Senior Manager, Cost and Pricing

About this role:

The Senior Manager, Cost and Pricing will work as part of a high performing team to ensure that MSH consistently delivers at or above long-term revenue goals.

This position plays a key role in all aspects of costing, pricing, and contracting for business development at MSH. This role will supervise and mentor Cost and Pricing team staff, manage assignments, manage process and tool updates, and strengthen capacity both within the Cost and Pricing team and throughout the organization.

This position will also directly manage key proposals, lead Pricers and Associates as they develop cost proposals, manage pricing strategy development and pre-award contractual arrangements and troubleshoot proposal roadblocks. S/he will serve as MSH’s key expert on particular donor segments, oversee MSH’s small bid processes and implementation, and support MSH’s strategic initiatives as well as effective collaboration across the organization. 

What are the main responsibilities?

Proposal Development and Strategy - 45%

• Provide direct oversight to Pricers and Associates responsible for developing cost proposals, ensuring that all proposals are competitive, compliant, risk-managed, feasible for implementation, profitable, and aligned with MSH’s technical strategy. Ensure that cost assumptions and pricing strategies meet the highest quality standards. Take ownership of budgeting for key and complex proposals, directly overseeing budget development and associated documentation as needed.

• Lead the formulation of pricing strategies for selected proposals, offering guidance and support to pricing officers to ensure alignment with organizational goals. 

• Oversee the management of contractual requirements during the proposal phase, including agreements and contracts with donors and partners. Proactively identify risks, develop mitigation plans, escalate issues to senior management as necessary, and mentor pricing officers in these areas. 

• Use or develop expertise on donors to ensure proposal teams are educated on relevant donor requirements and regulations and that final cost proposal submissions conform to donor requirements, performing quality checks and reviews and creating/revising templates as needed. 

• Oversee or lead budget negotiations with subcontractors as a part of the proposal process, ensuring final submissions are responsive to donor requirements and MSH quality standards. Ensure appropriate risk mitigation and planning for eventual subcontracts and provide assistance in budgeting and other proposal work to partner organizations when helpful. Oversee the Cost and Pricing team to do the same. 

• Lead the review and negotiation of draft and final award documents, ensuring consistency of financial data and reasonable contractual terms. Provide in-depth written and oral analyses, negotiate contracts with funders, and mentor pricing officers in these processes for other proposals. 

• Support or oversee finance support for project start-up, especially in initial work plan budgeting, if indicated. 

Team Effectiveness and Management - 15%

• Oversee the Cost and Pricing team, ensuring high-quality execution of responsibilities and enhancing team capacity.

• Mentor and provide continuous feedback to the Cost and Pricing team, ensuring they have the necessary tools for success.

• Collaborate with MSH work teams to maintain and update content, tools, and templates for necessary for high quality outputs, including training materials and job aids. Contribute to the development of innovative budgeting protocols and systems to ensure continuous improvement of MSH’s cost proposal development processes. 

• Stay informed on updates from contracts, finance, and other organizational teams, collaborating on various initiatives as needed.

• Support Cost and Pricing staff with work planning, meeting attendance, and managing consulting agreements. Travel domestically and internationally as required. 

Country Engagement - 15%

• In partnership with the Director, Cost and Strategic Pricing, drive the strategic development and refinement of MSH’s partnering frameworks, including Standard Operating Procedures (SOPs), tools, and communication protocols. Lead efforts to craft and implement donor-compliant budget templates that enhance operational efficiency and accelerate project execution.

• Lead cross-organizational collaboration on MSH initiatives, particularly in the area of country engagement. Spearhead the advancement of MSH’s local partner engagement strategies, ensuring representation of the Strategic Business Development and Partnerships (SBDP) team and providing high-level expertise in cost and pricing. Elevate the capacity of MSH’s country teams by designing and delivering comprehensive training programs and mentorship in cost and pricing, partner engagement, and the application of SOPs, tools, and templates. Guide teams in navigating complex operational challenges, fostering a culture of continuous improvement.

Business Strategy - 15%

• Lead the development of pricing models tailored to diverse donors, contract types, and business segments, ensuring alignment with MSH’s strategic business objectives.

• Shape and refine MSH’s overarching business models, integrating market trends, donor requirements, and innovative pricing strategies to enhance organizational competitiveness.

• Drive organizational capacity strengthening initiatives by designing and delivering a comprehensive training and mentorship program. Provide guidance to proposal teams on cost and pricing processes, partner engagement, and the application of SOPs, tools, and templates, with an added focus on optimizing small bid development.

• Leverage and expand a network of industry counterparts in business development and pricing to ensure MSH remains at the forefront of industry standards and best practices in business proposal development across various donor landscapes. Provide oversight of pricing, costing, and contracting processes for small bids, leading the development and enhancement of these processes to ensure efficiency, compliance, and alignment.

