Manager: Pricing, Solution Design & Commercial Excellence

ROLE PURPOSE

The Manager: Pricing, Solution Design & Commercial Excellence is responsible for developing commercially accurate, competitive and operationally executable Facilities Management pricing and solution models in support of tenders, renewals, strategic pursuits and client-retention opportunities. The role owns the end-to-end pricing model for complex FM opportunities, including total cost of ownership, gross profit, margin and commercial-risk validation. Working closely with the Bid Management team, Portfolio Executives, operations, procurement and finance, the incumbent translates RFP requirements, hard and soft service scopes, technical inputs and contract obligations into clear assumptions, validated cost inputs, benchmarked price outputs and commercially sound bid submissions that support profitable growth.

KEY PERFORMANCE AREA

End-to-End Pricing and Commercial Modelling

Develop, maintain and continuously improve bottom-up pricing models, total cost of ownership models, commercial assumptions and financial submissions across the following service categories and client environments:

• IFM Contracts
• Technical Maintenance
• Contracts
• Soft Services & Workplace Services
• Security & Landscaping
• Public Sector and SOE bids
• Corporate Real Estate Portfolios
• Build complex bottom-up labour, productivity, roster, shift, equipment, consumables, subcontractor, mobilisation, technology, lifecycle and transition cost models.
• Model total cost of ownership, gross profit, margin, investment/return, escalations, scenarios and sensitivity outcomes for each bid or renewal.
• Take ownership and accountability for pricing accuracy, input-cost validation, output-price validation, benchmarking, market analysis and bid-deadline adherence.
• Challenge assumptions and validate cost inputs from operations, procurement, technical specialists and service providers before final pricing is submitted.
• Ensure final pricing is aligned to approved commercial parameters, margin requirements, governance approvals and operational delivery assumptions.

Solution Design Across Hard and Soft Services

• Translate RFP requirements, site data, service scope, service levels and operational constraints into executable FM solution designs.
• Understand and price both technical or hard-service scopes and soft-service scopes, including the labour, subcontractor, equipment, consumable and mobilisation assumptions that underpin each service line.
• Develop integrated operating models, resource plans, site structures, governance models, SLA / KPI frameworks and mobilisation inputs.
• Identify productivity improvements, service integration opportunities, efficiencies and cost-saving options without compromising compliance, service quality or delivery sustainability.
• Ensure the solution narrative, assumptions and pricing model are consistent and capable of being delivered against the contractual commitments made in the submission.

Commercial Risk, RFP and Contract Requirement Review

• Review RFP, RFQ and tender documentation to identify pricing requirements, contract obligations, deliverables, exclusions, assumptions, caveats and commercial risk areas.
• Identify and price commercial risks where appropriate, or provide clear inputs on caveats, exclusions and qualifications for governance review.
• Assess risk areas such as price escalations, VAT treatment, Section 197 transfer costs, unsubstantiated service costs, incomplete scope information, mobilisation obligations and client-specific contractual requirements.
• Prepare bid commercial summaries, assumptions logs, risk registers and pricing caveats for review by Sales, Operations, Finance and governance stakeholders.
• Support clarification questions and commercial responses to ensure client-facing submissions are accurate, transparent and appropriately qualified.

Commercial Excellence, Benchmarking and Governance

• Maintain pricing methodology standards, benchmark libraries, model templates, productivity benchmarks and market intelligence relevant to outsourced FM services.
• Undertake market analysis and benchmarking to test competitiveness, sustainability and commercial reasonableness of pricing outputs.
• Drive consistency in bid pricing, commercial responses and financial modelling across service categories and opportunity types.
• Support bid review meetings, post-tender reviews, lessons learnt sessions and continuous improvement initiatives.
• Promote commercial discipline by ensuring solutions are competitive without compromising margin protection, risk management or operational delivery.

Bid, Tender and Growth Support

• Co-ordinate pricing inputs from operations, procurement, finance, technical specialists and service providers within agreed bid timelines.
• Prepare pricing schedules, commercial response sections, client-facing assumptions, clarification submissions and presentation material in support of the Bid Management team.
• Support client clarification sessions and solution workshops where pricing, solution design or commercial-risk input is required.
• Ensure final submissions are aligned to the approved pricing model, service design, governance requirements and commercial narrative.
• Contribute to growth KPIs linked to successful bids, proposal conversion, pricing responsiveness and quality of commercial support.

Digital, Sustainability and Industry Best Practice

• Incorporate modern FM practices into solution design, including CAFM / IWMS platforms, asset lifecycle management, predictive maintenance, smart buildings, data analytics and technology-enabled service delivery.
• Identify appropriate opportunities to include AI-enabled service desk tools, IoT monitoring, energy management, utility optimisation, digital reporting and dashboarding.
• Include sustainability and ESG-related opportunities where relevant, including energy efficiency, water management, waste minimisation, carbon reduction and green building support services.
• Stay informed of market trends, competitor offerings and client expectations relevant to outsourced Facilities Management.

KEY DELIVERABLES

• Approved bottom-up pricing models, total cost of ownership models, gross profit and margin analysis for bids, renewals and strategic pursuits.
• Validated input-cost assumptions, output-price checks, benchmarking data and market-analysis inputs.
• Documented solution assumptions, service delivery models, resource plans, operational structures and mobilisation inputs.
• Bid commercial summaries, assumptions logs, pricing caveats, exclusions and risk registers for governance review.
• Pricing schedules, commercial response sections and client presentation inputs aligned to submission deadlines.
• Benchmarking libraries, pricing templates, productivity assumptions and lessons learnt repository.
• Post-bid commercial learnings and improvement recommendations to strengthen future bids.

REQUIRED EXPERIENCE

• 5 to 10 years relevant experience in Facilities Management, commercial management, pricing, estimating, solution design, bid management, technical services, property services or outsourced services.
• Proven experience building or reviewing complex pricing models for tenders, RFPs, renewals or strategic proposals in multi-service operational environments.
• Strong understanding of outsourced FM operating models, labour planning, service levels, subcontractor cost structures, productivity assumptions, mobilisation costs, margin drivers and pricing governance.
• Demonstrated ability to interpret RFP contract requirements and identify commercial risks, pricing qualifications, exclusions and cost exposures.
• Exposure to IFM, technical services, soft services, workplace services, security interfaces, landscaping, public sector, SOE and corporate real estate environments will be advantageous.
• Advanced Excel and financial modelli