Director of Pricing
Washington D.C. (United States of America)
Established in January 2016, the Awards Management Unit (AMU) is a global unit spanning New York, Washington DC, London, Berlin, Bonn, Stockholm, Brussels, Geneva, Nairobi, Bangkok and Amman. AMU is responsible for identifying, securing and managing all funding from statutory donors, and was designed as an end-to-end business process owner and support structure for IRC’s grant lifecycle. The Unit is organized into five teams, called ‘pillars’: Strategic Partnerships; Program & Grant Support; Compliance & Policy; Business/Program Development; and Training & Curriculum Design.
The AMU is a bridge between donors and the field: providing expert technical advice to the field while maintaining portfolio-level visibility to ensure consistency and compliance and managing risk. This unit ensures that donor compliance policies and procedures are implemented consistently and supports all staff working across the grants management cycle for all restricted funding from global government sources. The unit operates within a matrix management system across the teams in the US, Germany and the UK, driving functional integration between all relevant units and staff, in collaboration with the Senior Vice President of AMU, Deputy Vice President of AMU, and the Senior Vice President for Europe in relation to overarching issues with European donors.
Pricing Director Job Description
The Director - Pricing is responsible for leading IRC’s efforts to lead a team responsible for developing pricing strategies for new acquisition and assistance new business development opportunities. Consistent with IRC’s Cost Accounting and cost application policies issued by Finance, the Director will lead a team of professionals to assess IRC’s current strategies and practices and introduce new budget preparation tools, templates, processes, and trainings to ensure that IRC can achieve its ambitious organizational goals. The Director will work closely with Finance, Country Programs and Technical Excellence teams to apply budget development best practices. The ideal candidate will have a successful track record of working on new business efforts in international development with USAID, FCDO, and/or other multilateral and bilateral donors. The Director also is a member of the Business Development Management Team and as such will contribute to strategic and operational initiatives within the Unit and the BD Team. The position will report to the Senior Director, Business Development.
•Oversee the strengthening and implementation of pricing and cost strategies across IRC in collaboration with Finance and other key stakeholders, balancing cost competitiveness and cost recovery.
•In collaboration with the Finance Department, introduce and/or strengthen budget preparation tools, templates, processes, and workflow within IRC to support IRC’s ambitious business development goals.
•Lead the development of select cost proposals including participation in teaming discussions, prepare cost instructions, review and provide feedback on partner budgets, ensure bid compliance, support negotiations, and finalize cost-related agreements on select bids.
•Manage Pricing Team to ensure consistent support to large and complex cost proposals. Oversee a team of budget development professionals that ensure high quality, competitive, and compliant cost proposals are submitted. Develop a roster of budget development consultants that can provide surge support.
•Forecast financial risks associated with commercial contracts and formulate fee rates that are specific to the nature of each solicitation and operational environment.
•Develop training and other Capacity Building tools to strengthen IRC pricing and costing capacity at the global, regional, and country level.
•Negotiate budgets with partners (both prime and sub).
•Contribute to Business Development management and strategic operationalization as part of the Business Development Management Team.
•Bachelor's degree, preferably in business or public administration, finance, international development or similar discipline or equivalent work experience required.
•Minimum 10 years relevant experience in developing budgets, identifying costing strategies for international development efforts and implementing appropriate systems and processes.
•Demonstrated leadership in conducting capture for proposal efforts, and identifying a competitive edge for a compelling, responsive, and high-quality proposal response.
•Experience with USAID required, with FCDO, European and other donors experience a plus.
•Experience with all aspects of price and cost proposal preparation, including business risks, pricing to win strategies, pay by results, and estimating practices.
•Knowledge of 2CFR200, FAR, AIDAR, CAS, and DCAA rules and regulations in addition to FCDO, and EU cost eligibility requirements.
•Excellent communication and interpersonal skills, including the ability to effectively manage a variety of relationships in a multicultural environment.
•Demonstrated ability to collaborate equally effectively with colleagues in ‘remote’ and diverse teams, including as team leader for proposals.
•Demonstrated ability to contribute to strategic and operational thinking as member of a critical resource team.
•Ability to travel internationally; (up to 10% of time)
•Fluency in English required. French, Spanish or Arabic a plus.