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
More Information
- Job City Kenya
