Senior Commercial and Pricing Manager

Job Description

Overview of position

This is a senior, strategic, and hands-on role responsible for leading pricing and commercial structuring across CTG’s global portfolio.

You will shape commercially sound, competitive proposals while acting as a trusted advisor to senior leadership, bringing a portfolio-level perspective to pricing, financial planning, and growth strategy.

Role objectives

1. Pricing Strategy & Bid Leadership

• Lead pricing strategy and execution across priority bids and proposals (UN, FCDO, and other institutional clients)
• Develop, review, and rigorously challenge cost and pricing models to ensure accuracy, competitiveness, and compliance
• Ensure all proposals align with margin targets and commercial strategy

2. Proposal Budget Development & Costing Execution

• Lead the end‑to‑end development of detailed budgets for competitive proposals to bilateral and multilateral donors (including FCDO, UN agencies, GIZ and similar institutions)
• Own the hands‑on costing process, gathering, validating, and structuring all cost components required for compliant and competitive proposals.
• Source cost inputs through close collaboration with CTG country teams, internal finance colleagues, and structured online research where local data is unavailable
• Negotiate rates with key personnel and consultants to ensure value for money while protecting commercial margins
• Draft the commercial and financial narrative for bids, clearly articulating costing assumptions, pricing logic, exclusions, dependencies, and key financial risks

2. Commercial Strategy & Structuring

• Advise bid and delivery teams on commercial models, contract structures, and risk-sharing mechanisms
• Provide guidance on pricing levers, commercial risk, and contractual terms throughout the bid lifecycle
• Ensure all bids comply with internal governance and financial controls
• Work closely with the Finance Department to validate assumptions, cost bases, and methodologies

3. Financial Analysis & Planning

• Support budgeting processes through pipeline-driven forecasting, cost analysis, and pricing inputs
• Contribute to long-term financial planning and strategy, including revenue projections, margin optimization, and portfolio performance analysis
• Develop and maintain financial models for scenario planning, investment decisions, and strategic growth initiatives
• Provide data-driven insights to support sustainable pricing and overall business performance

4. Commercial Governance & Quality Assurance

• Maintain and improve pricing tools, rate cards, financial risk registers, and approval workflows
• Ensure budgets are auditable, well‑justified, and defensible in donor clarifications and negotiations
• Provide oversight and quality assurance across all pricing activity
• Review the commercial performance and profitability of existing contracts, identifying margin leakage, cost variance, and optimization opportunities
• Establish and maintain regional and global benchmarks for consultant and personnel rates, drawing on live contract data, market intelligence, and historical bid performance
• Act as a point of escalation for complex commercial and pricing risks
• Coach and support internal teams to ensure consistency and best practice

5. Commercial Insights & Performance

• Lead win/loss analysis to identify trends and improvement opportunities
• Monitor and report on margin performance and pricing trends across the portfolio
• Translate data into actionable insights to inform business development and diversification strategy

6. Capability Building & Best Practice

• Develop and standardize pricing templates, models, and guidance
• Embed strong commercial discipline across Business Development and delivery teams
• Build internal capability through training, coaching, and continuous improvement

Project reporting

This position reports to the Commercial Director

Indirect reporting line to the Regional Country Director

Key competencies

• Bachelor’s degree in a relevant field (such as Finance, Economics, or Accounting etc
  Significant experience in pricing, commercial management, or financial modelling (5 years and above).
• Strong track record of pricing complex bids for institutional or public sector clients
• Deep understanding of cost structures, margin management, and commercial risk
• Advanced analytical capability, including scenario and sensitivity modelling
• Proven ability to influence senior stakeholders and challenge assumptions constructively
• Experience in international development or humanitarian sectors
• Experience working in multi-country or matrixed environments
• Fluent in English (Written and spoken)

Team management

This role has no team management responsibilities.

Further information

• Female candidates are highly encouraged to apply.
• Please note that this role is based in Nairobi, Kenya, with a hybrid working model
• Candidates must have the right to work in Kenya
• CTG does not provide visa sponsorship, applicants are responsible for securing and maintaining their own visas and work permits

How to apply

https://app.tayohr.io/jobs/detail/vac-54021-senior-commercial-and-pricing-manager-52740