Manager, Pricing and Commercial Insights

Practice Group / Department: Client Financial Decision Support

Job Description

We're Norton Rose Fulbright - a global law firm with over 50 offices and 7,000 employees worldwide. We provide the world’s preeminent corporations and financial institutions with a full business law service. At Norton Rose Fulbright, our strategy and our culture are closely entwined. We know that our expansion will mean little unless it is underpinned by truly global collaboration and we understand that pioneering work only takes place when our people have room to move and think beyond boundaries. As well as the relevant skills and experience, we're looking for people who are innovative, commercial and value the work that they do.

The Role

This is a fantastic opportunity for an ambitious individual who wishes to be part of a progressive, proactive and customer-centric team. The successful candidate will play an integral part of driving forward the continuous improvement agenda for the Commercial Finance and Revenue Operations function and its collaboration with other business support professionals. You will be an experienced pricing professional, with strong communication and soft skills, able to work effectively with internal and external stakeholders alike.

The Team Part of EMEA Group Finance, the Commercial Finance and Revenue Operations function encompasses Client Financial Decision Support (which includes Pricing & Commercial Insight and Client Finance Support), Finance Business Partnering (strategic financial business management and financial planning and analysis activities), Finance Business Intelligence and Revenue Operations. We support NRF leadership and wider stakeholder groups to run a successful legal practice by providing financial leadership, timely insights and initiatives designed to improve commercial confidence and decision-making quality.

Key Responsibilities

In conjunction with Commercial Finance colleagues, the Manager, Pricing and Commercial Insights will support on the development and execution of the firms pricing agenda ensuring the necessary benchmarking, analytical tools and capabilities exist to support firm and finance departmental strategies. Key components of the role are as follows:

• Advise Partners of ways to maximise the value of client relationships through different pricing techniques, modelling the financial impact and viability of proposed pricing arrangements and challenging key decision makers when appropriate. Supporting Partners with client facing engagements where needed
• Business partnering with Client Relationship Partners and the Client Development team to provide financial and commercial support, plan deployment and investment to help drive profitability
• Providing senior finance support on commercial improvement projects across EMEA when and as required
• Maintaining a high level of visibility in serving as one of the firm’s subject matter experts for pricing and commercial related matters
• Supporting pricing team promotional efforts including presentations to key stakeholders to increase internal adoption and market awareness. Encourage broader and better use of the Firm’s tools to develop more profitable and consistent pricing approaches
• Supporting on the provision of education to stakeholders involved in pricing proposals and approvals, advancing pricing as a strategic tool to build and enhance client relationships
• Assist Partners in the development of budgets and monitoring against actual performance for matters, particularly complex litigation work where more detailed project management support may be required. The Pricing Manager will act as an advocate and agent for adopting effective legal project management discipline where necessary
• In conjunction with Commercial Finance colleagues, support on the annual review of standard rates to ensure profitability maximisation with appropriate consideration of practice mix and market realities as well as compensation and other costs
• Ensuring strong working relationships with other support functions, in particular Business Development leads to establish, promote and maintain policies and processes required for effective management of pricing for transactions, bids and panel appointments. The successful candidate will also work with NRF’s Transform function to support best use of legal process, people and technology to improve commercial outcomes for the firm and our clients
• Keep abreast of industry pricing practices, particularly for major competitors and assess key trends. Support in the development of pricing models and tools for legal services and monitor profitability and implementation of those models
• In conjunction with other business support professionals, provide advice to stakeholders in relation to improving matter financial performance through the provision of post matter financial analysis and associated pricing and business information
• Collaboration and support on any adhoc commercial and pricing related initiatives as required by the Head of Client Financial Decision Support and the Senior Pricing Manager.

Skills and Experience Required

Essential:

• A minimum of 4 years relevant pricing experience, with legal pricing experience advantageous.
• Strong commercial acumen and exceptional analysis and financial modelling skills.
• Excellent written and verbal communication and has strength of personality to ensure the perspective of ‘Finance’ is clearly communicated
• Excellent time management skills, able to manage stakeholders during times of conflicting deliverables. The ability to remain calm and focused under pressure
• Excellent soft skills including the ability to influence senior stakeholders and negotiate desired outcomes
• Strong presentation skills and experience in providing internal training
• Hardworking, dedicated and an ambition to grow professionally
• A role model for junior staff who is committed to sharing knowledge and developing talent
• A collaborative team-player who is transparent and has a straight-forward approach. Experience of working with varied and cross-functional teams to deliver on business objectives.

Advantageous:

• Educated to degree level
• A deep understanding of legal products and services

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