Director, Lead Pricing Specialist

Together we change lives.

Kelly is a team of experts driven by our belief that the impact of the right person in the right job is limitless.  

No matter where you are in your career journey you can apply your knowledge and passion to move people, organizations, and communities forward. You’ll have opportunities to grow your expertise and capabilities, both professionally and personally. As a team we celebrate inclusion, caring and collaboration. As a company we value your contribution, we work with integrity, and we always put people first – so your impact really will change lives.

Our Director, Lead Pricing Specialist is a strategic position within the Deal Shaping Team, acting as a trusted advisor on the most complex, strategically important, and commercially challenging workforce solutions opportunities. The role influences pursuit strategy, solution development, commercial structuring, pricing decisions, executive stakeholder alignment, and client engagement activities across global opportunities.

Operating with exceptional autonomy in highly ambiguous situations, the Lead Pricing Specialist regularly guides executive decision-making, challenges conventional approaches, and develops innovative commercial strategies that optimize competitiveness, profitability, and client value. Based in Europe, this is a high-accountability individual contributor role at the intersection of commercial strategy, executive advisory, and deal shaping excellence.

Responsibilities:

Enterprise Deal Shaping Leadership

· Serve as the lead deal shaping advisor on the organization's most complex, strategic, and high-profile workforce solutions opportunities

· Influence and shape pursuit strategy for highly visible opportunities by evaluating client objectives, market conditions, solution alternatives, delivery models, financial implications, and business risks

· Partner with executive stakeholders, solution leaders, operations, and sales teams to shape innovative workforce solutions that balance client needs, profitability objectives, scalability, and operational execution

· Develop creative commercial structures, pricing models, risk-sharing mechanisms, and contractual approaches for non-standard client requirements and complex business situations

Executive Commercial Advisory

· Advise senior business leaders, executives, and pursuit sponsors on commercial strategy, solution viability, risk exposure, profitability, and competitive positioning

· Engage with client C-suite executives, procurement leaders, and senior decision-makers to communicate solution value, commercial rationale, and business outcomes

· Participate directly in executive-level client meetings, solution workshops, presentations, negotiations, and strategic discussions involving senior client stakeholders

Complex Deal Economics & Financial Modeling

· Lead financial evaluation of highly complex opportunities involving multiple geographies, service offerings, suppliers, technologies, and delivery models

· Develop and defend sophisticated commercial and financial models supporting executive decision-making, client negotiations, and investment evaluations

· Evaluate significant operational, contractual, financial, and delivery risks while recommending mitigation strategies and alternative approaches

AI-Enabled Commercial Strategy

· Leverage AI-powered tools and advanced analytics capabilities to improve commercial insight generation, scenario modeling, pricing strategies, and decision-making effectiveness

Internal Thought Leadership & Capability Building

· Serve as a recognized expert and escalation resource for Directors, pricing professionals, sales leaders, and pursuit teams facing complex commercial challenges

· Mentor and coach deal shaping professionals while elevating organizational commercial acumen and pursuit effectiveness

· Lead commercial strategy development for opportunities spanning multiple regions, markets, delivery centers, and stakeholder groups

Knowledge, Skills, and Experiences:

· Minimum of 10+ years of extensive experience across MSP, RPO, Talent Advisory, Direct Sourcing, SOW, Managed Services, and contingent workforce solutions, with a strong understanding of complex workforce programs and commercial models

· Proven experience shaping complex deals and solutions by evaluating operating models, pricing, financial structures, contractual terms, client requirements, competitive positioning, and delivery considerations

· Deep knowledge of workforce economics, labor-market dynamics, supplier economics, recruiter productivity, workforce planning assumptions, delivery cost structures, profitability drivers, and margin optimization

· Expert ability to develop and analyze complex multi-year financial models, including scenario planning, sensitivity analysis, profitability analysis, investment evaluation, business-case development, and financial forecasting

· Expert-level proficiency in Microsoft Excel, including advanced financial modeling, Power Query, dynamic scenario analysis, automation, data visualization, and large-scale data analysis; strong experience with Power BI, Tableau, SQL, or comparable analytics platforms

· Strong knowledge of pricing strategies, gainshare models, performance guarantees, service credits, risk allocation, contractual obligations, commercial structures, and the financial implications of contractual terms

· Ability to assess market dynamics, industry trends, customer buying behavior, competitive landscapes, and workforce solutions to develop differentiated commercial strategies and actionable recommendations

· Demonstrated ability to identify, quantify, evaluate, and mitigate complex financial, operational, contractual, commercial, and reputational risks while exercising sound commercial judgment

· Proven ability to communicate complex financial, commercial, and strategic concepts effectively to C-suite executives, senior clients, procurement leaders, and cross-functional stakeholders, with strong influence and negotiation skills

· Demonstrated ability to solve complex and ambiguous business challenges, develop innovative commercial solutions, and leverage AI, automation, predictive analytics, and emerging technologies to improve decision-making and business outcomes

Location: Virtual – based in Europe – with regular on-site engagement with clients and internal teams

Travel: Approximately 30%, domestically and internationally, commensurate with pursuit activity and strategic client engagement requirements

Total compensation package including benefits as applicable to the position – understanding that each person has unique professional and personal needs focused on your total well-being.

Kelly is an equal opportunity employer committed to employing a diverse, equitable and inclusive workforce, including, but not limited to, race, gender, individuals with disabilities, protected veterans, sexual orientation, and gender identity.

About Us

Kelly is a team of experts driven by one belief: that the impact of the right person in the right job is limitless. Since inventing the staffing industry, we've spent 80 years helping people find work that enriches their lives and helping organizations build agile, high-performing workforces. Today, we operate across industries and geographies — from education and engineering to science, technology, and beyond — through staffing, outsourcing, and talent supply chain solutions designed to meet organizations wherever they are.

Together We Change Lives.

That belief shows up in everything we do. At Kelly, the right opportunity can change everything — for individuals, for businesses, and for the communities around them. No matter where you are in your career journey, you can apply your knowledge and passion to work that matters — contributing to real outcomes, growing your expertise, and helping shape Kelly's future. We're guided by a commitment to inclusion, integrity, and each other, building an environment where your contributions are valued and your impact is felt.