• Maintain expertise in pricing and contracting, staying current with industry trends and supporting team members to do the same. 

Advance MSH’s Global Partnerships - 5%

• Serve as a lead organizational expert on particular donors in terms of cost, pricing, and contracts. 

• Collaborate cross-organizationally on MSH initiatives related to advancing MSH’s Global Partnerships (for example, supporting pricing alignment with donor preferences/requirements), representing SBDP, and providing cost and pricing expertise. 

Pipeline Management - 5% 

• Support SBDP reporting, including corporate budget reporting. 

• Manage proposal assignments for the team. 

QUALIFICATIONS

What do you need to apply?

MSH employs people of passion, we seek those individuals who dream of a better world. We look for professionals who combine experience, local knowledge, and an understanding of international best practices.

Specific requirements for this role are:

Education and Experience:

• Postgraduate degree in a relevant field or relevant equivalent experience

• 10+ years of directly relevant experience.

• Thorough knowledge of a variety of concepts, practices, and procedures within cost proposal development, pricing, USG and other donor and partner contracting and contract review, as well as applicable laws, regulations, and general instructions is required. 

• Deep expertise working with a range of donors, particularly USAID; experience with CDC, MCC, FCDO, Gavi, UN agencies, The Global Fund, BMGF, and other donors, as well as experience with a variety of contract types with various donors, highly preferred. 

• Extensive experience in developing all elements of cost proposals including competitive pricing strategies, budgets, partner cost proposals, cost narratives, cost documentation, and answers to donor questions. 

• Experience in the international development sector (especially in public health) and experience in program implementation are desirable. 

• Experience in managing and coaching staff and capacity strengthening. 

Knowledge and Skills:

• Strong computer skills, advanced knowledge of Excel formulas, ability to use macros and pivot tables, and ability to learn and apply additional financial software. 

• Ability to provide expertise across the entire business development lifecycle, specifically developing complex cost proposals with increasing levels of responsibility for multilateral, bilateral, and corporate donors, and foundations. 

• Significant knowledge of USG rules and regulations and cost principals for contracts and cooperative agreements, contract mechanisms and associated requirements and implications for business, and various donor requirements. 

• Advanced financial and business analysis and modeling skills. 

• Attention to detail and advanced organizational skills with an ability to manage competing priorities across time zones. 

• Written and oral communication is clear, strategic, effective, persuasive, and respectful. 

• Strong written and verbal English language skills required. Other languages (especially French or Spanish) will further distinguish candidates.

Competencies:

• Ability to initiate and organize work, establish priorities in a time-sensitive environment, meet deadlines with attention to detail and quality. 

• Ability to work and manage effectively in a matrixed environment, building buy-in across the organization for various proposals and initiatives. 

• Ability to learn and analyze requirements for new donors and develop compliant, competitive, and beneficial pricing strategies and cost proposals for them. 

• Ability to mentor, coach, and supervise others in cost proposal development and donor contractual requirements. 

• Innovative thinker with the ability to adapt to new and/or unplanned situations and creatively problem-solve. 

• Ability to manage diverse teams and cultivate and maintain effective relationships across our multicultural and geographically diverse organization, as well as with local and international partners. 

• Excellent interpersonal skills with a demonstrated ability to handle the high stress environment of business development with diplomacy and a sense of humor while following through on deliverables. 

• Mission-driven and self-directed with passion, integrity, and a positive attitude. 

• Understanding of financial elements of the business, ability to analyze and evaluate risk, ability to communicate complex financial concepts and situations simply and directly (including use of graphics), and facilitation skills. 

The expected salary range for this position is: $120,000.00 - $150,000.00 annually (U.S. locations only).

MSH considers multiple job-related factors when determining an offer, including but not limited to, business and organizational needs, candidate qualifications, internal equity, location, and internal budget.
 

Salary is just one of many aspects of our total rewards package; at MSH, our goal is to provide you with a comprehensive set of competitive benefits that includes a substantial vacation, sick and holiday policies, training and development programs, competitive insurance coverage for health, vision, dental, life, short-term and long-term disability, 401k plan, Flexible Spending Account, among others.
 

The selected candidate will be able to work remotely in a country where they are authorized to work and MSH is registered.

MSH is an equal opportunity employer and will not discriminate against any employee or applicant for employment on the basis of race, color, sex, sexual orientation, gender or gender identity, religion, creed, citizenship, national origin, age, veteran status, or disability unrelated to job requirements. MSH will take affirmative action to ensure that qualified applicants are employed and that employees are treated without regard to their race, age, color, religion, sex, sexual orientation, gender identity, national origin, veteran and disability status. In compliance with U.S. Department of Labor Executive Order 11246, Section 503 of the Rehabilitation Act, and Section 4212 of the Vietnam Era Readjustment Assistance Act, MSH has developed and maintains an affirmative action program and plan.

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