Commercial Pricing Manager

Osborne Clarke; West of England; On-site; GBP 70,000 - 100,000; Full time

Job summary

Osborne Clarke in Bristol seeks a Commercial Pricing Manager to embed pricing capability and drive profitable growth across bids and client programs. This brand-new role sits in the Commercial Finance and Pricing team and offers the chance to shape pricing strategy and governance with Partners.

You will build models, provide decision support, and deliver training to the finance business partnering group while collaborating with bid teams to maximise value and client outcomes.

Qualifications

• Solid pricing experience in a professional services environment.
• Ability to influence pricing strategy with stakeholders.
• Experience in data analysis to inform decisions.
• Understanding of how a law firm operates and pricing fit in.
• Strong commercial mindset balancing client needs and profitability.

Responsibilities

• Act as trusted pricing advisor to Partners and BD teams, offering commercial recommendations for priority pursuits and client opportunities.
• Build and maintain financial models to evaluate pricing scenarios and support fast, high-quality decisions.
• Develop pricing options/materials and governance to support bids and key accounts.
• Deliver training to upskill the finance business partnering team and drive pricing culture.
• Support market engagement and continuous improvement of pricing governance.

Skills

Pricing modelling

Stakeholder influence

Data interrogation

Pricing strategy

BI dashboards

Tools

Excel

Power BI

Microsoft 365

Pricing tools

Job description

Role profile

As the firm continues to grow, we are looking to expand our Commercial Finance and Pricing team and have created a new opportunity for someone to join us as our Commercial Pricing Manager.

As this is a brand new role for us, the successful person will have the opportunity to build the capability and truly embed pricing best practice, including supporting any further growth of the team.

This is a permanent position, that will be based out of our Bristol office, working to a hybrid arrangement.

Main purpose of the role

As a trusted commercial business partner you will be an essential 'agent of change' using your commercial and pricing acumen to drive profitable growth through coaching and supporting all aspects of the bids process and key accounts programme. You will also be at the forefront of driving innovative commercial pricing solutions and custodian of the tools and platforms that enable quality decision making at speed.

Key Responsibilities

• Trusted pricing advisor
  • Act as a commercial adviser to Partners and BD teams on our pricing approach and make commercial recommendations for priority pursuits, panels and key client opportunities, balancing client value, competitiveness and sustainable profitability with firm and practice growth strategies.
  • Support Partners to structure and negotiate complex fee arrangements (including but not limited to alternative fee arrangements such as blended rates, fixed fees, capped fees, and conditional/contingent structures, retainer / subscription models), providing clear options, trade-offs and recommendations.
  • Helping to drive accountability without damaging culture
  • Participate in internal and (where appropriate) client discussions to articulate and defend value, shape commercial positioning and improve negotiation outcomes.
  • Partner with the Bids team to ensure robust support of all bids, including pitch rehearsal.
• High quality commercial analysis, financial modelling and decision support
  • Build and maintain financial models to evaluate pricing scenarios, risks and outcomes, enabling fast, high-quality decisions in demanding situation.
  • Support data led decisions: Analyse pricing performance and profitability at matter, client and portfolio levels by using and developing relevant both financial and non-financial key performance indicators. Identify drivers, trends and improvement opportunities, and recommend actions to Partners.
  • Develop service specific pricing options and approaches for the practice areas including aligning to different delivery models and key drivers: resource 'leverage' models, process driven services, and utilisation of technology.
  • Translate complex analysis into clear, compelling narratives("commercial storytelling") that resonate with senior stakeholders with varying levels of financial confidence.
  • Create pricing playbooks to support client negotiations.
• Training and capability building
  • Act as a centre of excellence providing upskilling training for to the finance business partnering team. Support the delivery of commercial training programme for partners and fee earners, including delivery of training.
• Market engagement and governance
  • Support adherence to and continuous improvement of pricing governance, escalating gaps and proposing pragmatic changes.
• Innovation and future-focused pricing
  • Keep abreast of market developments, competitor trends and evolving client expectations. Bring best practice recommendations that strengthen the firm’s approach.
  • Contribute to pricing for emerging products and service models, including AI-related offerings, by providing analysis, options and recommendations to support stakeholders’ decisions.
• Operational & connecting the 'opportunity to cash' process
  • Understanding matter / project lifecycle and it's importance on scope / working capital management to optimise recoveries and cash collection.
  • Support new client onboarding workshops.

What We’re Looking For

As this is a new role within the team, we are looking for someone who can demonstrate the following pricing experience and skills within a professional services environment:

• Solid understanding of pricing and its influence on profitability with experience in pricing modelling
• Ability to effectively drive pricing support - build strong relationships with stakeholders, informing them of trends and using expertise to continually advise and influence the pricing strategy
• Skilled at interrogating data, proactively taking analysis further
• Ability to review documents as part of relevant bids processes and prepare/coach stakeholders for pricing conversations
• Understanding of how a law firm, or partnership works, and how pricing fits in with this business model
• Strong commercial mindset, with the ability to balance client needs, profitability and long-term strategic value
• Creative problem-solving skills, capable of designing pragmatic, innovative solutions to complex business and pricing challenges
• Experience in Business Intelligence design and analytics, including building dashboards, interpreting data and turning insight into action
• Proven ability to design, deliver and facilitate effective training sessions, helping to upskill colleagues and embed new ways of working
• Experience in scope management and matter tracking, ensuring matters are properly defined, monitored and controlled throughout their lifecycle
• Technology: Adept as using a broad base of systems, AI tools and with enhanced skills in Excel, Power BI and the broader Microsoft suite. Knowledge of using pricing tools.

Salary And Benefits

We offer competitive salaries and generous benefits. We value the health and wellbeing of our people and our wide range of initiatives and benefits support this.

Our recruitment process

Please note that although we include closing dates for our roles as a guide, we review and progress applications on a rolling basis. At Osborne Clarke we do not make any recruitment decisions using automated decision-making.

We are committed to providing an environment where you can perform to the best of your abilities at every stage of your recruitment experience and beyond. If you require any adjustments to be made during the application stage, interview process, or when working with us, please let us know in confidence.

About Us

Osborne Clarke is an international legal practice with over 330 Partners and more than 1,260 talented lawyers in 26 locations*. Our sector-based approach enables us to help our clients tackle the issues they are facing today, and prepare for the ones that they will face tomorrow. Advising them both comprehensively and commercially. We love working closely with our clients on new deals, products and solutions which will transform their businesses, markets and even sectors. And our unique approachable culture is not an added extra, it's fundamental to our success.

At Osborne Clarke we value difference and encourage applicants from all backgrounds. We want everyone to feel that OC is a place where you can be yourself and belong, and our range of interest groups and diversity networks - not to mention our great teams - are a part of making that a reality.

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