Overview:
The purpose of the position is to manage and lead the engineered design solutions team. This role develops and sets pricing strategies for CLS new business and CLS existing business renewals (Budget $240M). This role leads the development of engineered solutions and defines and coordinates pricing strategies for new and existing CLS business. This position leads operational design solutions, engineering and financial modelling and pricing coordination with operations management, functional and strategy teams. This role collaborates closely with Product Manager and Commercial head to maximize profitability.
This position also collaborates in the development of engineered solutions for LATAM market when required. This role has direct access to counsel and influence APLL Sr. management team on business decisions (D and E Levels).
Responsibilities:
This position is responsible for leading engineered design solutions team for Contract Logistics Services (CLS)
• This position guides, develops, coaches and mentor solution pricing team for the NAM region in support of all CLS new business and renewals.
• Performs reviews of solutions, proposals and pricing completed by lead engineers and analysts for quality assurance purposes.
• This position leads design solution development efforts working with APLL local and regional commercial teams, APLL local operations teams, and APLL technology and Innovation corporate teams.
• This position is responsible for ensuing engineering solution and cost accuracy, presenting CAPEX, OPEX cost revisions, updating the pricing history database, evaluating pricing actions efficiency, and responding fast to market conditions.
• This position establishes periodical follow ups and reviews with SCS Engineering Director and the direct reports as well with country manager/ LOB owners. Provides weekly, monthly and/ or project specific status reports.
• This position communicates frequently with internal and external customers and/or project sponsors and stakeholders.
• This role counsels and advises APLL LOB owner, Regional VP and COO on executive pricing project reviews. Provides insights and recommendations based on financial. sensitive evaluations.
• Develop pricing strategies for proposal submissions by working closely with commercial, operations, HR, Real Estate, IT, Implementations teams and the proposal manager.
• This role evaluates and sets policies on pricing. These include the base price as well as discounts that may be extended to specific CLS customers. This has a direct impact on CLS customer retention rate.
• This position utilizes quantitative and mathematical skills to provide effective financial modelling, develop and communicate potential pricing scenarios for consideration directly impacting company win rate.
• This position develops and maintains product and pricing information on business systems and participates in the development of quotation and deal evaluation methods to ensure consistent use across line of business.
• This individual works directly with commercial, operations, technology, project management teams in the review and analysis of RFPs to identify and approve pricing and contractual requirements to ensure feasibility of projects with respect to company costs and budget.
• This position determines pricing costs and creates and maintains departmental pricing reports. Analyzes and reports trends on pricing and develops recommendations based on findings.
• This position utilizes Microsoft excel for developing price volumes Prepare Schedule B tables and/or required customer templates for submission.
• This individual could also support other project initiatives within the region as needed.
Key Result Areas
• Positive impact to APLL CLS win ratio for new business. Target 30%
• Positive impact on APLL CLS renewals. Target 100%
• Career coaching and development of Solutions Team
• Development of innovated and cost-effective solutions for new and existing CLS business.
• Use of IT solutions, technology, and automation in the engineered solutions
• Work with APLL existing pricing templates, maintain and enhance.
• Develop new pricing tools through innovation and collaboration with other areas
• Develop engineering models and pricing models for the CLS opportunities (new business and renewals)
• Adhere to APLL POMs and guidelines for the development of financial and operational design models to ensure new and existing operations meet the financial indicators approved by corporate and regional head and local owner LOB.
• Collaborate with other functional areas in the development of flexible, suitable, innovative, and cost-effective engineered solutions.
• Challenge stakeholders pricing input to reflect best fit for the proposed solution and to provide cost effective proposals.
• Analyze model data, develop, and communicate potential pricing scenarios for consideration directly impacting company win rate.
• Provide product and market expertise in the development of executive financial summaries and pricing recommendations.
• Update and maintain CLS product offering and price competitiveness in the 3PL Industry.
• Maintain and update of engineering databases: pricing, trends, customers, verticals.
• Conduct research on market trends: cost/spending, pricing, and solutions.
Qualifications
Qualifications:
- Bachelor’s degree in industrial engineering, finance, accounting, mathematical
• 7 to 10 years of solutions design and engineering experience in Supply Chain industry
• At least 5 years of pricing and proposal experience
• Experience in pricing government proposals (plus)
• A proven history working with large sets of operational/ volumes, and sales data for solutions modelling and cost analysis.
• Must have in depth knowledge of Automated Systems, such as AMRs, Co-Bots, VLMS, etc.
• General knowledge of Supply Chain Industry: Retail, Industrial, Consumer
• Experienced in facility planning and design.
• Experienced in building/ simulating operational models.
• Experience with conducting work measurements / time studies and building labor standards.
• Experience completing AutoCAD projects.
• Expert at using MS Excel. Advanced features (Pivot Table, Functions, V-lookups, etc.)
• MS Word proficient.
• MS Power Point proficient.
• MS Visio proficient.
• Power BI proficient.
• Tableau proficient.
• Experience working under pressure to meet project team deliverables.
• Detail-oriented, highly organized, with the ability to handle solution design modelling and pricing for multiple projects, customers/ proposals simultaneously.
• Demonstrated ability to work in a fast-paced, deadline-driven environment handling multiple projects simultaneously.
• Strong communication skills to support and defend engineering and pricing recommendations.
• Strong public speaking skills to prepare and deliver oral presentations internally and with customer teams.
• Strong analytical skills to identify and analyze cost factors for engineering designs and proposals.
• Strong organization, time management and creative problem-solving skills
• Good leadership skills to guide and mentor the work of less experienced personnel.
Requirements:
• Ability to work remotely, autonomously.
• Ability to work independently and as part of a team.
• The candidate must function in a fast-paced proposal environment and collaborate to develop pricing and win strategies while ensuring compliance and schedule adherence.
• Works closely in coordination with members of the business development team in order to successfully address proposal requirements.
• Reviews various cost modelling methodologies, tools and techniques and software to determine appropriate uses and needs for upgrading.
• Determines pricing costs and creates and maintains departmental pricing reports.
• Analyzes and reports trends on pricing and develops recommendations based on findings.
• Supports all major phases of the solicitation process such as, specialized and/or more complex requests for information (RFI), complex RFP responses, and complex aspects of negotiations, to determine feasibility and areas of financial risk.
• Excellent analytical, problem solving, and decision-making skills.
• While performing the duties of this job, the employee frequently is required to sit, reach with hands and arms, and talk. The employee is regularly required to use hands to finger, handle, or feel. The employee must occasionally lift and/or move up to 15 pounds. The employee is regularly exposed to ambient lighting and temperate climate conditions.
Candidates must be within 250 miles of an APL Logistics facility or office.
The typical salary range for this position is: $88,130 to $165,000.
The actual salary offer will take into account multiple factors including skills, experience, education and location. Please note that the salary details listed in role postings reflect the base salary only, not total compensation, which includes bonus and benefits.
Candidates are eligible for the following benefits:
• PTO
• Company Bonus Plan
• 401(K) SAVE Plan
• Annual Fixed Contribution
• 9 paid holidays
• Medical, Dental, Vision, and Life & Disability coverage
• Voluntary Benefits
• Accident/Critical Illness/Hospital Indemnity Benefits
• Tuition reimbursement and student loan assistance
• Employee Assistance Program (EAP)
• Health Savings Account (HSA) with employer funding and wellness incentives
• Flexible Spending Account (FSA)
• Employee Referral Program