Totum are delighted to be working with one of the UK’s leading law firm’s on a newly created Head of Pricing role. Reporting into the senior finance management team and working closely on a number of client-led projects with the firm’s managing partner, this is a unique opportunity to join one of the UK’s most progressive legal services providers in a highly commercial, strategic-level position. The role will be based in central London.
Because this is a newly created position there is licence for the individual who is successful to, in some ways, mould the content of the position. However, there are some core responsibilities. These include managing a team of Pricing Analysts / Accountants; working closely with the Business Development department’s Bids team to ensure proposals include commercial financial terms; provide commercial input into those bids and also tenders and rate reviews; manage the firm’s annual cost rate review process and implement any changes to it; provide advice and support on the firm’s additional discount policy; chair the pricing committee; and provide ongoing support to the Heads of fee earning departments and managing partner to optimise gross margin and help them to meet their objectives in this area. On occasion the Head of Pricing will be expected to attend client meetings with Partners to discuss new or ongoing pricing arrangements. The role also has ownership of the firm’s pricing tool suite including organising training to fee earning and business development teams in its use and managing any upgrades to it.
Due to the high level of partner interaction and infrequent level of client contact, strong communication skills are a key component to the success of this position. Alongside the technical skills required to fulfil the role’s duties the successful individual will have excellent senior stakeholder management skills, be adept at influencing colleagues up to and including Partner level and be able to display strong managerial and leadership qualities. Gravitas and adaptability are both required and applicants should have good examples of working at a senior strategic level. The position requires a qualified accountant (ACA, CIMA, ACCA or equivalent) and preferably an MBA who has worked either in the legal sector or similar large, corporate professional services businesses such as management consultancies or accountancy practices. Previous partnership environment experience is highly desirable.
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