Proposal and Pricing Manager

OVERVIEW

Heartland is seeking a Proposal & Pricing Manager to lead the development of accurate, high-quality estimates and proposals while strengthening pricing discipline, margin performance, and commercial insight across the business.

This is a cross-functional role that serves as a central hub between Business Development, Application Engineering, Operations, Finance, and Legal. The role owns the end-to-end proposal and pricing process, from intake and estimating through approvals, submission, and post-proposal analysis, and provides data-driven insight to support sound commercial decision-making as Heartland scales.

KEY RESPONSIBILITIES

Proposal Development & Execution

• Lead and coordinate cross-functional inputs to prepare estimates and proposals for Heartland equipment across multiple business models, including technology sales, build-own-operate (BOO) offerings, and service agreements.
• Ensure all technical, commercial, and contractual requirements are clearly defined, aligned, and accurately reflected in proposal deliverables.
• Develop, maintain, and continuously improve proposal templates, standard commercial terms, and pricing structures to drive consistency and efficiency.
• Lead RFI/RFP responses, including scope definition, content coordination, internal reviews, and final submissions.
• Act as the primary owner of proposal quality, completeness, and on-time delivery.

Pricing, Costing & Estimation

• Gather and synthesize inputs from Business Development and Applications Engineering, applying Heartland's cost models, cost libraries, and assumptions to develop accurate, defensible estimates.
• Work closely with Operations and Procurement to understand and maintain equipment cost rollups, vendor pricing, and evolving cost assumptions as products and supply chains mature.
• Maintain visibility into key cost drivers, execution risks, and commercial assumptions embedded in estimates.
• Enforce Heartland's pricing strategy and margin expectations, managing approvals, exceptions, and escalations in accordance with the Delegation of Authority.
• Support the deployment, adoption, and ongoing refinement of Heartland's Configure–Price–Quote (CPQ) capabilities within Salesforce.

Process Management & Governance

• Own the Proposal/Pricing stage within Heartland's Sales Process Flow and ensure consistent application across the organization.
• Maintain all proposal and pricing documentation in SharePoint, ensuring version control, traceability, and audit readiness.
• Maintain and administer Heartland's Delegation of Authority (DOA) Matrix, ensuring approvals and escalations are executed appropriately.
• Manage the proposal request workflow and meeting cadence, ensuring requests are clearly scoped, prioritized, and resourced.
• Identify and implement improvements to proposal workflows, tools, and governance practices.

Commercial Analysis & Insight

• Analyze proposal, pricing, and estimate data to assess margin performance, estimate accuracy, and key cost drivers.
• Perform win/loss and post-project pricing reviews to identify trends, risks, and opportunities for improvement.
• Provide concise reporting and scenario analysis to support pricing decisions, business model selection, and commercial risk evaluation.
• Serve as a trusted commercial partner to Sales Operations leadership by translating data into actionable insights.

QUALIFICATIONS

• Bachelor's degree in Business, Finance, Engineering or related field.
• 8+ years of experience in proposal management, pricing, estimating, or sales operations preferably within industrial water, environmental systems, or complex engineered equipment.
• Experience working with Operations and Procurement on equipment costing and vendor pricing.
• Strong understanding of pricing strategy, margin management, and commercial risk.
• Advanced Excel and CRM skills (Salesforce preferred); CPQ experience strongly preferred.
• Clear communicator with a structured, process-driven approach.

Why Heartland?

At Heartland, we value curiosity, innovation, and commitment to excellence. You'll join a collaborative team that supports one another and works together to achieve shared goals.

We offer a comprehensive and competitive total rewards package, including:

· Medical, Dental, and Vision Insurance

· Company-Paid Life and Disability Insurance

· 401(k) Retirement Savings Plan

· Flexible Spending Accounts (FSA) and Voluntary Benefits

· Paid Time Off (PTO)

We believe in transparency, fairness, and open communication. The pay range reflects the anticipated base salary for this role at the time of posting. Actual compensation will be determined based on factors such as skills, experience, and location.

In addition to base pay, Heartland offers a comprehensive total rewards package that may include performance-based bonuses, health and wellness benefits, retirement savings, paid time off, and professional development opportunities. We value each person's unique contributions and are

committed to ensuring our compensation practices are both competitive and equitable.

Heartland is an Equal Opportunity Employer. We are committed to creating an inclusive and respectful workplace where all individuals are valued for their contributions. Employment decisions are based on qualifications, merit and business needs, not on race, color, religion, gender, sexual orientation, gender identity, age, national origin, disability, veteran status, or any other protected characteristic under applicable law. We participate in E-Verify.