Pricing and Solutions Lead

2 days ago

Sandton, Gauteng, South Africa Alistair Group Full time

The Head of Pricing & Proposals is responsible for leading the company's pricing and tendering function, ensuring the development of commercially sound, strategically aligned, and compelling responses to client requests. This role blends analytical pricing expertise with business acumen and client engagement, supporting the company's growth objectives across all service lines and regions.

About the Role

The role oversees a team of pricing analysts and tender coordinators, and plays a hands-on role in high-value projects, strategic bids, and client negotiations.

Responsibilities

Leadership & Management

  • Lead and manage the Quotes and Tenders team, ensuring timely and high-quality outputs.
  • Mentor and guide the team in understanding commercial drivers, pricing logic, and strategic positioning.
  • Develop and maintain internal processes for quote approvals, tender preparation, and pricing governance.

Pricing Strategy & Execution

  • Review all pricing submissions for accuracy, competitiveness, and alignment with commercial strategy.
  • Make decisions on when to bid, and when to adjust pricing (upwards or downwards) to reflect opportunity value or risk.
  • Build and maintain complex pricing models for dedicated or project-specific opportunities.
  • Prepare ad-hoc rates as required by business units, operations, or sales leads.

Tender Management

  • Oversee the end-to-end tender submission process, ensuring compliance with all requirements and submission of high-quality, persuasive proposals.
  • Collaborate with subject matter experts to craft compelling reasons for client selection—beyond price alone.
  • Lead the preparation and review of responses to tender clarifications.

Client Engagement & Stakeholder Relations

  • Engage directly with clients (via email, meetings, WhatsApp) to refine pricing, understand project scopes, and strengthen relationships.
  • Represent the pricing function in customer status meetings and support the sales/commercial team during negotiations.
  • Monitor upcoming opportunities through close engagement with engineering firms, consultants, and key market stakeholders.

Market & Opportunity Intelligence

  • Stay abreast of industry trends, market rates, and future projects in the mining, logistics, and engineering sectors.
  • Proactively source intelligence on upcoming tenders and align internal resources to respond effectively.

Skills and Qualifications

  • Relevant Bachelor's degree in business, economics, finance, logistics or supply chain management.
  • Proven experience in pricing, commercial strategy, or proposals within logistics, engineering, or related industries.
  • Strong leadership capabilities and experience managing small commercial or technical teams.
  • Excellent analytical and financial modelling skills.
  • Exceptional attention to detail and ability to meet tight deadlines.
  • Strong communication and interpersonal skills, with the ability to engage clients and internal stakeholders.
  • Proactive, commercially astute, and capable of balancing risk, reward, and strategy in pricing decisions.

Work Hours: Monday to Friday, 7:20 AM – 4:20 PM, and Alternate Saturdays, 8:00 AM – 12:00 PM.

The Company reserves the right to withdraw from the recruitment process at any time, at its sole discretion. The sharing of any aptitude test, assessment, or invitation to an interview does not constitute an offer of employment or guarantee any future employment with the Company. Candidates acknowledge that progression through any stage of the recruitment process does not imply or ensure an eventual offer of employment.

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