Commercial Specialist / Pricing Manager, APAC
The Commercial Specialist role is part of Clifford Chance's Order to Cash – Commercial Finance function within the Finance team, serving the firm's global network. This team is recognized for its expertise in delivering high-quality reporting and analysis. The position involves close collaboration with the APAC Head of Commercial Advisory, the Commercial Pricing Team, the Global Commercial Director, the Director of Commercial Finance, APAC Partners, Practice Area Leaders, Regional Business Managers, and colleagues across various business professional functions, including Business Development, Best Delivery, and Innovation, as well as direct engagement with clients.
Key responsibilities include supporting the APAC Head of Commercial Advisory, the Director of Commercial Finance, and the APAC Chief Financial Officer in advancing the firm's strategic pricing objectives, commercial standards, and pricing governance. The role entails assisting Partners with client and matter pricing support, driving pricing initiatives within the APAC region, and enhancing commercial awareness among Partners to influence their pricing decisions on strategic client fee deals. Additionally, the Commercial Specialist is responsible for delivering pricing support, reporting, and analysis in a focused and consistent manner, producing pricing models and negotiation strategies for strategic client fee deals, and supporting the design and submission of client pricing proposals to the Global Pricing Committee. The role also involves engaging with client procurement during fee negotiations and delivering commercial awareness training to fee earners and business professionals.
The ideal candidate should possess a strong commercial focus with a proven ability to influence Partners and senior stakeholders. Excellent communication skills are essential to effectively explain commercial concepts and influence decision-making. The role requires a commercially astute and strong negotiator capable of maintaining margins during contract discussions and liaising with client procurement functions. The ability to work autonomously under firm guiding principles is also important.
Preferred qualifications include experience in providing matter pricing support within a law firm or professional services environment, experience in scenario modeling and compiling pricing proposals, and an understanding of the levers to deliver client value and commercially viable pricing. Experience in supporting and/or leading client negotiations is also desirable. A background in finance or procurement, with the ability to balance the sensitivities of dealing with Partners and clients on matter pricing, is advantageous. Ideally, candidates should hold a commercial, accounting, or finance degree.