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

• Bachelor''s 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

• $90,000 - $110,000 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.