Lead Pricing Specialist

Kapsch is one of Austria's most successful global technology companies. With its
comprehensive ITS (Intelligent Transportation Systems) portfolio, Kapsch is actively addressing
the challenges of the present and the future with intelligent mobility solutions in a wide range
of application areas. As a family-owned company founded in 1892 and headquartered in
Vienna, Kapsch can look back on 130 years of experience with the future. To learn more about
our solutions and innovations, visit our website here.

Role Purpose

The Lead Pricing Specialist is responsible for leading pricing strategy, cost model development, commercial analysis, and pricing governance for complex pursuits across North America. This role partners closely with Business Development, Engineering, Project Management, Finance, Contracts, Solution Centers, and Executive Leadership to develop compliant, competitive, and financially sound proposals. The Lead Pricing Specialist supports opportunities from pursuit through contract award, including customer negotiations, executive approvals, and transition to project delivery teams.

How You'll Make an Impact

• Lead pricing strategy for major pursuits, including target pricing, margin recommendations, commercial assumptions, and pricing scenarios that support overall win strategies.

• Partner with Engineering, Project Management, Solution Centers, and Subject Matter Experts (SMEs) to analyze RFP requirements and develop detailed cost and pricing models.

• Review, validate, and incorporate cost information from SMEs and proposal contributors into pricing models and templates.

• Develop competitive pricing analyses and establish price targets to maximize win probability while achieving business objectives.

• Lead pricing team workload planning, prioritization, and review across multiple concurrent pursuits.

• Prepare executive pricing summaries, management reports, and commercial analyses to support bid decisions and approvals.

• Own pricing assumptions, basis-of-estimate documentation, exclusions, and risk assessments for each pursuit.

• Participate in customer negotiations related to pricing, scope, commercial terms, and acceptance criteria.

• Support post-submission activities, including clarifications, Best and Final Offers (BAFOs), contract negotiations, and transition of pricing assumptions to delivery teams following award.

• Develop, maintain, and enhance proposal pricing templates, tools, historical benchmarks, and standard methodologies.

• Mentor and support junior pricing and proposal team members while promoting best practices and continuous improvement.

What Makes You a Great Fit

• Bachelor's degree in Business, Finance, Accounting, Engineering, Economics, or a related discipline.

• 10+ years of experience in pricing, proposal development, cost analysis, financial modeling, or related commercial functions.

• Strong experience developing pricing strategies and analyzing costs for complex proposals.

• Advanced Microsoft Excel skills, including development and maintenance of pricing models, complex formulas, and comparative analyses.

• Strong analytical and financial modeling capabilities, including scenario analysis, sensitivity analysis, and reconciliation of inputs from multiple functions and systems.

• Proven ability to interpret RFP requirements and translate customer needs into detailed cost and pricing structures.

• Experience leading cross-functional pricing discussions and presenting recommendations to executive leadership.

• Excellent interpersonal, written, and verbal communication skills.

• Strong attention to detail, critical thinking, and problem-solving abilities.

• Working knowledge of contract structures, commercial terms, pricing implications, payment milestones, acceptance criteria, escalation provisions, and risk allocation.

• Demonstrated experience leading pricing governance processes, executive reviews, and approval workflows.

Preferred Qualifications

• Experience leading pricing efforts for complex, multi-disciplinary pursuits, including executive approvals and customer-facing pricing support.

• Experience within the Electronic Tolling, Intelligent Transportation Systems (ITS), transportation technology, infrastructure, or related industries.

• Familiarity with Federal Acquisition Regulation (FAR) requirements.

• Experience with Enterprise Resource Planning (ERP) systems and Salesforce.

• Experience mentoring junior pricing professionals and improving pricing processes, templates, governance, and review practices.

• Demonstrated success supporting customer negotiations and commercial discussions through contract award.

• The opportunity to solve complex problems that improve the daily lives of people around the world.

• Career growth, stability, and the opportunity to develop within a global organization.

• A full benefits package, including unlimited paid time off, 11 paid holidays, 401(k), a no-cost medical insurance option for employees and eligible dependents, and an FSA option.

Take the next step in your career with Kapsch

We believe hiring is a human decision. AI supports some of the operational side of our process (things like interview scheduling and coordination), but every step that matters is handled by a person. Your application will be read, your interviews will be conducted, and your offer will be made by humans who are genuinely invested in getting it right.

Applicants must have working rights in the US and pass a background check.

Kapsch is committed to providing reasonable accommodations to qualified individuals with disabilities throughout the recruitment process. If you need assistance or an accommodation due to a disability, please contact our TA team. Kapsch TrafficCom is an Equal Opportunity Employer and is committed to creating an inclusive workplace. We consider all qualified applicants for employment without regard to any legally protected characteristic under applicable federal, state, or local law. Kapsch TrafficCom is a drug-free workplace.