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Director, Cost and Strategic Pricing

*This position may be performed remotely within the US or in any country where MSH is registered and has business operations.* 

Main responsibilities of the position:

The Director, Cost and Strategic Pricing is a valuable member of the Strategy, Business Development & Partnerships (SBDP) team and will be instrumental to achieving MSH’s business development goals by applying expert pricing and cost strategies for all MSH proposals to varied donors, ensuring risk mitigation and adherence to quality standards. They directly supervise a dedicated team of professionals and provide expertise to guide pricing strategy decisions, budgeting, forecasting, and the development of effective strategies to strengthen the organization’s financial resources, including collaborating in the design of new business models that enable MSH to increase scale with identified donors and/or new markets. They will oversee continuous development of MSH’s best practices and processes and ensure that all proposals follow them and are competitively tailored to the requirements of MSH’s varied donors They will oversee process improvements for pricing and budgeting activities across the business development lifecycle and through the initiation of awards and put best practices into action by providing training and mentoring to SBDP and other MSH staff.

More Specifically:

Advance pricing models and business models to support MSH’s financial sustainability and growing work with diverse donors

  • Lead the development/sourcing, maintenance, and implementation of competitive pricing architecture for US and non-US government proposals that achieve an appropriate return for MSH.
  • Develop pricing structure for MSH’s emerging consulting practice.
  • Collaborate with MSH teams developing new business models to provide guidance and support around cost and pricing issues.
  • Develop and maintain financial risk/reward assessment model for donors and proposals to systematically evaluate financial impacts to be incorporated with technical/strategic bid decision tools.
  • Review AARs, donor debriefs, and project financial returns to ensure learning is captured for future cost and pricing policies/models with the C&P team and other MSH staff.
  • Provide cost/pricing expertise for various organizational initiatives and issues.
  • Advance MSH’s global partnerships

  • Serve as lead expert on targeted donor segment(s).

  • Ensure continuous scanning of competitor intelligence and trends that may inform MSH’s competitive cost and pricing position for specific opportunities.

  • Represent MSH at industry events.

  • Increase country engagement

  • Strengthen engagement with country team colleagues for both positioning and proposal development, drawing on their valuable experience and inputs – including for understanding donor preferences and relationships, working effectively with local partners and others new to USAID or other donor funding, and advising on realistic market and implementation costs.

  • Strengthen capacity across the organization – locally, regionally, and globally – to support and develop innovative revenue models and pricing capacity for increasingly independent country teams.​

  • MSH achieves annual pipeline and funding mix targets that enables growth in line with our new strategy

  • Contribute to new business and partnership opportunity assessment from a cost and pricing and risk mitigation perspective.

  • Ensure C&P resources are assigned timely and appropriately to proposal teams.

  • MSH wins competitive business more effectively, efficiently, and consistently

  • Guide proposal teams on strategic pricing models for varied donors.

  • Hold lead accountability for quality of all MSH cost proposals through direct involvement and oversight of C&P team and cost proposal processes.

  • Provide guidance to proposal teams on donor requirements and regulations so that MSH’s proposal budgets are responsive, realistic, and competitive.

  • Engage for high-level troubleshooting on budgeting and contractual issues and links as necessary with senior leadership on developing solutions.

  • Lead development of cost and pricing strategies and proposals for MSH’s largest and most strategically important bids across the entire lifecycle.

  • Participate in color reviews and ensure all cost proposals meet or exceed MSH and donor requirements and quality standards; present compelling, responsive, and competitive pricing based on understanding of the donor and bidding market; and link effectively to the technical narrative.

  • Participate in after action reviews with donors and proposal teams; contributes to capturing and synthesizing lessons learned. Develop and maintain relevant tools, templates, and other resources.

  • Lead the review and negotiation of draft and final award documents.


    What do you need to apply?

    MSH employs people of passion, we seek those individuals who dream of a better world. We look for professionals who combine experience, local knowledge, and an understanding of international best practices.


  • A postgraduate education in a field of study closely related to the assigned responsibilities, or equivalent experience.

  • At least 8 years of progressively responsible experience is required; 12 years of progressively responsible experience is preferred. 
  • Experience in international public health highly preferred.
  • Demonstrated experience and success having led complex cost and pricing for proposals/applications with USAID and other US federal government agencies (e.g., CDC, MCC) as well as with non-USG donors such as The Global Fund, Gavi, UK’s FCDO, Unitaid, foundations, and corporations, among others.
  • Experienced defining new global price strategies and business models for new markets leveraging existing organizational strengths, articulating the value proposition, and mitigating key risks.

  • Strong financial acumen and experience across the business development lifecycle, and specifically, developing complex competitive proposals to multilateral, bilateral, corporate, and foundation donors.
  • Extensive knowledge of proposal pricing and budgeting across a diverse range of donors or funding sources, including relevant US government procurement regulations and of FAR/AIDAR.
  • Significant knowledge applying price and cost analysis techniques, and pricing procedures, as they relate to analyzing forward pricing rates, direct labor rates, fees, and other cost levers to develop overall strategic price-to-win targets.
  • Ability to manage teams, initiate and organize work, establish priorities in a time-sensitive environment, meet deadlines with attention to detail and quality.
  • Advanced experience with Excel to accurately develop and maintain pricing models.
  • Strong written and verbal English-language communication skills; knowledge of a second language preferred.

  • Demonstrated success in fostering and leading high-functioning teams and their professional growth.
  • Demonstrated ability to manage matrixed internal relationships to achieve goals.
  • Demonstrated ability to network and cultivate relationships with industry peers and stakeholders, as well as global, regional, and local partners; significant experience working collaboratively to strengthen capacity of partners new to USG contracting/grants mechanisms.
  • Ability to develop and maintain an extensive network of contacts with senior level staff inside and outside of the organization.
  • An entrepreneurial drive, innovative thinking, creativity in problem-solving.
  • Mission-driven and self-directed to follow through on activities, with passion, integrity, and a positive attitude.
  • Ability to work in a highly matrixed and complex environment to achieve common goals and objectives.
  • High level of flexibility and ability to work under pressure, comfortable working in changing environments.
  • Ability to communicate clearly and concisely in writing and to effectively communicate complicated pricing and procurement concepts to others who are not as well-versed in cots and pricing principles.

  • Ability to travel within the US and to countries in which MSH or its donors operate.
  • The expected salary range for this position is: $116,100.00 - $155,000.00 annually (U.S. locations only).

    MSH considers multiple job-related factors when determining an offer, including but not limited to, business and organizational needs, candidate qualifications, internal equity, location, and internal budget.

    Salary is just one of many aspects of our total rewards package; at MSH, our goal is to provide you with a comprehensive set of competitive benefits that includes a substantial vacation, sick and holiday policies, training and development programs, competitive insurance coverage for health, vision, dental, life, short-term and long-term disability, 401k plan, Flexible Spending Account, among others.

    The selected candidate will be able to work remotely in a country where they are authorized to work and MSH is registered.

    MSH is an equal opportunity employer and will not discriminate against any employee or applicant for employment on the basis of race, color, sex, sexual orientation, gender or gender identity, religion, creed, citizenship, national origin, age, veteran status, or disability unrelated to job requirements. MSH will take affirmative action to ensure that qualified applicants are employed and that employees are treated without regard to their race, age, color, religion, sex, sexual orientation, gender identity, national origin, veteran and disability status. In compliance with U.S. Department of Labor Executive Order 11246, Section 503 of the Rehabilitation Act, and Section 4212 of the Vietnam Era Readjustment Assistance Act, MSH has developed and maintains an affirmative action program and plan.

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