Dentons US LLP is currently recruiting for a Director/Senior Manager, Strategic Pricing & Profitability to be resident in our Chicago, Washington, DC or New York office. Working with the Firm's leadership, including the US Chief Operating Officer/Partner and US Chief Financial Officer, this senior role will be charged with developing and leading strategic pricing and profitability analyses for the Firm. The role will deliver solutions to enhance the overall value provided to clients and drive bottom line performance for the Firm. This position will oversee and manage all aspects of client pricing, including negotiating key client fee arrangements, advising senior lawyers and professionals on pricing alternatives and strategy, educating stakeholders on pricing principles, assessing current pricing practices, developing and managing pricing analytics and profitability models, implementing annual billing rates, and expanding reporting. This position requires hands-on attention to detail and will be a key stakeholder in the client engagement process. S/he will utilize technology and strong analytics to drive decision-making. The role is integral to securing US financial goals and will be a member of the US finance team as well as the global pricing team, drawing on her/his background to further pricing objectives and drive towards client satisfaction.
The successful candidate will be able to work across all levels of the organization to develop and enhance a culture of pricing excellence and profitability optimization at both the strategic and tactical level. The position will be client-facing, requiring an individual that is adept at negotiating win-win outcomes with an emphasis on delivering an outstanding client experience. This candidate must possesses an extremely high level of emotional intelligence coupled with business acumen, rooted in strong commercial and financial principles.
• Develop a best-in-class pricing platform for the US Region that delivers tailored pricing options that satisfy client requirements and align with firm profitability goals • Manage and participate in all aspects of client pricing, including negotiating key client fee arrangements and attending client meetings as US pricing lead • Provide leadership in the development and evaluation of alternative fee arrangements, with appropriate consideration of quantitative and qualitative criteria • Advise senior lawyers on pricing principles, alternatives and strategy, including assessing current pricing practices and the potential risks and rewards of non-standard fee arrangements • Develop and proliferate pricing best practices, tools, templates, and reference materials • Ensure fee proposals are consistent with the Firm's strategic goals and appropriately capture value • Collaborate with Firm leadership to evaluate and analyze key business drivers, risks and opportunities to proactively maximize profit • Lead the execution of the US Region's annual billing rates strategy • Conduct meaningful financial analysis and develop insights-driven reporting to drive optimal decision making • Liaise with business development/marketing, practice management, legal project management, finance, conflicts/risk, and other functional areas to identify and deploy operational best practices - both regionally and globally • Deliver excellent customer service in response to lawyer, professional and client requests • Other duties may be assigned to fully meet the requirements of the position
• Master's degree in finance or a related business field, MBA and/or Juris Doctor preferred • 10+ years' experience in professional services pricing, negotiations and related areas is required • 5+ years of experience in pricing or revenue management, preferably in a law firm, professional services firm or in-house legal department • Superior communication and presentation skills are required , must have client-facing experience and comprehensive understanding of professional services business model, financial management principles and profitability metrics • Adept at navigating complex, high-pressure environments • Strong commercial / business acumen, with ability to understand the larger context surrounding pricing approaches and translate those into a body of knowledge that helps shape the Firm's pricing strategy in the US and globally • Comprehensive knowledge of professional services firm rate structures, discount arrangements and alternative fee arrangements • Self-motivated and proactive, with strong organizational and time management skills as well as strong analytical, evaluative and critical thinking skills • Ability to clearly and concisely summarize complex quantitative concepts, both orally and in written communications to internal and external stakeholders • Strong track record of managing teams, both direct reports and within complex matrixes • Proficiency in Microsoft Office applications, particularly Microsoft Excel, Outlook and PowerPoint. • Proficiency in financial modeling and spreadsheet functionality is required. Must be able to manipulate data effectively and present findings to management and key stakeholders • Detail oriented, exercise sound judgment and possess the confidence and interpersonal skills to communicate effectively with the Firm’s senior management, lawyers, professionals and business staff • Ability to build relationships and foster a collaborative environment with all stakeholders • Self-motivated person with a positive, professional attitude, with a progressive, consistent work history
Dentons offers a competitive salary and benefits package.
~~~We are an Equal Opportunity Employer of Individuals.~~~
Pursuant to local ordinances, we will consider for employment qualified applicants with arrest and conviction records.
About Dentons US LLP
Dentons is the world's largest law firm, delivering quality and value to clients around the globe. Dentons is a leader on the Acritas Global Elite Brand Index, a BTI Client Service 30 Award winner and recognized by prominent business and legal publications for its innovations in client service, including founding Nextlaw Labs and the Nextlaw Global Referral Network. Dentons' polycentric approach and world-class talent challenge the status quo to advance client interests in the communities in which we live and work. www.dentons.com
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