Price to Win (PTW) Director

Akima, LLC - Herndon, VA3.5

ContractEstimated: $140,000 - $180,000 a year
Akima is an Alaska Native Corporation (ANC) with 30 years of federal contracting experience and over 7,500 employees supporting more than 14,300 Iñupiat shareholders in the NANA region of Alaska. Akima provides the backbone infrastructure to support more than 40 socio-economically disadvantaged small businesses (SDBs) with mature business processes and shared back-office support services normally only found in a Fortune 500 defense contractor. Our employees form one of the broadest skill sets in all of government and industry delivering services and solutions in fields as diverse as aviation, construction, facilities and logistics, information technology, protective services and detention management, and systems engineering. We continually look for the very best and brightest to support our commitment to superior outcomes across today’s most complex and critical missions worldwide. To learn more about Akima, LLC and opportunities across our family of companies, visit

Job Summary:
The Price to Win (PTW) Director is accountable to the Vice President of Pricing for establishing and leading a PTW department that supports Akima, LLC’s Cost & Pricing functions in a diverse organization with multiple ongoing large and complex pricing proposals.

The Director shall facilitate the development of common operational procedures and policies that provide insight into the competitive landscape of opportunities for Executives, Capture Teams, and the Pricing Team. This person will engage in market research and data compilation to provide alternate approaches/solutions to the requirements that will challenge the capture team to confirm they have made the best strategy decisions. This person will build and manage the internal knowledge repository and database.

The Director is responsible for staying abreast of federal requirements, ensuring compliance with established standards, and communicating these requirements to subordinates and senior management.

Oversee day to day management of the Price to Win functions for Akima, LLC and its operating companies
Work with key stake holders to develop a common operational picture of the competitive landscape (common picture for executives, account managers, capture manager, pricing team, etc.)
Keep abreast of current and projected pursuit efforts, and communicate a Price-to-Win multi-variable hypothesis of the competitors’ predicted behaviors, taking into account variables associated with Government customers
Research and provide alternate approaches/solutions to pursuit efforts that will avert risk and challenge the capture team to confirm they have made the best strategy decisions
Establish overall price to win policies and procedures and ensure they are understood and followed by all operating companies and shared service departments
Provide leadership and strategic vision including planning, developing, implementing and evaluating all related processes, policies and procedures
Guide pricing strategy to ensure competitive bid structure to achieve highest win probabilities
Interface with senior management, shared service departments, business development and proposal teams to identify issues, support strategy & guidance, and implement solutions
Implement tools and innovation to improve price to win process across the operating business groups for improved performance, price to win analysis, and win probability
Manage the activities of department staff in developing and presenting complex price to win analysis
Interface with customers, suppliers, subcontractors and teammates as required to develop team pricing strategies and document price to win analyses/comparisons
Act as primary interface with price to win strategies and prepare price to win review packages for executive leadership
Provide support for bid/no-bid decisions
Participate in Sales Reviews as a member of management team prior to submission of proposals
Develop a price to win database, continually adding to the knowledge repository
Assist in providing direction for recruiting, retention, training, development and motivation of the department team
Other duties as assigned

Minimum Qualifications:
Bachelor’s Degree (Finance or Analytical Discipline) or equivalent education and experience
At least 15 years in-depth experience in Government/DoD proposal pricing with an understanding of government required cost structures, FAR, DFARS, CAS and GAAP
At least 8 years of experience must have been in a senior/lead pricing role where personnel were managed and projects were led
At least 5 years of experience must have been in a senior/lead price to win role
Experience with Service Contract Act, Davis Bacon Act and Collective Bargaining Agreements

Knowledge & Skills Requirements:
Strong understanding of price to win concepts and techniques
Strong analytical skills - data analysis, market research, pricing, and planning
Strong communication skills - both written and oral
Strong background in the use of Microsoft Office products, primarily Excel
Demonstrated understanding of the government procurement process and contractor proposal responses
Team player with ability to influence and motivate others
Hands-on, self-starter with ability to multi-task and work effectively across departments, with internal and external customers
Ability to read/understand system requirements docs/SOW/CONOPS/PWS, etc.
Ability to conceptualize an architecture and construct a solution-driven bill of materials and/or technical solution
Experience building indirect cost structures, disclosure statements, and Government cost accounting system knowledge
Ability to account for all skills/positions required to execute RFP requirements
Ability to interview SMEs for background information to identify range of approaches, cost drivers, etc.
Ability to build a set of logical assumptions for each competitive target from experience and knowledge of the competitive landscape

The duties and responsibilities listed in this job description generally cover the nature and level of work being performed by individuals assigned to this position. This is not intended to be a complete list of all duties, responsibilities, and skills required. Subject to the terms of an applicable collective bargaining agreement, the company management reserves the right to modify, add, or remove duties and to assign other duties as may be necessary. We wish to thank all applicants for their interest and effort in applying for the position; however, only candidates selected for interviews will be contacted.

We are an equal opportunity employer. All applicants will receive consideration for employment, without regard to race, color, religion, creed, national origin, gender or gender-identity, age, marital status, sexual orientation, veteran status, disability, pregnancy or parental status, or any other basis prohibited by law.

We are committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. If you have a physical and/or mental disability and are interested in applying for employment and need special accommodations to use our website to apply for a position please contact, Recruiting Services at or 571-353-7053. Reasonable accommodation requests are considered on a case-by-case basis.

The dedicated email and telephonic options above are reserved only for individuals with disabilities needing accessibility assistance to apply to an open position using our website.

Please do not use the dedicated email or phone number above to inquire on the status of your job application.

In order for our company to stay compliant with government regulations, please apply on line. Please DO NOT email resumes or call in lieu of applying online unless you have a physical and/or mental disability and need assistance with the online application.

Shift: Day Job
Primary Location: US-VA-Herndon
Organization: Akima, LLC Shared Services
Job: Contracts, Pricing & Procurement
Closing Date (Period for Applying) - External: Ongoing
Travel: No
Clearance Level: Not Applicable