Vice President of Pricing

Job description

Strategic Growth Partners is seeking an accomplished Vice President of Pricing to build and lead our enterprise pricing function across Federal and State, Local, and Education (SLED) government markets. This executive leadership role will directly influence corporate and client growth strategy, competitive positioning, and business development outcomes across a portfolio of strategic pursuits ranging from single-award opportunities to multi-billion-dollar GWACs and IDIQ contracts. The Vice President of Pricing will serve as a trusted advisor to senior leadership, capture teams, and business development leaders, helping drive winning strategies on complex pursuits ranging from single-award contracts to multi-billion-dollar IDIQ and GWAC opportunities. The ideal candidate possesses deep expertise in federal acquisitions, labor rate estimation and transparency, Cost Accounting Standards (CAS), and strategic price-to-win (PTW) methodologies to maximize contract win rates while protecting organizational profitability. This is not a traditional corporate pricing role. SGP is seeking an entrepreneurial-minded leader who wants the opportunity to build, grow, and lead a business within a business. The Vice President of Pricing will have responsibility for developing and expanding SGP’s Pricing line of business as a self-sufficient operation with its own P&L, growth objectives, client portfolio, and long-term strategy. This individual will work closely with SGP’s Business Development, Marketing, Branding, and other operating divisions to expand relationships with existing clients, generate net-new business, and build a scalable pricing organization. The role will include a growth-oriented incentive structure designed to reward the individual as the Pricing business grows and performs. SGP currently supports more than 100 clients across its portfolio of services, creating a significant built-in opportunity for cross-selling and expansion. Our clients range from small and mid-sized government contractors to large businesses and include Tribal 8(a)s, individually owned 8(a)s, Service-Disabled Veteran-Owned Small Businesses (SDVOSBs), Woman-Owned Small Businesses (WOSBs), Small Disadvantaged Businesses (SDBs), and other organizations operating across the Federal and SLED markets. Because SGP operates through multiple specialized divisions, no single division currently supports every client, creating substantial whitespace for the right leader to leverage relationships across the enterprise, collaborate with other division leaders, expand existing accounts, and develop entirely new clients. SGP's culture is intentionally entrepreneurial and highly collaborative, with minimal corporate bureaucracy. Many of our leaders have spent significant portions of their careers within larger organizations and joined SGP because they wanted the freedom to focus on clients, execute, innovate, and grow without unnecessary corporate politics. We arelooking for a similar individual: someone who brings deep pricing expertise but also has the business-development mindset, client presence, leadership ability, and entrepreneurial drive to turn that expertise into a growing line of business. For the right person, the opportunity is significant, the platform, client base, internal capabilities, and cross-divisional relationships already exist, and the ability to grow the Pricing business is limited primarily by the leader's ambition and execution. Key Responsibilities: · Strategic Pricing & Proposal Execution · Lead the development of clear, compliant, and highly competitive cost/price proposals for Federal and SLED procurements (FPR, FFP, T&M, Cost-Plus, and IDIQ task orders). · Partner with Executive Leadership and Business Development to shape capture strategies, conduct price-to-win (PTW) modeling, and perform competitor rate benchmarking. · Build and maintain dynamic financial models, labor rate structures, indirect rate build-ups, and wrap-rate calculations. · Oversee cost narratives, Basis of Estimate (BOE) documentation, and formal responses to government pricing inquiries or audits. · Other duties as assigned. Client & Stakeholder Engagement: · Serve as the primary subject matter expert on pricing strategies for prime contracts, joint ventures (JVs), tribal entities, and subcontractor teaming agreements. · Interface directly with key client stakeholders, prime contractors, and strategic partners to negotiate favorable commercial pricing terms and structures. · Advise executive leadership on market trends, labor category rate pressures, and macroeconomic shifts impacting government contracting. Governance, Compliance & Operations: · Maintain strict compliance with the Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), Cost Accounting Standards (CAS), and General Services Administration (GSA) Multiple Award Schedule (MAS) requirements. · Standardize internal pricing tools, templates, processes, and historical cost databases to build institutional knowledge and drive operational efficiency. · Monitor post-award financial performance in coordination with Finance/Accounting to evaluate actual labor costs against proposed margins. Leadership & Organizational Development: · Build, mentor, and lead a high-performing pricing organization. · Establish best practices, governance standards, and scalable processes across the pricing lifecycle. · Partner with executives to align pricing strategy with corporate growth objectives. Qualifications & Key Requirements: · Experience:10+ years of progressive leadership in government contracting pricing, financial modeling, and cost/price volume delivery. · Domain Knowledge: Expert understanding of federal and SLED procurement processes, contract vehicles (GSA Schedules, GWACs, IDIQs), and FAR/DFARS compliance. · Technical Proficiency: Advanced expertise in complex financial modeling, rate build-ups, and pricing software/analytics platforms. · Strategic Acumen: Proven experience conducting competitive pricing analysis, market intelligence assessments, and PTW strategy development for complex government procurements. · Education: Bachelor’s degree in Finance, Accounting, Economics, Business Administration, or a related field (Master’s or relevant certifications like Certified Professional Contracts Manager preferred).