Manager, Pricing And Estimating

Northern Star Industries Iron Mountain , MI 49801

Posted 2 weeks ago


The Manager of Pricing and Estimating will be responsible for managing project estimating, cost analysis, bid reviews, pricing, narrative development, and proposal document management for all potential and actual sales. This position has significant responsibility for ensuring competitive and accurate cost estimating and pricing for products and related services in relation to price-to-win, risk, margin, and effective financial outcomes. The Manager of Pricing and Estimating will oversee the organization and execution of centralized cost estimating models to ensure Generally Accepted Accounting Principles (GAAP) compliance and will ensure best practices are adhered to. The Manager will mentor and lead a team of Estimators and Sales Engineers that will support the development and maintenance of formal processes that support the pricing and estimating functions for the business.


  • Develop and lead the strategy and execution for company pricing across all products and customers, working closely with senior leadership to meet annual revenue and gross profit objectives

  • Work closely with the VP of Business Development to deeply understand customer contracts, upcoming order planning as well as customer needs and respective business dynamics. Build competitive and profitable pricing estimates that will position both stakeholders for success

  • Develop tools and processes to evaluate changes to pricing, including win-loss ratios and EBITDA impacts, and builds both the tools and the processes needed to track progress and performance

  • Develop detailed cost estimates and subsequent pricing impacts including narratives justifying the basis of estimates, assumptions, exclusions or the like.

  • Work closely with Engineering, Manufacturing, Supply Chain, and others as needed to align pricing estimates with customer needs, competitive dynamics, and the latest input cost developments

  • Build relationships with customers, vendors, and other external parties to discuss and formulate estimates, ensure cost effectiveness, and resolve issues; utilize feedback for continuous improvement

  • Develop processes and tools to consistently deliver accurate, high quality estimates across the full estimating team

  • Manage Estimating and Sales Engineering workforce to effectively and efficiently deliver estimating, cost, and pricing services that are recognized by customers as an industry leader as value-add, reliable, and accurate. Evaluates the performance, training and career growth of the team


  • Bachelor's Degree in Finance, Accounting or similar field or a technical degree with significant financial and accounting experience

  • Minimum 5 years of experience in estimating and managing pricing models for a manufactured product

  • Demonstrated ability to gather and use competitive cost and pricing intelligence effectively

  • Forward-thinking perspective within estimating and pricing with experience that lends to finding opportunities to integrate analytics and technology into the processes

  • Demonstrated ability to recruit, lead, manage, and mentor a high-performing, data-driven estimating and sales support team; Excellent coach and team leader who can champion change and drive technology into the day to day work

  • Demonstrated analytical skills within a finance-driven environment and high level of attention to detail

  • Demonstrated experience in using technology to drive process improvement

  • Ability to develop win/win relationships with team members, customers and business leaders

  • Expert level at utilizing pricing tools to assimilate, utilize, and interpret customer/order pricing data

  • Proven track record of working with a large outside sales force in a national company environment

  • Strong presentation and communication skills

  • Strong financial and mathematical skills

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Manager, Pricing And Estimating

Northern Star Industries