商业主管
Director, Commercial
职位描述
该职位是位于美国的高级领导岗位，负责推动商业条款、定价、盈利能力和服务交付效率方面的业务表现。该角色作为实践负责人、财务和科技团队的战略合作伙伴，将全球商业战略转化为可衡量的结果。
该经理将负责高级定价和盈利能力分析，支持收入增长计划，并帮助推广Fragomen产品组合。该职位需要在战略思维与实际执行之间取得平衡。
主要职责
商业战略与执行
- 设计并执行商业策略，以提升各业务线和增长平台的收入增长、盈利能力和定价纪律。
- 适应全球商业框架、工具和定价模型，以满足区域和市场特定需求，重点关注美国市场。
- 在采购部门的协作下，支持第三方供应商（TPV）和会员网络公司计划。
- 监督战略客户/业务线审查，推动持续提升盈利能力的路径。
- 支持战略客户和渠道参与，包括复杂的客户谈判。
定价、盈利与分析
- 开发并维护全公司范围的定价分析、计费洞察和业务线盈利能力模型。
- 跟踪、分析和报告RFP、提案和定价事件；生成见解以提高中标率和利润率。
- 在定价干预前后负责盈利能力跟踪，与财务和业务领导紧密合作。
- 维护和优化全球定价模板、服务范围和非标准定价结构。
- 在业务线和地区层面支持损益表监控，确保与业绩目标保持一致。
- 向合作伙伴和高层领导提供可操作的见解，以推动持续盈利。
市场情报与利益相关者领导力
- 进行竞争情报分析和市场审查，以指导定价、产品和增长策略。
- 作为值得信赖的商业顾问，为跨地区的合作伙伴、业务负责人和高级利益相关者提供建议。
- 在没有直接管理权的情况下，领导和影响跨职能团队。
服务成本分析与运营效率
- 分析各业务线和地区的服务成本，识别利润驱动因素、低效环节和可扩展机会。
- 开发并提出基于数据的效率改进方案。
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Job Description
The Director, Commercial is a senior, US-based leadership role responsible for driving business performance across commercial terms, pricing, profitability, and service delivery efficiency. This role serves as a strategic partner to practice leaders, finance, and technology teams, translating global commercial strategy into measurable results.
The Director will own advanced pricing and profitability analytics, support revenue growth initiatives, and help promote Fragomen products portfolio. This role balances strategic thinking with hands-on execution.
Key Responsibilities
Commercial Strategy & Execution
- Design and execute commercial strategies to improve revenue growth, profitability, and pricing discipline across practices and growth platforms.
- Adapt global commercial frameworks, tools, and pricing models to meet regional and market-specific needs, with a focus on the US market.
- Support third-party vendor (TPV) and Member Network Firms initiatives in collaboration with procurement.
- Oversee strategic accounts / practices reviews to drive continuous path to improved profitability
- Support strategic client and channel engagements including complex client negotiations
Pricing, Profitability & Analytics
- Develop and maintain firmwide pricing analyses, billing insights, and service line profitability models.
- Track, analyze, and report on RFPs, pitches, and pricing events; generate insights to improve win rates and margin outcomes.
- Own profitability tracking before and after pricing interventions, partnering closely with Finance and Practice Leadership.
- Maintain and enhance global pricing templates, scopes of service, and non-standard pricing structures.
- Support P&L monitoring at the practice and region levels, ensuring alignment with performance targets.
- Provide actionable insights to partners and senior leaders to drive sustained profitability.
Market Intelligence & Stakeholder Leadership
- Conduct competitive intelligence analyses and market reviews to inform pricing, product, and growth strategies.
- Act as a trusted commercial advisor to partners, practice leaders, and senior stakeholders across regions.
- Lead and influence cross-functional teams without direct authority.
Cost-to-Serve Analysis & Operational Efficiency
- Analyze cost-to-serve across practices and regions to identify margin drivers, inefficiencies, and scalability opportunities.
- Develop and propose data-backed efficiency initiatives, including process improvements, scope, and delivery model enhancements.
- Share best practices and performance insights across practices to promote consistency, operational discipline, and sustainable profitability.
People Leadership & Team Management
- Lead and develop a small team of pricing and commercial professionals.
- Set clear priorities, provide coaching and mentorship, and ensure the team delivers timely, high-quality commercial insights and support to stakeholders.
Qualifications
- Bachelor’s degree in Business, Economics, Law, or related field; MBA or JD/LLB preferred.
- 10–15 years of progressive experience in commercial strategy, pricing, business development, consulting, procurement, or product-led growth roles within a global organization.
- Demonstrated experience with pricing strategy, profitability analysis, and P&L management across multiple markets or service lines.
- Strong negotiation and stakeholder influence skills.
- Proficiency in Excel and business intelligence tools; comfort turning messy data into decisions.
- Proven ability to lead complex, cross-functional initiatives in fast-paced, matrixed environments.
- Excellent communication skills with the ability to operate credibly at partner and executive levels.
- Willingness to travel as needed.
All offers and/or employment contracts are contingent upon the successful completion of the Firm’s pre-employment screening process. This process may include verifying the candidate’s identity, confirming legal authorization to work in the offered position's location, and conducting a comprehensive background check, where permitted by local regulations.
Originally posted on Himalayas