Senior Commercial and Pricing Manager Full Time

Overview of position

This is a senior, strategic, and hands-on role responsible for leading pricing and commercial structuring across CTG’s global portfolio.

You will shape commercially sound, competitive proposals while acting as a trusted advisor to senior leadership, bringing a portfolio-level perspective to pricing, financial planning, and growth strategy.

Role objectives

1. 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
2. Proposal Budget Development & Costing Execution

Lead the end‑to‑end development of detailed budgets for competitive proposals to bilateral and multilateral donors (including FCDO, UN agencies, GIZ and similar institutions)
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
2. 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
3. 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
4. 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, drawing on live contract data, market intelligence, and historical bid performance
Act as a point of escalation for complex commercial and pricing risks
Coach and support internal teams to ensure consistency and best practice
5. 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
6. 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
Project reporting

This position reports to the Commercial Director

Indirect reporting line to the Regional Country Director

Key competencies

Bachelor’s degree in a relevant field (such as Finance, Economics, or Accounting etc
Significant experience in pricing, commercial management, or financial modelling (5 years and above).
Strong track record of pricing complex bids for institutional or public sector clients
Deep understanding of cost structures, margin management, and commercial risk
Advanced analytical capability, including scenario and sensitivity modelling
Proven ability to influence senior stakeholders and challenge assumptions constructively
Experience in international development or humanitarian sectors
Experience working in multi-country or matrixed environments
Fluent in English (Written and spoken)
Team management

This role has no team management responsibilities.

Further information

Female candidates are highly encouraged to apply.
Please note that this role is based in Nairobi, Kenya, with a hybrid working model
Candidates must have the right to work in Kenya
CTG does not provide visa sponsorship, applicants are responsible for securing and maintaining their own visas and work permits
How to apply
https://app.tayohr.io/jobs/detail/vac-54021-senior-commercial-and-pricing-manager-52740

Tagged as: CTG (Committed To Good), Kenya