Strategic Pricing Rate Card Architect - GPS - Practice Team

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Strategic Pricing Rate Card Architect - GPS - Practice Team

 

Our Business Development function brings together business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs. The Business Development organization shapes and drives an integrated growth strategy across EY’s largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture.

 

Job Summary:

 

The Strategic Pricing Rate Card Architect will operate as a member of the GPS Business Development team and be responsible for providing pricing and pricing strategy leadership for the largest, most complex, and most strategic rate card opportunities withing EY GPS. You will help shape, negotiate, and close new business opportunities by drawing together competitive intelligence, internal EY cost to serve estimates, commercial model options, pricing methodologies and negotiation strategies. You will lead teams in developing a competitive and compelling rate cards for our clients and EY, designing and executing the competitive pricing strategy, establishing the EY cost to serve, maximizing margins, mitigating risks, and articulating the value of EY’s offering to the client(s).

 

Key Responsibilities:

 

The Rate Card Architect (RCA) is an integral member of the pursuit team by providing proficiency in the development of customer requested labor rate cards along with applicable discount structures and commercial terms. This is a critical role in shaping solutions and pricing strategies from initial deal stages to deal closure. As a Strategic Pricing Rate Card Architect, you will be responsible for all aspects of pricing & pricing strategy on top pursuits requiring a rate card including:

 

• Price Competitiveness – develop competitive pricing targets/price to win and test EY’s proposed price points against market and competitor benchmarks and client expectations.
• Competitive Positioning – develop, test, and refine EY’s competitive positioning within the client evaluation process informing pricing strategy and targets.
• Value Proposition - lead the development of price volume documents, articulate the deal construct, and value proposition within price proposals and internally to EY GPS Leadership.
• Model development - Build, maintain, & run standard pricing/financial models, confirming accuracy of cost, price, margin, and other relevant financial metrics.
• Business Case - Present the pursuit business case for internal approvals using EY’s costing and pricing policies, articulating the expected financial performance, risks, and upside.
• Knowledge Capture – capture intelligence in support of GPS pursuits embedded in EY’s approach– e.g., updated costing and pricing policies, models, and pricing competitive intelligence.
• Relationship development - Build and maintain strong relationships with internal clients, proposal teams, and colleagues.

 

Skills and attributes for success

 

Thriving in a matrixed organization is essential, balancing the needs of the client against business initiatives and goals. Possessing natural coaching skills, you will inspire others with your insights to drive a differentiated value propositions in the market. You will be a trusted advisor to the Pursuit Leader and the proposal team.

 

To qualify, candidates must have:

 

• 12+ years’ experience in Federal, State & Local government, or Commercial pricing, pricing strategy, and/or price to win/competitive price range development.
• 7+ years’ experience in rate card pricing and pricing strategy
• Strong understanding of the procurement process, contract types, RFPs, and market pricing.
• Proven track record designing, modeling, and structuring government sector deals and utilizing various models/contract types.
• Strong pursuit management, relationship management, executive presence and influencing skills.
• Effective oral (virtual/in-person) and written communications
• Proficient in MS Office Suite of tools; Word, PowerPoint, and high-level proficiency in Excel
• Planning, time management and organizational skills
• A strong working knowledge of a professional services organization
• Bachelor’s degree in