Director Of Strategic Pricing

Moore & Van Allen PLLC, a dynamic and fast-growing full-service law firm of more than 400 attorneys and professionals, is seeking an experienced Director of Strategic Pricing to join its Charlotte, NC office. The Director of Strategic Pricing is responsible for shaping and leading the firm’s pricing program and strategies, including playing a key role in client rate negotiations, creating and refining the program infrastructure, developing and utilizing sophisticated pricing and profitability models to support lawyer pricing requests, and educating on pricing best practices. Reporting directly to the Chief Operating Officer (COO), this role will support annual rate reviews, collaborate across functions to create tailored pricing solutions, and lead innovation in pricing practices, along with other projects and initiatives.

Essential Duties and Responsibilities:

• Develop, define, and implement advanced pricing strategies tailored to the firm’s financial objectives and the demands of the U.S. legal market, with a focus on the particular industries the firm serves nationally, as well as within the Southeastern and Charlotte regions.
• Support annual client rate reviews and negotiation processes in the Charlotte and Charleston offices, ensuring competitive market positioning while safeguarding firm profitability.
• Leverage Legal Project Management (LPM) principles and resources to enhance pricing models and profitability analyses, ensuring that client service delivery aligns with successful models.
• Collaborate with key stakeholders across functions, including attorneys, Finance & Accounting, IT, and Business Development, to create customized pricing solutions for clients. Prepare and respond to pricing components of RFPs and RFIs and collaborate within the firm’s broader operational and technological frameworks.
• Utilize advanced financial modeling to evaluate pricing structures and their impact on the firm’s bottom line, incorporating industry best practices in financial reporting.
• Maintain and expand knowledge of key industry, U.S., and Southeastern legal markets, using this insight to inform and refine pricing decisions and strategies.
• Conduct market analysis to identify pricing opportunities and challenges specific to industries and regions served by the firm, presenting findings and recommendations to senior management.
• Collaborate with COO, Finance & Accounting, and IT teams to leverage data analytics and technology solutions, such as Power BI and SSRS reporting, to refine pricing models and enhance decision-making.
• Lead educational sessions for attorneys to enhance their understanding of effective pricing approaches, negotiation strategies, Alternative Fee Arrangements (AFAs), and other value-based proposals, ultimately boosting the firm’s financial literacy, pricing, and profitability awareness.
• Stay informed of pricing industry trends, applying new concepts and best practices to the firm’s pricing strategies.
• Foster a culture of continuous improvement and innovation, encouraging the adoption of new technologies and methodologies to enhance efficiency and effectiveness.

Qualifications & Experience:

• Bachelor’s degree in Finance, Economics, Accounting, or a related field; An MBA or equivalent is highly desirable.
• 7+ years of experience in financial analysis, with a strong preference for candidates with strategic pricing experience in the legal or professional services sector.
• Proficiency in advanced financial software and tools, including SQL, VBA, and Power BI; and familiarity with Aderant, is a plus.

Physical Requirements:

• The work is primarily sedentary.
• It requires the ability to communicate effectively using speech, vision, and hearing.
• The work requires the use of hands for simple grasping and fine manipulations.
• The work at times requires bending, squatting, and reaching, with the ability to lift, carry, push, or pull light weights.

Regular in-person attendance is required to perform essential functions of this interactive position. May need to work more than the standard 40 hours per week to accomplish essential duties of the position. Interested and qualified applicants should apply via our website at https://www.mvalaw.com/careers-working-at-mva. Equal Employment Opportunity Employer.

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