, training and certifications may be considered.
• Prior experience in strategic pricing, price-to-win, and/or cost estimation for high value proposals (>$100M) in all contract types (FFP, T&M, Cost Plus).
• Demonstrated Commercial Transportation practices and cost/price evaluation factors that have an impact on financial cost & pricing models and practices.
• In-depth knowledge of fundamental concepts, practices, and procedures related to strategic pricing analysis, PTW, Competitive Intelligence.
• Advanced level experience developing complex cost models in Microsoft Excel.
• Must have excellent communication skills with the ability to interact professionally with diverse groups including executives, managers, engineers, and subject matter.
• Must possess a mixture of technical, business, and interpersonal skills to work closely with internal and external stakeholders as well as customers, management, vendors, partners and the broader industry.
• Must possess a combination of business, capture, and/or financial experience that enables a rapid understanding of the key characteristics of an RFP and their impact on cost/price.
• Ability to lead and collaborate with others in a team-oriented environment, effectively communicate complex analyses and/or strategies both verbally and in writing.
• Demonstrated experience performing complex analysis.
• Enhanced Data Visualization skills.
• Experience in developing pricing strategies to include IT Services, Cloud, Managed Services, Systems Integration.
• Experience in Competitive Intelligence and PTW.
• Must be willing and able to travel regionally up to 40%.

The description provided above is not intended to be an exhaustive list of all job duties, responsibilities and requirements. Duties, responsibilities and requirements may change over time and according to business need.
Worker Type:
Employe

• Lead the development of cost and price strategies to include research, analysis, and complex cost model development in support of cost proposals for enterprise-focus bids.
• Shape procurements and win strategies, developing effective and compelling briefings, proposal materials, reusable artifacts, financial models, and other related materials.
• Assess RFP price evaluation models and contractual structures in conjunction with stated client objectives and competitive position.
• Work collaboratively with Business Development and Division leadership to reach PTW target that maximizes PWIN and considers execution risk and financial objectives.
• Conduct business case and risk analyses on bid and execution models for large and complex bids, to include managed services solutions.
• Document assumptions, risks, and key factors that drive pricing strategy.
• Ability to brief and influence senior leadership on the pricing strategy, analysis, and opportunity that impacts financial results.
• Shape technical and cost solutions by identifying and analyzing cost levers, performing cost/value trade-offs, and evaluating solution alternatives from a cost/price perspective.
• Drive cost/price strategy and ensure integrated technical and business solutions.
• Document best practices, lessons learned, and evaluate assumptions and approaches against post-award results. Identify gaps and opportunities for improvement.
• Responsible for Regional PTW.
• Responsible for Regional Competitive Intelligence.
• Develop detailed customer /competitor analysis.
• Generate detailed bottom-up approach with associated sensitivity analysis.
• Ability to apply parametric approach to augment bottom-up approach.
• Ability to develop & manipulate competitive business cases.
• Analyzing long-term positions of customers and competitor trends.
• Maintains in-depth knowledge of our market, customers & competitors.
• Maintains in-depth knowledge of the company’s strategic plans.
• Maintains in-depth knowledge of the company’s products and solution architectures.
• Acts as a Subject Matter Expert for regional pursuits, bids & projects.
• Collaborates closely with the global product team, market and competitive intelligence resources, marketing communications, regional management and business development team to drive the Growth strategy.
• Provides expertise on local regulatory and legal requirements.
• Shows commitment to company values, ethics, safety, security, labour charging, and quality.
• Comply with Cubic’s values and adherence to all company policy and procedures. In particular comply with the code of conduct, quality, security and occupational health, safety and environmental policies and procedures.
• In addition to the duties and responsibilities listed, the job holder is required to perform other duties assigned by their manager from time-to-time, as may be reasonably required of them