Manager B&P & Pricing

Job Title

Manager B&P & Pricing

Job Description

As a subsidiary of Toyota Industries Corporation (TICO), Vanderlande is a global leader in logistics process automation and the design, integration, and service of automated material handling systems. Vanderlande develops, manufactures, installs, and services innovative automated solutions that help organizations move people, goods, and packages more efficiently and reliably.

Vanderlande serves some of the world's most recognizable organizations across the Airports, Parcel, and Warehousing & E-commerce industries. Our solutions combine advanced robotics, mechanical systems, software, and automation technologies to improve operational performance and create better experiences for our customers and their end users.

The North America Airports organization partners with some of the largest and most complex airports in the region. Our projects and service agreements require a strong understanding of customer requirements, operational environments, technical solutions, commercial models, and long-term service commitments.

Position Overview

The Manager B&P & Pricing will be responsible for leading bid and proposal management and pricing activities for Vanderlande's North America Airports Services business, including Operations and Maintenance sites, RMR projects and Controls Support. This role will partner closely with Sales, Service, Engineering, Project Management, Finance, Procurement, and other stakeholders to develop commercially sound, competitive, and profitable proposals that align with customer requirements and Vanderlande's business objectives.

The Manager will lead the development of pricing strategies, commercial models, cost estimates, and bid submissions for airport opportunities, while ensuring consistency, accuracy, and appropriate governance throughout the process.

This role will play a key part in helping Vanderlande win and retain business by translating complex customer requirements into clear commercial proposals and pricing solutions. The successful candidate will be comfortable working in a complex, project-driven environment and managing multiple high-value opportunities with competing priorities and deadlines.

Responsibilities & Tasks

• Lead the development and management of bids, proposals, quotations, and pricing submissions for North America Airports opportunities.
• Partner with Sales and business leaders to develop bid strategies that align with customer requirements and Vanderlande's commercial objectives.
• Develop pricing strategies and commercial models for new business, service agreements, modifications, extensions, and other customer opportunities.
• Analyze customer requirements, specifications, scope of work, and contractual requirements to identify commercial considerations, risks, assumptions, and opportunities.
• Coordinate cross-functional inputs from Sales, Service, Engineering, Project Management, Finance, Procurement, Legal, and other stakeholders to develop complete and accurate proposals.
• Develop detailed cost models and pricing calculations, including labor, materials, equipment, subcontractors, travel, services, overhead, contingencies, and other relevant cost elements.
• Ensure pricing reflects appropriate margins, risk assumptions, commercial requirements, and business objectives.
• Lead pricing reviews and challenge assumptions to ensure proposals are both competitive and commercially sustainable.
• Establish and maintain pricing standards, tools, templates, and governance processes for the North America Airports organization.
• Provide guidance and support to Sales and business leaders regarding pricing strategy, commercial positioning, and proposal development.
• Support negotiations with customers by providing pricing analysis, commercial recommendations, and supporting documentation.
• Identify opportunities to improve pricing consistency, profitability, and efficiency across the Airports business.
• Conduct financial and commercial analysis to evaluate potential opportunities and provide recommendations to leadership.
• Develop and maintain pricing databases, historical pricing information, benchmarks, and other tools used to support future bids.
• Analyze historical project and service performance to improve future cost estimates and pricing assumptions.
• Track and communicate bid and pricing performance, including win/loss information, margins, pricing trends, and other relevant metrics.
• Identify commercial and pricing risks and ensure they are appropriately communicated and addressed before proposal submission.
• Ensure bid and pricing activities follow Vanderlande's established approval, governance, and compliance requirements.
• Support continuous improvement initiatives focused on bid management, pricing processes, tools, and stakeholder experience.
• Build strong working relationships with internal stakeholders and establish a collaborative approach to complex bid and pricing activities.
• Provide coaching and guidance to team members and stakeholders on bid management and pricing processes.
• Support strategic business planning and market analysis for the North America Airports business as needed.
• Perform other duties and responsibilities as assigned.

Competencies

• 5+ years of experience in bid management, pricing, commercial management, financial analysis and proposal management in an airport environment or related field.
• 3+ years of experience supporting complex projects, proposals, contracts, or commercial transactions.
• Experience working in an engineering, automation, manufacturing, technology, transportation, logistics, construction, or services organization.
• Experience developing pricing strategies, cost models, financial models, and commercial proposals.
• Experience managing complex, cross-functional bid or proposal processes.
• Strong understanding of pricing principles, cost structures, margins, profitability, and commercial risk.
• Strong financial and analytical skills with the ability to interpret complex data and translate it into actionable business insights.
• Ability to understand technical and operational requirements and translate them into commercial and pricing considerations.
• Strong project management skills with the ability to manage multiple bids and deadlines simultaneously.
• Excellent attention to detail and ability to identify inconsistencies, risks, and gaps in complex proposals and pricing models.
• Strong negotiation and influencing skills with the ability to work effectively across functions and levels of the organization.
• Excellent verbal and written communication skills, with the ability to present complex commercial information clearly to senior leaders and business stakeholders.
• Strong proficiency in Microsoft Excel and PowerPoint; experience with financial modeling and business intelligence tools is preferred.
• Ability to work effectively in a matrixed, international organization with multiple stakeholders and competing priorities.
• Strong business acumen and understanding of how commercial decisions impact customer relationships, revenue, margin, and long-term business performance.
• Ability to work independently while maintaining strong collaboration with cross-functional teams.
• Willingness and ability to travel throughout North America as required.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Vanderlande is an equal opportunity/affirmative action employer. Qualified applicants will be considered without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Vanderlande is an Equal Opportunity Employer. Qualified applicants will be considered without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, marital status, veteran status, disability status, or any other characteristic protected by applicable law.