Director, Competitive Assessment & Price-to-Win

The World at Abt

Solving the world’s most pressing issues and improving the quality of life for people worldwide is what we do every day at Abt Global. Creating a more equitable world is no small task, but we are driven by big challenges.

We are a team of 3,000+ people in over 50 countries working in unison and focused on the bigger picture. Only by sharing our commitment, energy, and innovation do we affect change and push the boundaries of what’s possible. We welcome diverse ideas, backgrounds, and viewpoints – joining Abt means access to exceptional thinkers at the top of their game.  

To thrive at Abt is to embrace flexibility and collaboration. Our open culture allows you to balance your work and personal life as needed to optimize personal well-being. Creating a more equitable world starts from within – we look after people around the world, and we’ll do the same for you.

Ready to embrace rewarding and meaningful work? Now’s your chance.

The Opportunity 

As the Director of Competitive Assessments & Price-to-Win (CA/PTW), you will spearhead comprehensive competitive analyses and develop price-to-win strategies and recommendations for high-priority corporate initiatives within the Federal government sector.  Your expertise will influence our engagements across a diverse portfolio, including key agencies such as HHS, EPA, USDA, DoED, DOL, and USAID. 

Core Responsibilities 

Competitive Intelligence and Price-to-Win Analysis:

• Perform rigorous CA/PTW analyses using both top-down and bottoms-up PTW methods to perform pricing analyses on competitive procurements.
• Gather and utilize competitive intelligence effectively, including relative strengths and weaknesses, key programs/contracts, organizational structure, teaming approach, market data, and historical bidding information.
• Evaluate government RFP price evaluation models to identify key cost and price factors for the evaluated bid price.
• Develop the probable competitive evaluated bid price range considering the RFP evaluation criteria, customer buying behaviors, and competitive positioning on non-price evaluation factors.
• Substantiate the bid range with quantitative data such as customer budget data, salary and wrap rate modeling, labor profile modeling, industry benchmarks, reverse engineering of past bids, and expert judgment.

Competitive Positioning and Deal Shaping:

• Guide the teams in setting the appropriate pricing strategies, ensuring appropriate position, and recommending actions to drive the costs to appropriate levels.
• Formulate competitor business case in pursuing a specific bid.
• Develop competitor win strategies and predicted bid behavior.

Briefing and Presentation:

• Brief and recommend a compelling PTW position across all levels of management, making the case for the optimal bid price.
• Summarize findings and recommendations in a concise manner.
• Ensure compliance with company policies and procedures, and government regulations.

Creative Leadership and Learning

• Provide creative leadership from knowledge of industry best practices.
• Participate actively in Black Hat reviews, win strategy meetings, and pricing strategy reviews.
• Perform Win-Loss and Lessons Learned analyses.
• Train and mentor CI/PTW staff.

What We Value

• Bachelor’s Degree + 15 years of relevant experience, or Master’s Degree + 12 years of relevant experience, or PhD + 10 years of relevant experience.
• Background in strategy, market or competitive intelligence
• Experience performing market/competitor research and analysis within the federal government services market, ideally with Civilian agencies.
• Strong analysis, data visualization and presentation skills
• Analytical skills, including ability to develop spreadsheets, to analyze companies, including financial statements, and to provide actionable intelligence and insights
• Highly organized and detail-oriented
• Ability to think strategically and anticipate future trends, needs and expectations.
• Ability to identify and analyze data and information from available resources and quickly extract key insights and trends and deliver clear conclusions and connections to inform key business decisions. 
• Experience using common competitive intelligence research and analysis tools (BGov, FPDS, USASpending.org, GovWin) and other resources.

What We Offer

We foster an environment where you can Thrive Your Way. Our innovative total rewards programs are designed to help balance your work and personal life. The approach toward your wellbeing centers around comprehensive benefits, flexible schedules, and professio