Commercial & Pricing Manager, Asia

3 weeks ago

Hong Kong, Hong Kong SAR China Ashurst Full time

About Ashurst:

Role Overview

In this strategic position, you will play a leading role in our approach to pricing in our Asia offices, leading initiatives that optimise profitability, market share, and revenue growth across our regional offices.

Your commercial acumen, expertise in financial modelling, competitor analysis, and pricing dynamics will be instrumental in building data-driven decisions that support our overall business objectives and strategy.

You will build and strengthen key stakeholder relationships across the Asia region and globally, establishing yourself as a Commercial and Pricing trusted advisor.

This opportunity is ideal for a senior pricing or commercial professional seeking a pivotal role to spearhead pricing and commercial support within the Asia region.

Main Responsibilities

Championing Commercial Success:

Lead the development and implementation of strategic pricing initiatives across Asia, fostering a strong commercial mindset within regional teams. Provide expert guidance and support on pricing matters, ensuring alignment with business development goals and financial soundness.

Building Strong Partnerships:

Collaborate closely with lawyers, business development, and other stakeholders to build trust, understanding, and alignment around pricing strategies. Maintain close communication with the London and Australian commercial team for knowledge sharing and continuous improvement.

Delivering Value and Expertise:

Optimise pricing and profitability on client RFPs, leveraging financial expertise. Become a key stakeholder in transformation programs, contributing to improved commercial performance. Shape the annual strategic pricing roadmap and its execution, ensuring effective implementation.

Client-Centric Approach:

Provide direct input on major bids, tenders, and client rate reviews, taking a client-facing role when necessary. Develop compelling pricing proposals for new products and services, including Ashurst Advanced and Consulting offerings. Structure, develop, and present commercial pricing solutions that resonate with clients. Operational Excellence: Manage the firm's annual rate review process, ensuring consistency and fairness. Develop and maintain robust pricing tools, models, and platforms to support informed decision-making. Offer expert advice and support on the firm's pricing policy and governance framework.

Data-Driven Insights:

Conduct in-depth commercial analysis to optimise client performance and identify opportunities for improvement. Work with senior stakeholders to ensure proposals are comprehensive support with financial analysis that aligns to the firms KPIs.

Knowledge Sharing and Development:

Provide pricing and commercial training across the matter lifecycle, equipping colleagues with valuable skills. Identify, capture, and track commercial terms throughout the matter lifecycle, ensuring adherence to agreements. Generate and interpret client-specific reports and analysis for senior management, partners, and fee earners. Conduct post-completion debriefs to analyse matter financials and implement lessons learned.

Risk and Control: Ensure that all activities and duties are carried out in full compliance with our regulatory requirements and internal policies.

Essential Skills and Experience

Essential:

Financial Expertise: 5+ years of experience in finance, with at least 2 years focusing on legal pricing or a similar industry. Strong Business Acumen: Demonstrated understanding of financial principles, commercial strategy, and value-based pricing. Accountancy Qualification: Possess a recognised accountancy qualification (ACA, ACCA, CPA, etc.). Collaboration & Influence: Proven ability to build and influence relationships with all levels of stakeholders. Communication: Excellent communication and presentation skills for presenting complex information clearly and persuasively. Global Mindset: Available for travel within Asia and open to international collaboration.

Highly Desirable:

Academic Background: Degree-level education preferred. Pricing Experience: Minimum 3 years in a commercial pricing role or similar, ideally within a leading company/firm and international exposure. Industry Knowledge: Experience in consultancy, business strategy, or professional services preferred. Cross-Functional Expertise: Demonstrated ability to collaborate effectively with diverse teams (IT, HR, BD, Finance). Legal Industry Insight: Understanding of legal pricing strategy, value economics, client opportunity, and value creation. Familiarity with legal practice economics a plus. Partnership Savvy: Possess the gravitas and interpersonal skills to succeed in a partnership environment and gain respect as a trusted advisor. Operational: Organised, methodical, and strong written and oral communication. Tech-Savvy: Proficient in Excel and MS Office with the ability to adapt to new systems and learn quickly. Innovative: Able to identify and implement innovative pricing solutions for improved performance. Team Player & Influencer: Collaborative, willing to go above and beyond, and possess strong persuasion, facilitation, and negotiation skills. Strategic Thinker: Analytical, strategic, and commercially minded with the ability to prioritise and work effectively under pressure. Driven & Proactive: Highly motivated, proactive, and possess strong drive and determination. Collaboration Champion: Promotes collaboration and facilitates teamwork effectively. Multitasking Master: Excellent at multitasking and managing multiple projects simultaneously. Travel Ready: Ability to travel as required.

Background Checks

In order to comply with regulatory and client requirements, Ashurst will undertake appropriate vetting of staff. When applicants accept a job offer, Ashurst, alongside a specialist provider, will undertake professional verification and background checks. These checks are only undertaken with consent, and in accordance with our legal and regulatory obligations.

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