Lead Pricing Specialist

Kapsch Group

. Lead pricing strategy for complex state and local government pursuits, including target pricing, margin recommendations, cost assumptions, and pricing scenarios aligned with government procurement requirements and overall win strategies .

Posted 11/2/2026full-timeRemote • United StatesSenior💰 $125,000 - $170,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading pricing strategies and developing compliant cost proposals for state and local government contracts, with strong analytical and financial modeling capabilities. Proven ability to collaborate across functions and present pricing recommendations to executive leadership.

Highest-signal resume keywords

Pricing Strategy DevelopmentCost Proposal DevelopmentGovernment Procurement ProcessesAdvanced Microsoft Excel SkillsCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Cost AnalysisFinancial ModelingScenario AnalysisPricing StructuresCost NarrativesPricing SchedulesRisk AssessmentsLifecycle Cost ModelingCompliance DocumentationPricing Methodologies

Soft Skills

Strong Communication SkillsCollaboration SkillsMentoring SkillsLeadership Skills

Tools & Technologies

Enterprise Resource Planning (ERP) SystemsSalesforceMicrosoft Excel

Industry Keywords

Public-Sector ContractingState Government RFPsTransportation TechnologyElectronic TollingIntelligent Transportation Systems (ITS)

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

Lead pricing strategy for complex state and local government pursuits, including target pricing, margin recommendations, cost assumptions, and pricing scenarios aligned with government procurement requirements and overall win strategies
Lead development of detailed cost proposals in response to state government RFPs, RFIs, and other public-sector solicitations
Interpret government solicitation documents, pricing schedules, cost proposal requirements, contract terms, and evaluation methodologies
Partner with Engineering, Project Management, Solution Centers, and subject matter experts to develop comprehensive cost models
Review, validate, and consolidate cost information from SMEs and proposal contributors
Develop competitive pricing analyses, price-to-win strategies, and scenario models
Ensure pricing proposals address public-sector contracting considerations, including pricing structures, payment milestones, deliverables, acceptance criteria, escalation provisions, options, renewals, and extensions
Prepare executive pricing summaries, management reports, cost justifications, and commercial analyses
Own pricing assumptions, basis-of-estimate documentation, cost narratives, exclusions, clarifications, and risk assessments
Lead post-submission pricing activities, including clarifications, Best and Final Offers, revised cost proposals, contract negotiations, and final pricing alignment
Develop, maintain, and enhance government proposal pricing templates, cost models, historical benchmarks, and standard pricing methodologies
Mentor and support junior pricing and proposal team members
Collaborate with Business Development, Engineering, Project Management, Finance, Contracts, Solution Centers, and Executive Leadership throughout the government procurement lifecycle

Requirements

What you’ll need

Bachelor's degree in Business, Finance, Accounting, Engineering, Economics, or a related discipline
10+ years of experience in pricing, proposal development, cost analysis, financial modeling, or commercial management, with substantial experience supporting state and local government contracts
Demonstrated experience leading pricing efforts for state government RFPs, including developing compliant cost proposals, pricing schedules, cost narratives, and supporting documentation
Strong understanding of state government procurement processes, public-sector contracting requirements, solicitation structures, and government proposal evaluation methodologies
Proven ability to interpret complex government RFP requirements and translate them into detailed, compliant cost and pricing structures
Experience developing pricing strategies for large-scale, multi-year government contracts, including fixed-price, time-and-materials, cost-based, and other public-sector contract structures
Advanced Microsoft Excel skills, including development and maintenance of complex pricing models, formulas, cost breakdowns, and comparative analyses
Strong analytical and financial modeling capabilities, including scenario analysis, sensitivity analysis, and reconciliation of inputs from multiple functions and systems
Proven ability to lead cross-functional pricing discussions and present pricing recommendations, financial analyses, and risk assessments to executive leadership
Strong communication and collaboration skills, including the ability to work directly with government customers, procurement representatives, and internal stakeholders
Experience leading pricing efforts for large, complex state government contracts involving multiple stakeholders, subcontractors, technology solutions, infrastructure, and ongoing service requirements
Experience supporting state Departments of Transportation (DOTs), transportation authorities, tolling agencies, or other state-level government entities
Experience within Electronic Tolling, Intelligent Transportation Systems (ITS), transportation technology, infrastructure, or related industries
Experience with government contract pricing methodologies, including lifecycle cost modeling, escalation assumptions, and long-term operational and maintenance cost structures
Experience with Enterprise Resource Planning (ERP) systems and Salesforce
Experience mentoring junior pricing professionals and improving pricing processes, templates, governance, and review practices
Must have working rights in the US
Must pass a background check

Benefits

Comp & perks

Career growth, stability, and the opportunity to develop within a global organization
Unlimited paid time off
11 paid holidays
401(k)
Zero premium medical insurance option for employees and eligible dependents
FSA option
Reasonable accommodations for qualified individuals with disabilities
Equal opportunity and inclusive workplace
Drug-free workplace