Norton Rose Fulbright
Manager, Pricing and Commercial Insights
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Practice Group / Department:
Client Financial Decision Support
Job Description
Norton Rose Fulbright is a global law firm with more than 3,000 lawyers advising clients across locations in the United States, Europe, Canada, Latin America, Asia, Australia, Africa and the Middle East. We provide a full scope of legal services to the world’s preeminent corporations and financial institutions.
Our vision is to be a world class business, profitable, ambitious, cooperative and considerate, supporting our clients and people through our global business principles of Quality, Unity and Integrity.
With over 7,000 employees worldwide, our culture is the thread that connects us. Our strategy and culture are closed connected – defined by shared ambition, global collaboration and a one-team mindset. We believe pioneering work happens when people are empowered to think beyond boundaries, explore new opportunities and grow through diverse experiences. Alongside the right skills and experience, we are looking for people who are innovative, commercially minded, and motivated by the impact of the work they do – ready to share in our ambition and help shape what comes next.
Because while individuals can do well, together we achieve something extraordinary.
The Commercial Finance and Revenue Operations function and our focus
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.
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.
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.
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Key Responsibilities
- 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.
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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
Diversity, Equity and Inclusion
To attract the best people, we strive to create a diverse and inclusive environment where everyone can bring their whole selves to work, have a sense of belonging, and realize their full career potential.
Our new enabled work model allows our people to have more flexibility in the way they choose to work from both the office and a remote location, while continuing to deliver the highest standards of service. We offer a range of family friendly and inclusive employment policies and provide access to programmes and services aimed at nurturing our people’s health and overall wellbeing. Find more about Diversity, Equity and Inclusion here.
We are proud to be an equal opportunities employer and encourage applications from individuals who can complement our existing teams. We strive to create an inclusive and accessible recruitment process for all candidates. If you require any tailored adjustments or accommodations, please let us know here.
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