Job Description

We are recruiting for a Head of Pricing and Commercial for our office in London.

Department purpose

The Pricing & Commercial team provides oversight and strategic direction across the global business with the goal of enhancing commercial returns. The remit of the team is split between influencing results at a client level and driving self-started projects to leverage broader opportunities.

Role purpose

Lead the Pricing & Commercial team to support and drive the commercial success of the Firm. Lead commercial thinking and activities within the Firm to deliver advice, insight and challenge to senior stakeholders on pricing and commercial matters, polices and approaches.

Role and responsibilities

The role includes a broad range of activities which are directly linked to the success of the business through impacting income growth, profitability and executing the strategy. Lead the Pricing Team who are active participants in Bid teams as well subject matter expert in the global client pricing process for panel pitches, RFPs, large matters and new product offerings whilst considering the price sensitive market conditions. This will include developing commercial and pricing strategies that align client demands to our profitability targets, reasonable commercial terms, long term client commercial opportunities and improving our working capital cycle. Provide leadership in the development and evaluation of alternative fee arrangements, with appropriate consideration of quantitative and qualitative criteria whilst advising on the potential risks and reward of non-standard fee arrangements. On-going relationships with the Firms' external clients, follow up in terms of answering client queries, sign off and implementation of agreements and be able to facilitate the resolution of any issues that may arise. Act as financial relationship manager for a number of large global clients to ensure billing and collections cycles are proactively managed with the client (and our internal client relationship partners). Communicate agreed arrangements with finance staff globally and implement the agreed terms into downstream processes by working with other group finance functions and specialists. The role is based around excellent relationship management with senior internal stakeholders, acting in an advisory capacity on pricing and commercial maters from financial and pricing levers to associated risks and drafting financial terms used in client agreements. Making them aware of trends and other arrangements in place as well as relevant market data to assist in assessing the viability of rate proposals and reporting requirements. Preparation of advice and information for, and attendance at, internal relationship meetings ensuring that timely, high quality information with insight is delivered, including analysis work product profitability with the aim of offering recommendations/guidance that are consistent with the firm's strategic goals and appropriately capture value. The role involves the design and production of financial reporting, robust modelling and analysis used to recommend actions to partners/clients. Generating new ideas to increase revenue / profitably and keeping abreast of the changing market conditions and trends which impact our position to assist in setting the direction of our commercial arrangements. Review the performance of existing commercial agreements to identify improvements. Maintain benchmarking and market data. A solid understanding of accounting and financial reporting principles is required. Act as secretary and commercial expert to Commercial Committee. Responsible for agendas, content and meetings. Be able to gain support for new ideas, implement ideas and measure impact. Lead the annual rate review across all offices, determining the right strategies and helping partners to implement them. Development commercial toolkits, commercial know-how educational collateral and improvements to our commercial management strategy through a thought leadership and proactive approach. Work with colleagues in CRM/BD to deliver the best support for sector leads, client relationship partners and partners generally. Design, prepare and deliver such sessions which may take many forms and could include breakout sessions, documentation or workshops. Lead, manage and develop a team of professional pricing and commercial experts; set objectives and embed strong planning to achieve strategic goals whilst demonstrating a high level of emotional intelligence. Ownership of direction for pricing and commercial tools, reporting and data mining exercises by working with the Head of Finance Systems. Close relationship with the Group Head of FP&A and Group Financial Controller to ensure cross pollination of ideas and performance metrics throughout all that is delivered by the Group Team.

Key requirements

Deep understanding of the commercial and economic factors within a professional services business Quality and delivery driven whilst demonstrating a high level of analytical skills and a commercial mindset Able to set the agenda by defining and evaluating pricing strategies which may require looking outside the organisation for solutions contemporary content Strategic mindset; creative and curious; comfortable to challenge existing thinking, processes and practices Ability to influence at the highest level as a credible, fast-thinking, collaborative and solution focussed individual Capable leader of people and tasks, through both formal and informal reporting lines Excellent communicator and negotiator; able to explain complex issues to financial or non-financial stakeholders Comfortable in a world of ambiguous decision making and consultation, with influencing skills and confidence to advise and challenge senior stakeholders A strong team player who is able to adjust style as needed and demonstrate emotional intelligence A thought leader able to spot opportunities, develop innovative and pragmatic commercial solutions Must be highly numerate, methodical and meticulous with relevant finance background Strong leadership and team management skills with the ability to develop and empower staff Able to influence, question, challenge and persuade effectively at all levels; excellent communication skills in all forms and able to make an impact through communication with a motivated & confident manner Hands on with the ability to delegate whilst ensuring continuation of excellent professional service Ability to adapt to, and implement change effectively and enthusiastically and excellent system skills Ability to produce high quality outputs - models, documents, opinions, advice papers etc and actively imparts own knowledge for the good of the firm

Qualifications and work experience

Qualified accountant preferred with a minimum of 10 years post qualification experience in a commercial role Experience in a senior pricing leadership role Professional services industry an advantage Previous business experience in a global organisation required, preferably in a group function This is a senior position on which the management are heavily reliant which requires highly professional approach The role involves regular contact with the partners, Finance Director, CFO as well as the Firm management team
Should you require additional support at any stage of the recruitment process due to a disability or a health condition, please do not hesitate to contact a member of our recruitment team who will work with you to provide any adjustments as required.



We are an equal opportunities recruiter and do not discriminate on the basis of race, colour, sex, religion, sexual orientation, national origin, disability, or any other protected characteristic.



We recognise that our people are our most valuable asset, which is reflected in the wide range of benefits that are available to our employees. Some of these benefits include: our occupational pension scheme, group income protection cover, private medical insurance, mental health resources and free apps, health and wellbeing services encompassing an onsite gym, wellbeing centre and GP service, emergency back-up care support, parental and special leave, holiday entitlement increasing with length of service, holiday trading, season ticket loans and online discounts and lifestyle management services.



Our approach to hybrid working seeks to combine and maximise the benefits of effective remote working with the benefits of being in the office. Our current hybrid working arrangements require office based working for a minimum of 60% of your time (

i.e.

three days per week for a full time role) in accordance with our hybrid working policy.

Additional information - External

A&O Shearman is a new global industry-leading law firm, with nearly 50 offices in 28 countries worldwide. Our fluency in English law, US law, and the laws of the world's most dynamic markets, enables us to provide unmatched insight and seamless delivery to clients. We work on challenging and important deals and disputes that have the potential to shape the future.



We offer exceptional opportunities for our people; opportunities to work for the world's leading businesses; to transform the status quo, and to deliver your best work, helping you and your career to thrive, while delivering unparalleled outcomes for our clients.



Whether you're helping clients solve complex challenges, transforming the ways we manage our business, or ensuring the smooth-running of our operations, this is an environment where you can belong and excel. We provide first-rate training and development, we are committed to an inclusive environment, and we provide support and ways of working that help you optimise your wellbeing.



What truly defines a career with us? We recruit the best and ask for the best of you. And together, we will redefine success.