This role can be based in Madrid, Barcelona, Belfast, Berlin, Brussels, Düsseldorf, Frankfurt, or London
The Senior Pricing Manager, EMEA will manage strategic aspects of pricing as part of the Global Pricing team, with a focus on the EMEA region. This includes working directly with partners and clients to create and agree commercial terms including developing alternative fee arrangements.
The role-holder will serve as an advisory member of the Global Pricing Committee to review proposals and make recommendations that align with the wider regional and global strategy.
The individual will work closely with the Business Development team in the region to advise on client Request For Proposals (RFPs); collaborate with Partners, Firm leadership, Marketing, Finance and IT on coordination and relationship management of key client relationships.
Main responsibilities:
1. Work in close cooperation with Global Pricing Director to enhance and implement standardized pricing capabilities and governance
2. Engage and assist in rate and fee conversations and negotiations directly with key clients and in cooperation with Firm Partners
3. Support Firmwide pricing governance, including providing advice on policy and commercial decisions, especially with a view to consistent application of best practices
4. Work with Practice and Industry Group leadership to ensure greater alignment of pricing strategies on a product and sector basis
5. Create and deliver enhanced reporting, resources, and training to guide smarter pricing at scale
6. Work closely with the other regional pricing leads to share and implement process improvements and efficiencies to optimize the Global team performance
7. Address pricing-related escalations that are directed to the team and ensure critical items are prioritized
8. Manage change and expectations when working with Partners and Clients to ensure all agreements fit within established standards while achieving appropriate balance between maximizing profits and providing commercial incentives; provide financial analyses to partners, business managers, and management in support of client rate agreements
9. Demonstrate 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
10. 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
11. Advise Financial Terms Management team on pricing setup to facilitate timely and accurate billing (including E-Billing) with the aim to reduce revenue leakage
Skills and responsibilities:
12. An undergraduate degree is required (Accounting, Finance or Business Administration as examples)
13. Some experience of pricing strategy with good management experience in a global setting, ideally in a professional services environment
14. Proficient in law firm operations, legal accounting and finance
15. Strong understanding of the elements of law firm profitability at practice group, service line, client, matter and attorney level
16. Strong analytical skills
17. Strong ability to lead, motivate and mentor staff personnel, inclusive of diligently addressing performance concerns and resolving conflict
18. Proven ability to develop and convey to management and partners comprehensive financial information and analysis relative to business operations and strategies
19. Able to readily comprehend business objectives and correspondingly develop and execute appropriate strategies
20. Highly disciplined approach to developing and executing departmental objectives
21. Well-developed and sophisticated organization, communication and interpersonal skills, with a proven ability to manage relations at various levels within and outside an organization
22. Proactive, innovative and results-oriented work orientation
Reports to: Global Pricing Director
Position type: Specialist
Development framework: Specialist
Baker McKenzie is an Equal Opportunity Employer. We are committed to promoting diversity and inclusion for all. Our unique international culture is reflected in the drawing together of a worldwide family of individuals from diverse cultures and backgrounds in all of our offices. We encourage the best people - regardless of race, religion or belief if any, gender, gender identity, disability, sexual orientation or age - to fulfill their professional aspirations with us. We are committed to ensuring an inclusive and accessible experience for all candidates.