Description
The Pricing Manager - North America will manage strategic aspects of pricing, focusing on the North America Offices (NAO), as part of a Global Pricing team. This includes working directly with partners and clients to create and agree to commercial terms including developing alternative fee arrangements.
Serve as an advisory member of the North America Pricing Committee to review proposals and make recommendations that align with the wider regional and global strategy.
To work closely with the Business Development team in the region to advise on client Request For Proposals (RFPs); collaborate with Partners, Firm leadership, senior management, marketing, finance, and IT on coordination and relationship management of key client relationships.
Responsibilities:
- Manage a team of Pricing Specialists and Analysts to ensure execution of the Firm's pricing strategy and governance practices are implemented and adhered to
- Delegate work across team to balance workloads ensuring all deadlines related to client proposal/analyses
- Engage and assist in rate and fee conversations and negotiations directly with clients and in cooperation with Firm Partners
- Work closely with Global Pricing Director and other regional pricing leads to share and implement process improvements and efficiencies to optimize the Global team performance
- Address pricing-related escalations that are directed to the team and ensure critical items are prioritized
- Manage change and expectations when working with Partners and Clients to ensure all agreements fit within established standards while achieving the appropriate balance between maximizing profits and providing commercial incentives. Provide financial analyses to partners, business managers, and management in support of client rate agreements
- Demonstrate a strong understanding of all available and acceptable Alternative Fee Arrangements including Alternative Legal Solutions and products available within the Firm. Ensure all options are presented and discussed with Partners to improve our value proposition with clients
- Conduct macro and micro analyses by geography, practice area, industry, etc. to assist with the annual rate increase process as well as client pricing renewal processes
- Advise the Financial Terms Management team on pricing setup to facilitate timely and accurate billing (including E-Billing) to reduce revenue leakage
Skills and Experience:
- Bachelor's degree in Accounting, Finance, or Business Administration
- Experience in pricing strategy with good management experience in a global setting, ideally in a professional services environment
- Some management experience in a financial role
- Strong analytical skills
- Strong ability to lead, motivate and mentor staff personnel, inclusive of diligently addressing performance concerns and resolving conflict
- Proven ability to develop and convey to management and partners comprehensive financial information and analysis relative to business operations and strategies
- Ability to readily comprehend business objectives and correspondingly develop and execute appropriate strategies
- Highly disciplined approach to developing and executing departmental objectives
- Well-developed and sophisticated organization, communication, and interpersonal skills, with a proven ability to manage relations at various levels within and outside an organization
- Proactive, innovative, and results-oriented work orientation
- Commitment to perform responsibilities with high professional and ethical standards