Pricing Manager - Fire Protection

Pricing Manager - Fire Protection

About the Company

Guardian Fire Protection Services, LLC is a leading provider of fire protection, life safety, and security solutions, proudly serving the Mid‑Atlantic, Midwest, and Southeast regions for more than 45 years. Headquarters in Rockville, Maryland, Guardian operates 23 offices across 8 states and supports more than 90,000 customers across a wide range of industries. Guardian delivers comprehensive, end‑to‑end service across the fire, life safety and security industries. Our capabilities include fire sprinklers, fire alarms and monitoring, fire pumps, extinguishers, special hazards systems, marine fire protection, and integrated security solutions that include access control systems and CCTV. Our continued growth is fueled by deep technical expertise, trusted customer relationships, strong business performance, and a disciplined acquisition strategy that ensures consistent quality and service across all locations.

Our People & Culture

At Guardian and our affiliated companies, our people are the foundation of our success. We're committed to hiring and developing talented, passionate professionals who share our mission to protect lives and property. As we continue to grow, we offer meaningful career opportunities within a dynamic organization focusing on customer service, technical expertise, collaboration and long-term success.

Learn more at www.GuardianFireProtection.com 

About the Opportunity

The Pricing Manager owns the development, execution, and governance of pricing strategy across Guardian's commercial service lines including inspection, installation and construction projects, service and repair, and monitoring. The central charge of the role is to maximize realized price - capturing Guardian's value while staying competitive in the market. Working within the commercial organization, this role partners closely with sales, marketing, operations, and finance to protect and grow margin while standardizing pricing across business units, brands, and geographies. Additionally, key responsibilities for this role include managing the annual price increase program, maintaining estimated revenue prices and contracts within our work management system, supporting large and complex bids, and instilling a disciplined, data-driven pricing practices across a multi-state platform. The Pricing Manager plays a key role in harmonizing pricing across newly acquired businesses as part of Guardian's ongoing M&A integration.

Job Duties

Pricing Strategy & Governance

• Develop and maintain pricing strategy, frameworks, rate cards, and price books across service lines, business units, and geographies.
• Publish clear, self-service pricing guidelines for sales and operations - segmented by product and service line, contract type, and deal size - so the large majority of quotes can be priced correctly at the point of sale without escalation or approval delay.
• Operate a lean deal desk as the exception path for genuinely non-standard deals, with published turnaround targets, and continuously reduce approval volume by widening preapproved ranges where win/loss and margin data support it.
• Standardize and harmonize pricing across business units, brands, geographies, and newly acquired companies, defining where regional variation is legitimate - labor cost, market density, competitive intensity - and where it is simply drift to be corrected.

Annual Price Increases & Realization

• Own Guardian's annual price-increase program end to end - design the increase framework, segment increase percentages by service line, contract type, geography, and customer profile, and set the calendar for execution.
• Build the customer-communication playbook and arm sales and operations to defend increases, including justification narratives, exception criteria, and escalation handling.
• Administer contractual escalators across ITM, monitoring, and multi-site agreements, and ensure every eligible contract is captured each cycle.
• Track realization - increase announced versus increase captured, by business unit and geography - and report leakage, churn impact, and corrective actions to executive leadership.

Deal & Bid Support

• Own price-to-win strategy on large RFPs, complex bids, and strategic or large-scale opportunities - building pricing scenarios, margin analysis, and competitive positioning - and share accountability with sales for competitive win rate at target margin.
• Design pricing for recurring ITM and monitoring contracts, including renewals, escalations, and multi-site agreements.

Analytics & Insight

• Analyze margin, win/loss, price realization, and price leakage to identify and act on profitability opportunities.
• Build and maintain pricing models, dashboards, and reporting for commercial and executive leadership.
• Conduct market, competitor, and cost analysis to inform pricing decisions and value positioning.

Systems, Process & Cross-Functional Partnership

• Own pricing tools and CPQ, price tables, and rate configuration; drive automation and continuous process improvement.
• Partner with finance on cost inputs, margin targets, and price/cost variance.
• Collaborate with marketing on packaging, bundling, and value propositions, and train sales teams on pricing tools, policies, and value-based selling.

Qualifications

Required

• Bachelor's degree in Business, Finance, Economics, Marketing, or a related field - or equivalent practical experience.
• 5+ years of experience in pricing, pricing analytics, revenue management, or commercial finance, ideally in a B2B services, field-services, or construction/installation environment.
• Strong analytical and financial-modeling skills; advanced Excel, and experience with pricing/CPQ tools, CRM (e.g., Salesforce), and ERP systems.
• Demonstrated track record of measurable margin improvement and disciplined pricing execution.
• Excellent communication skills and the ability to influence across sales, finance, and operations without direct authority.

Preferred

• Experience in fire and life safety, building services, facilities, MEP, or a comparable field-services industry.
• Experience in private-equity-backed and/or multi-site, multi-brand organizations, including M&A pricing integration.
• Familiarity with recurring-service and subscription revenue models (ITM, monitoring).
• MBA or relevant certification (e.g., Certified Pricing Professional).

Success in the First 12 Months

• Rate cards, price books, and self-service pricing guidelines published and in active use across all service lines, business units, and geographies.
• Measurable improvement in price realization and reduction in price leakage against a baseline stablished in the first 90 days.
• Annual price increase executed on schedule, with captured increase tracked against announced increase and reported by business unit.
• Volume of deals requiring pricing approval and average approval turnaround time both materially reduced, without margin erosion.
• Competitive win rate on large RFPs and strategic bids held at or above target at improved margin.

Key Competencies

• Analytical rigor
• Business and commercial acumen
• Influence and collaboration
• Attention to detail
• Bias for action
• Sound judgment and integrity

Compensation

• This is a salaried position - salary is negotiable depending on candidate experience
• Quarterly bonus opportunities
• Monthly commissions

Benefits

• 401K with a company match
• Medical, Dental and Vision Insurance
• Company paid Short Term Disability
• Company paid Long Term Disability
• Company paid Life and AD&D insurance
• Pre-tax accounts for health and dependent care
• Aflac
• Vacation and Personal time
• Paid holidays
• Tuition Reimbursement

Guardian Fire Protection Services, LLC. is an Equal Employment Opportunity (EEO) employer and prohibits employment discrimination for employees and applicants based on his or her age, race, color, pregnancy, gender, gender identity, sexual orientation, national origin, religion, marital status, citizenship, or because he or she is an individual with a disability, protected veteran or other status protected by federal, state, and local laws.

Job Type: Full-time

This link leads to the machine-readable files that are made available in response to the federal Transparency in Coverage Rule and includes negotiated service rates and out-of-network allowed amounts between health plans and healthcare providers. The machine readable files are formatted to allow researchers, regulators, and application developers to more easily access and analyze data.

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