Senior Commercial and Pricing Manager

Kenya
Senior Commercial and Pricing Manager
Organization

• CTG (Committed To Good)
  

Posted 5 May 2026 Closing date 11 May 2026
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

• 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
• 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
• 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
• 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
• 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
• 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
• 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
  

How to apply
https://app.tayohr.io/jobs/detail/vac-54021-senior-commercial-and-pricing-manager-52740
Job details
Country

• Kenya
  

Source

• CTG (Committed To Good)
  

Type

• Consultancy
  

Career category

• Administration/Finance
  

Years of experience

• 5-9 years
  

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