Manager, Pricing and Commercial Insights (Complex / Tech Enabled Matters)

Practice Group / Department:

We're Norton Rose Fulbright - a global law firm with over 50 offices and 7,000 employees worldwide. We provide the world’s preeminent corporations and financial institutions with a full business law service. At Norton Rose Fulbright, our strategy and our culture are closely entwined. We know that our expansion will mean little unless it is underpinned by truly global collaboration and we understand that pioneering work only takes place when our people have room to move and think beyond boundaries. As well as the relevant skills and experience, we're looking for people who are innovative, commercial and value the work that they do. 

The Commercial Finance and Revenue Operations function and our focus

Part of EMEAPAC Group Finance, the Commercial Finance and Revenue Operations function encompasses Client Financial Decision Support (which includes Pricing & Commercial Insight (PCI) and Client Finance Support), Finance Business Partnering (strategic financial business management and financial planning and analysis activities), Finance Business Intelligence and Revenue Operations. We support NRF leadership and wider stakeholder groups to run a successful legal practice by providing financial leadership, timely insights and initiatives designed to improve commercial confidence and decision-making quality.

The Role

This is a fantastic opportunity for an ambitious individual who wishes to be part of a progressive, proactive and customer-centric team. The successful candidate will play an integral part of driving forward the continuous improvement agenda for the Commercial Finance and Revenue Operations function and its collaboration with other business support professionals. You will be an experienced pricing professional, with strong communication and soft skills, able to work effectively with internal and external stakeholders alike.

This role will play an important part in shaping and embedding the firm’s pricing capability for complex legal matters, including technology and GenAI delivery models. Sitting at the intersection of legal operations, commercial strategy, and emerging technology, you will help develop the pricing strategy for our AI-related legal services, designing pricing models that reflect the value and complexity of AI work while keeping us competitive and profitable.

Key Responsibilities

• Working cross-functionally to develop and implement consistent pricing strategies for AI-augmented legal services where output is not proportional to hours and efficiency gains are monetised without eroding trust. Monitor market trends in AI legal services, tracking competitor pricing approaches, client expectations, and the impact of AI tools on service delivery costs
• Support partners in pricing complex transactions across EMEAPAC, including GenAI driven matters, AFAs and value-based pricing, ensuring pricing governance and consistency with the established pricing framework. Maintaining a high level of visibility in serving as one of the firm’s subject matter experts for pricing and commercial related matters in GenAI and value-based pricing
• Build pricing guidance and training for fee-earners, helping them to price AI‑augmented services without defaulting to straight discounts, and being able to articulate value in AI matters (speed, certainty and outcomes)
• Supporting pricing team promotional efforts including presentations to key stakeholders to increase internal adoption of pricing discipline. Encourage broader and better use of the Firm’s tools to develop more profitable and consistent pricing approaches. Support the integration of AI tools into pricing processes
• Ensuring strong working relationships with other support functions, in particular Business Development leads to establish, promote and maintain policies and processes required for effective management of pricing for transactions, bids and panel appointments
• In conjunction with other business support professionals, provide advice to stakeholders in relation to improving matter financial performance through the provision of post matter financial analysis and associated pricing and business information
• Collaboration and support on any adhoc commercial and pricing related initiatives as required by the London based Finance Director, Head of Finance Decision Support or Senior Pricing Manager

Key Skills and Experience

Essential:

• A minimum of 5 years relevant pricing experience. Preference will be given to candidates with legal or wider professional services pricing experience
• Experience pricing services where technology materially alters delivery economics, and articulating value to clients in a credible and defensible way. In addition, you will have an understanding of how AI affects RFP expectations, procurement scrutiny and client requirements for transparency
• Strong commercial acumen and exceptional analysis and financial modelling skills.
• Excellent written and verbal communication and has strength of personality to ensure the perspective of ‘Finance’ is clearly communicated
• Excellent time management skills, able to manage stakeholders during times of conflicting deliverables. The ability to remain calm and focused under pressure
• Excellent soft skills including the ability to influence senior stakeholders and negotiate desired outcomes
• Strong presentation skills and experience in providing internal training
• Hardworking, dedicated and an ambition to grow professionally
• A collaborative team-player who is transparent and has a straight-forward approach. Experience of working with varied and cross-functional teams to deliver on business objectives.

Advantageous:

• Educated to degree level
• Hands‑on exposure to legal AI tools/ecosystems
• A deep understanding of legal products and services

#LI-JC1 #LI-Hybrid

To attract the best people, we strive to create a diverse and inclusive environment where everyone can bring their whole selves to work, have a sense of belonging, and realize their full career potential. 
Our new enabled work model allows our people to have more flexibility in the way they choose to work from both the office and a remote location, while continuing to deliver the highest standards of service. We offer a range of family friendly and inclusive employment policies and provide access to programmes and services aimed at nurturing our people’s health and overall wellbeing. Find more about Diversity, Equity and Inclusion here.

We are proud to be an equal opportunities employer and encourage applications from individuals who can complement our existing teams. We strive to create an inclusive and accessible recruitment process for all candidates. If you require any tailored adjustments or accommodations, please let us know here.