American Institutes for Research

Director, Pricing

Job Location US-DC
Job ID
Job Location
United States


Established in 1946, the American Institutes for Research® (AIR®) is a nonpartisan, not-for-profit organization that conducts behavioral and social science research and delivers technical assistance both domestically and internationally in the areas of education, health, and the workforce. AIR’s work is driven by its mission to generate and use rigorous evidence that contributes to a better, more equitable world. With headquarters in Arlington, Virginia, AIR has offices across the U.S. and abroad. For more information, visit


The Director of Pricing is a critical management team member, contributing significantly to the strategic future of AIR. The Director of Pricing is responsible for growing, developing and managing Pricing Unit operations, including a staff of Pricing Specialists, pricing tools and models, the organizational pricing database, as well as for the identification and incorporation of industry best practices. The Pricing Unit supports a high volume of business development activity including the development of numerous complex, high dollar, multi-year, multi-faceted opportunities of all contract types funded by federal and state governments, multilateral funding organizations, and foundations.


This position interfaces with senior and executive operations, contracts, finance, and business development leadership on a day-to-day basis to collaboratively facilitate pre-award business pursuit strategies and activities including price-to-win approaches and identification and mitigation strategies for bid and execution risks inherent in the opportunity.


  • Pricing and Cost Proposal
    • Oversee and professionally develop the staff of Pricing Specialists responsible for the review of cost and business requirements of RFAs, RFPs and contract modifications. Ensure staff are preparing business proposal and cost schedules in a timely manner, accurately, and in conformance with client’s requirements, applicable law/regulations, policies and best practices.
    • Perform risk assessments to ensure contract, financial and execution risks are identified and addressed in AIR’s response. Develop approaches to mitigate risks, including alternative financial approaches and recommended changes to contractual language, as required.
    • In conjunction with AIR’s Contracts & Grants Unit, strengthen the capability and vetting process for selecting and engaging external partners, i.e., subcontractors and consultants, into the business proposal preparation process and for evaluating their pricing input for reasonableness and competitiveness.
    • Utilize overall knowledge of company and competitor bid-rate structures and behaviors to strategically complete assignments within extremely tight and strict proposal schedules.
    • Work with post-award Finance Managers to smoothly and accurately transition “winning” proposal efforts from the pre-award to execution phase and for capturing subsequent performance data to inform pricing strategies for future proposals.
  • Tools and Templates:
    • Develop new pricing standards, toolkits, job aids, strategies, analytical measures and best practices wherever applicable and integrate the same throughout the organization. Propagate and train the usage of tools and templates by incorporating them into all costing and pricing strategies and the respective correlation to the technical proposals.
    • Evaluate and improve the existing pricing templates, cost proposal packages (including basis of estimates), to adjust the pricing approach to different types of procurement mechanisms (e.g., fixed-price, cost-reimbursable contracts, T&M) and funders.
    • Establish estimating techniques and pricing intelligence database for financial forecasts and future pricing strategy purposes. Analyze data from wins and losses to develop a competitor database to enhance competitiveness on future bids.
    • Lead intelligence research on the pricing environment/industry for trends and deviations from the norm and communicate notable findings with recommendations to AIR leadership with the intent of keeping AIR on the “leading edge” of the community within which AIR exists.


  • Master’s degree in business, finance, accounting or related field.
  • Ten plus years of experience in new business development, strategic planning, proposal pricing or other pre-award activities in response to Federal and State government, multilateral organizations, foundations, and commercial business opportunities. Experience with USAID, World Bank, UNICEF, SAVE, and other international assistance organizations is a plus.
  • Strong knowledge of the Federal Acquisition Regulations and Cost Accounting Standards.
  • Strong knowledge of various contract types including firm fixed price, cost reimbursement, time & material, grants and cooperative agreements.
  • Experience with commercial/catalog pricing techniques and pricing of newly developed products (including software platforms, analytical instruments and database tools).
  • Strong analytical, problem solving and strategic thinking skills.
  • Demonstrated success managing high performance teams.
  • Strong communication skills effective with all levels of staff and executives.
  • Extremely strong work ethic, dependable and willing to take on corporate level projects and complete them in a timely manner.
  • Must be a self-starter, independent worker with proven ability to work through complex problems and able to work in a fast-paced environment.
  • High level of Excel and/or fully integrated pricing system proficiency is required.


Applicants must be currently authorized to work in the U.S. on a full-time basis. Employment-based visa sponsorship (including H-1B sponsorship) is not available for this position. Depending on project work, qualified candidates may need to meet certain residency requirements.


All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, gender, gender identity/expression, sexual orientation, national origin, protected veteran status, or disability.


AIR adheres to strict child safeguarding principles. All selected candidates will be expected to adhere to these standards and principles and will therefore undergo rigorous reference and background checks.




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