Location: Virtual with 40% travel
Leads the estimating and pricing solutioning efforts for integrated facility management proposals for higher education, federal, state and local governments, potentially involving joint ventures. Responsibilities would include independent development of the following:
- Estimate of proposed staffing plan
- Estimate of proposed preventive maintenance and service call materials
- Estimate of potential equipment cost
- Management and sourcing of potential subcontracts
This is accomplished through the collection and analysis of RFP/client provided workload or financial data. Estimates and final pricing solution will be constructed at the lowest contract line item included in the RFP. This position will also be responsible to participate/lead in the development and presentation of client financial presentations.
This position will engage with Senior Public Institutions’ business leaders (and other key Corporate Solutions stakeholders) to lead the development and review of the pricing solutions for new business pursuits.
This position will require a strong understanding of the Association of Physical Plant Administrators (APPA) standards and its impact on pricing, estimating and operational delivery in both the proposal development and after award operations.
•Work with sales and proposal staff on deliverables for RFP responses
•Collaborate with and integrate pricing inputs across Service Lines into a final, best pricing solution
•Work with Service Line leads to develop staffing plans and service delivery costs, receive and document approval on all cost and cost saving proposals
•Educate account teams on pricing assumptions and model to enable them to deliver results
•Conduct site tours on both large and small prospect client sites to determine staffing and program needs
•Manage compilation of the optimal client pricing solutions per specifications and requirements
•Develop pricing formats and/or complete client or consultant-provided templates accurately and comprehensively
•Support deliverables that will be key for RFP response and business planning:
- Client Pricing Template;
- Bottoms-Up Staffing Estimate Presentation
- Proposed org structure and supporting narrative;
- Scope definitions & assumptions to support the pricing;
- Profitability Measurement and Fee Modeling
- Risk Identification
•Actively participate in the management review of the pricing solution with Public Institution and key corporate senior leadership.
• Provides contract management support after award too include; annual price adjustments and contract modification (growth, contraction, scope changes) development.
•Identify potential additional product sales opportunities during the RFP process
•Experience in and solid understanding of Government and Higher Education contracting and pricing methodologies
•Bachelor's degree in Engineering, Finance, Economics or Accounting;
• Association of Physical Plant Administrators (APPA) knowledge;
• RSMeans estimating capabilities/knowledge preferred; [can we request a specific tool like this?]
Years of relevant experience
•7+ years of relevant Facility Management pricing experience
Skills and knowledge
•Strong financial/analytical skills; accuracy, thoroughness, and attention to detail required
•Knowledge of facility management operations and service delivery
•Excellent verbal and written communication skills with the ability to present to and lead pricing discussion with client buyers
•Ability to manage ambiguity creative thinking and extensive financial modelling skills
•Ability to think strategically and be resourceful as an independent worker with a team player attitude
•Approximately 40% depending on opportunity geographic distribution and requirements
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