Senior Commercial and Pricing Manager

CTG supports and manages humanitarian projects in fragile and conflict-affected countries around the world. We offer a holistic fabric of project management, implementation, and support, skilled in emergency response to crises. We are seeking a Senior Commercial and Pricing Manager to lead pricing strategy and execution across priority bids and proposals for institutional clients like the UN, FCDO, and GIZ.

Role Objectives

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.

Proposal Budget Development & Costing Execution

• Lead the end‑to‑end development of detailed budgets for competitive proposals to bilateral and multilateral donors.
• 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.

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.

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.

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.
• Act as a point of escalation for complex commercial and pricing risks.
• Coach and support internal teams to ensure consistency and best practice.

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.

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.