Senior Pricing & Capture Analyst

Loch Harbour Group is seeking a Senior Pricing & Capture Analyst to own the cost volumes behind our federal pursuits and help run the capture activities that come before them. This is a dual-role position combining hands-on pricing execution with capture support allowing you to influence federal pursuits from qualification through submission.

On the pricing side you will translate RFP requirements into compliant competitive cost volumes. On the capture side you will help qualify opportunities shape win strategy and lead price-to-win analysis which is where the two halves of this job meet. You will work alongside Proposal Management Business Development Contracts and our Solutions Architect to make sure the cost story and the technical story tell the same thing.

This role suits someone at a small company who wants visible impact and real influence over which pursuits we chase and how we price them. If you are analytical comfortable in both spreadsheets and strategy conversations we encourage you to apply.

Pricing

Build cost volumes in response to RFP requirements including pricing narratives cost assumptions and all required forms and templates

Develop pricing models covering direct labor indirect rates escalation ODCs travel materials and fee across FFP T&M CPFF and IDIQ structures

Translate Section B L and M pricing instructions into a compliant cost submission; own the pricing compliance matrix

Partner with the Solutions Architect on Basis of Estimate (BOE) development: validate labor categories skill mix level of effort and the assumptions behind the cost

Build and maintain rate structures and wrap rate calculations; model the cost impact of teaming arrangements and subcontractor quotes

Prepare cost narratives and supporting documentation that withstand government evaluation and audit

Participate in Pink Red and Gold Team reviews as the pricing reviewer; respond to review findings

Capture

Support opportunity qualification: assess fit competitive position and probability of win to inform bid/no-bid decisions

Lead price-to-win analysis including competitor rate research historical award analysis and pricing scenarios that shape bid strategy

Contribute to capture planning and win strategy development bringing the cost and competitive lens to the pursuit

Research incumbents competitors and agency buying patterns to inform positioning

Support teaming decisions with cost and capability analysis of potential partners

Track the opportunity pipeline and support gate reviews with pricing and competitive intelligence

Maintain reusable pricing and capture content for the content library including rate templates standard assumptions and competitive research.

Education

Bachelors degree in Finance Accounting Business Economics Mathematics or a related field

4 years of pricing cost estimating capture or business development experience supporting federal contracts. We will consider industry certifications in augmenting years of experience.

Experience / Requirements

Demonstrated experience building cost volumes for federal RFPs with a track record of contributing to successful contract awards

Experience supporting capture activities: opportunity qualification competitive analysis or win strategy development

Working knowledge of federal contract types (FFP T&M CPFF IDIQ) and how each shapes pricing strategy

Familiarity with FAR/DFARS cost principles and government cost proposal requirements

Advanced Excel skills: complex models pivot tables and formulas built to be audited by someone else

Understanding of indirect rate structures wrap rates and how they drive competitiveness

Experience with price-to-win analysis or competitive pricing research

Detail-oriented with the discipline to keep a cost volume accurate under deadline pressure

Strong communication skills; able to explain pricing rationale to non-financial audiences and defend assumptions

Hands-on experience using AI tools such as Claude ChatGPT or similar to accelerate research analysis and narrative drafting with sound judgment on accuracy human review and handling of sensitive or source-selection information

Nice to Have

Experience with DCAA audits forward pricing rate proposals or incurred cost submissions

Prior experience at a small or mid-size federal contractor

Shipley proposal methodology or capture management experience; APMP certification

Past performance supporting DoD DHS VA HHS GSA or similar agencies

Experience with GSA Schedules CIO-SP SEWP or similar vehicles

Familiarity with Deltek Costpoint Unanet ProPricer or similar systems

Experience with SharePoint RFPIO/Responsive Loopio GovWin or similar tools

Engagement Details

Full-time position

Onsite in our Fairfax VA office

Compensation

$90000 - $110000 annually commensurate with experience

Skills

Cost Volume Development

Price-to-Win Analysis

Capture Management

Competitive Analysis

Cost Estimating

Financial Modeling

FAR/DFARS Compliance

Rate Structure Analysis

Opportunity Qualification

Proposal Pricing

AI-Assisted Analysis (Generative AI Tools)

Reporting

Works closely with Business Development Proposal Management Contracts Operations Leadership and the Solutions Architect.