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SHI Manager, Pricing and Contract Analytics in Des Moines, Iowa

Job Summary

The Manager, Pricing and Contract Analytics will analyze statistical and proposal data to establish recommended cost and price objectives for both proposals and contract transactions with customers and suppliers. In addition, they are responsible for leading a team of data analysts in support of contract and pricing analysis and alignment. The Manager, Pricing and Contract Analytics will participate in pricing and cost proposal development, provide pricing support for all phases of the proposal process, and teach a team how to create the background analysis. As such, the Manager, Pricing and Contract is responsible for pricing activities and cost volumes for all new strategic business proposals, change proposals, and task orders in support of SHI’s Public Sector business. As part of their role, they will oversee price strategy, risk assessment, business case analyses, preparation/presentation of management briefing, and contract analysis.

Must have ability to work on cross functional teams with demonstrated ability to influence colleagues through a consultative process. The role requires a collaborative leadership style that can translate analysis and account research into strategies to construct pricing cost narratives and determine final cost proposals within RFP responses.

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:

  • Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

  • Continuous professional growth and leadership opportunities.

  • Health, wellness, and financial benefits to offer peace of mind to you and your family.

  • World-class facilities and the technology you need to thrive – in our offices or yours.


  • Review Public Sector Request for Proposals (RFP) and Invitations for Bid (IFB) to determine general and specific cost requirements and to ensure pricing within proposals complies with all requirements

  • Participate in the proposal pricing process to include: develop pricing strategies; ensure pricing standards across the business unit, coordinate internal and external cost requirements; review, analyze, and compile cost data

  • Provide insights and guidance to the team and senior management from a compliance, competitive analysis, Price-to-Win (PTW), and risk management perspective

  • Receive pricing data and make recommendations on methods, procedures, and techniques for pricing proposals

  • Work closely with Capture/Business Development, Contracts, Sales, and Operations to ensure accuracy and coordination of cost proposals

  • Participate in strategy meetings and provides input on cost-related matters as required, including cost strategy for initial proposal and subsequent revisions

  • Lead pricing reviews and coordinate with capture, proposal, and sales teams to determine pricing structure and strategy and ensure alignment with company standard

  • Design, develop, and prepare cost models and cost narratives that provide guidance and council on all aspects of contract pricing consideration

  • Work closely with operations, contracts, proposals and other departments to ensure price proposals are professional, compliant, accurate, competitive and profitable.

  • Offer guidance and recommendations to Program Managers, Directors and Partners to maximize engagement profitability and improve forecast accuracy across the organization

  • Lead team of analysts to organize and clean data that impacts contract alignment

  • Analyze contract usage and make recommendations on how to improve profitability

  • Occasionally take on additional special projects


  • 5+ years of experience pricing to Federal and State & Local Government

  • Bachelor's Degree in Finance, Math, Business, or relevant field

  • Thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solution providers, and pricing

  • Able to understand and present alternative buying options that align with our core contracts and solve customers’ business needs.

Required Skills

  • Proficient comprehension of contract types that include (but are not limited to) Firm Fixed Price (FFP), Time & Materials (T&M), Cost Plus Fixed Fee (CPFF)

  • Exemplary analytical and problem-solving skills

  • Excellent organizational, written, and verbal communication skills and ability to communicate both internally and externally

  • Excellent project management and execution skills including clear methods for tracking action items, consistent follow-up with involved parties, and ability to lead executive briefings on opportunities and progress

  • Excellent sales presentation skills with the ability to influence and impact an audience

  • Strong interpersonal, planning, and problem-solving skills

  • Ability to manage and report on opportunities throughout the various stages within the sales pipeline

  • Strong ability to multitask and prioritize assignments

  • Ability to work in a dynamic, results driven and fast paced culture

Preferred Skills

  • Knowledge and understanding of SHI’s public sector contracts

  • Experience educating others about contract benefits and operations

  • Experience positioning public sector contracts to an internal or external audience

  • Proven ability encouraging customers to use specific contracts

  • Experience working with customers pre-RFP to shape opportunities

  • Experience working with cooperatives and sourcing committees before, during, and after the RFP process

Unique Requirements

  • 25% Travel is required for customer and company meetings as determined by SHI management

  • Extended hours are required to complete some special projects

Additional Information

  • The estimated annual pay range for this position is $85,000 - $150,000. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

  • Equal Employment Opportunity – M/F/Disability/Protected Veteran Status.

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Job Locations US-Remote

Requisition ID 2023-14559

Approved Min (Total Target Comp) USD $85,000.00/Yr.

Approved Max (Total Target Comp) USD $150,000.00/Yr.

Compensation Structure Flat Base

Category Management