Director, Pricing - Boston, United States - Keolis North America LLC

Description

Skills:

• Financial/Operational Analysis
• Employee development / staff management
• Resource planning
• Contract analysis
• Risk analysis and mitigation
• Data mining
• Excel expertise
• Time management
• Internal stakeholder relationship management
• Strong written/verbal communication skills

Knowledge and Experience:

• Public transit contracting
• Employee management
• Process design and a strong understanding of internal control
• Transit contract analysis (financial, operational)
• Transit contract pricing
  •Risk analysis
• Business Development experience a plus

Key Accountabilities

Pre-RFP: Ensure pre-RFP work is optimized to maximize bid preparation, and resource planning aligns with workloads

• Anticipates future workloads and directs production of pre-RFP analysis by leveraging FOIA documentation, information obtained from Commercial Teams, site visit findings, and/or independent research for early identification of pricing strategies, pricing inputs, benchmarks, risks, and mitigation strategies
• Ensures proper organization of all pre-RFP work papers, enabling efficient bid production
• Leverages information obtained by Commercial team, or obtained independently, to predict competitor pricing targets on upcoming bids

RFP Response: On-time production of business models, through the execution of pricing processes, that are competitive and aligned with agreed-upon bid strategies

• Identification and documentation of all RFP/Contractual cost drivers, ensuring continuous updatesbased on Q&A responses/addenda, and confirming completeness in pricing models before final bid validation and submittal
• Ensures process adherence, schedule adherence, and strong workpaper documentation
• Identification and documentation of contractual and/or financial risks, ensuring the inclusion of mitigation strategies in Keolis' offer, in collaboration with General Counsel and SMEs
• Provide all financial, operational, and risk-related inputs for Governance documentation
• Ensure ample SME visibility into relevant RFP details, project status, and required support
  •
• Acquire, challenge, and confirm approval of pricing inputs/assumptions from SMEs, thus ensuring SME accountability (as a service to the relevant bidding subsidiary's CEO)
• Ensures consistency between technical offer and pricing through coordination with proposal team

Business Analytics, Continuous Improvement, and Management Support: Oversee and/or conduct analyses supportive of continuous improvement

• Analytics / Continuous Improvement projects are conducted based on business needs, but may include the following (for example purposes):
• Pricing Model improvements to improve bid efficiency, quality control, and ease ofreviews at multiple levels of the organization
• Development of a competitor pricing database to enable better prediction ofcompetitors' pricing tendencies, thus making Keolis' pricing more competitive
• Leverage postmortem findings to work with SMEs on cost-savings initiatives that could improve competitiveness on future bids
• Support pipeline projections / GPS re-modeling, including coordination with operatingdivisions and KNA finance
• Creation of pricing databases to improve efficiency of input gathering
• Management Support
  • Assist peers with strategic analyses and/or reporting in the areas of Commercial Development and/or Operations planning
  • Monthly reporting, as directed

Team Management: Ensure performance and growth/development of Business Analysts

• Manage team of business analysts, ensuring completion of all administrative requirements such as daily time tracking, daily bid status updates, salesforce activity, etc.
• Conduct monthly 1-on-1s in accordance with the Keolis Way
• Execute annual employee performance management procedures (annual objective setting (inalignment with department objectives), annual performance reviews, etc.)
• Actively seek development opportunities for staff, keeping them challengedActively coach staff to ensure engagement and correct performance issues as they arise
• Ensure ample SME visibility into relevant RFP details, project status, and required support
• Acquire, challenge, and confirm approval of pricing inputs/assumptions from SMEs, thus ensuring SME accountability (as a service to the relevant bidding subsidiary's CEO)
• Ensures consistency between technical offer and pricing through coordination with proposal team

Post-RFP: Manage financial and/or other analytical deliverables related to submitted bids, including "best and final offers," negotiations support, client requests for clarification, and/or postmortem analyses supporting continuous improvement

• Preparation of best and final offer (BAFO) response, if applicable
• Knowledge transfers to interview teams / support of interview process, such as serving as the pricing SME
• Provides, to General Counsel and SMEs, risk-related info to support contract negotiations
• Participates on start-up/mobilization calls to reiterate pricing assumptions
• Completes financial aspects of postmortem analyses to identify areas for continuous improvement

Business Analytics, Continuous Improvement, and Management Support: Oversee and/or conduct analyses supportive of continuous improvement

• Analytics / Continuous Improvement projects are conducted based on business needs, but may include the following (for example purposes):
  • Pricing Model improvements to improve bid efficiency, quality control, and ease of reviews at multiple levels of the organization
  • Development of a competitor pricing database to enable better prediction of competitors' pricing tendencies, thus making Keolis' pricing more competitive
  • Leverage postmortem findings to work with SMEs on cost-savings initiatives that could improve competitiveness on future bids
  • Support pipeline projections / GPS re-modeling, including coordination with operating divisions and KNA finance
  • Creation of pricing databases to improve efficiency of input gathering
• Management Support
  • Assist peers with strategic analyses and/or reporting in the areas of Commercial Development and/or Operations planning
  • Monthly reporting, as directed

Team Management: Ensure performance and growth/development of Business Analysts

• Manage team of business analysts, ensuring completion of all administrative requirements such as daily time tracking, daily bid status updates, salesforce activity, etc.
• Conduct monthly 1-on-1s in accordance with the Keolis Way
• Execute annual employee performance management procedures (annual objective setting (in alignment with department objectives), annual performance reviews, etc.)
• Actively seek development opportunities for staff, keeping them challenged
• Actively coach staff to ensure engagement and correct performance issues as they arise

Additional Statements:

• Drug and alcohol screening: Employment contingent upon passing pre-employment drug and alcohol screen. Also, contingent upon receiving a favorable background check. Must pass a physical examination.
• Safety commitment: Safety is a way of life at Keolis. By placing safety first, we ensure the wellbeing of our employees, customers, and communities. Together we can become the most successful transportation company in the world.
• Environmental commitment: Keolis is committed to protecting the environment by minimizing the impact of operations to our people and the communities in which we operate.
• EEO statement: Our policy is to afford Equal Employment Opportunity to qualified individuals regardless of their race, color, sex, religion, age, creed, marital status, national origin, ancestry, physical or mental disability, sexual orientation, or gender identification. We maintain a drug-free workplace and perform pre-employment substance abuse testing.
• Disclaimer and closing statement: The above statements are intended to describe the general nature and level of work performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of employees assigned to this job. Keolis is committed to offering our employees competitive compensation and benefits, opportunities for development and growth throughout an exciting and rewarding career, and the safest work environment possible