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Commercial Manager

Information About This Job

Job Title: Commercial Manager
Contract Type: Permanent
Location: London
Contact Name: Ben Kinley
Contact Email:
Job Published: about 1 year ago

Job Description

About Marketing and Business Development

A creative group ranging from client managers and communications experts to designers and data wizards, the Marketing and Business Development team are a dynamic and talented global team, operating in a fast moving environment. Some members shape the client strategy, create campaigns that travel and lead the digital presence. Others work with journalists, put on high-profile events, tell compelling stories, and tackle complex business issues. Together, the firm defines the client experience and shape the perception of the company around the globe.


About The Role

The Commercial Manager role sits within the Client and Sectors team in London and will report into Senior Manager, Financial Institutions Group. The priority focus of this role is to: 

  • Work as a senior member of the Marketing and Business Development team to provide commercial advice to how to optimally manage client relationships.

  • Implement and evolve the commercial management of the most important Financial Institutions clients and for the sector as a whole.

  • Optimise the management of financial and procurement relationships with key clients.

  • Coach Business Development Managers across the MBD function on how to apply these techniques to the relationships they manage.


Key Responsibilities 

The Financial Institutions Group ("FIG") is the largest of the eight sector groups. The sector comprises many of the largest and most complex client relationships. These clients are some of the most advanced in structuring and managing commercial terms, with experienced procurement functions, and pressure to reduce costs and improve efficiencies.

The Commercial manager needs to find the most effective means of managing the commercial relationship with these key clients, in order to give each client the best possible service, whilst meeting internal financial performance needs. It is a difficult balance to strike - combining the technical skills to review the commercials, with the ability to devise a new way of managing these relationships, and persuading people to adopt what is proposed. 

This is a highly visible role in the largest sector, which would give the commercial manager the opportunity to take on increased responsibility rapidly. 

Optimising FIG sector profitability 

  • Analyse and interrogate FIG sector and key FIG clients profitability performance, deriving an understanding of key trends and profitability drivers, and levers for improvement.

  • Identify specific actions to make profitability improvements, and a proposed program to make improvements to the commercial management of relationships. Actions could include (i) client or matter take on (ii) use and optimization of legal service Centre (iii) use of creative fee arrangements (iv) selectivity on type of work/ staffing (v) fee earner training.

  • Win buy-in from key stakeholders for a program to improve the commercial management of key client relationships.

  • Establish targets and key performance indicators and track performance.

  • Collaborate with lead partners, and Pricing, Finance, Client Solutions and Global Markets teams, and Knowledge.


Shape the commercial relationships with key clients

  • Use a technical understanding of financial aspects of commercial relationships (e.g. fee deals, rate cards, value accounts and billing) to engage and challenge financial and pricing experts, both internally and within the client.

  • Work with pricing and finance teams to implement best-in-class commercial management of key FIG relationships. 

  • Develop processes and systems to optimally manage the financial relationships and deliver on client service commitments. 

  • Train business development and fee earners to manage key commercial relationship at banks. 

  • Work with lead partners, Client Solutions, Global Markets, Knowledge, Pricing and centralised Pitch Centre teams on high-value pitch opportunities to innovate how the firm presents its commercial proposition to clients.


Client relationship management

  • Own client relationship management support for a number of the most important clients, and advise senior lawyers on how to articulate the value they deliver. 

  • Develop an in-depth understanding of those clients, based on building an ongoing understanding of their strategy and issues through research and current awareness. 

  • Develop ideas for discussion with client Relationship Partners with a view to further developing relationships with individual clients and identifying business opportunities. 

  • Instigate client feedback at pitch, mandate / project and relationship levels.

  • Track financial and relationship outcomes (e.g. opportunities to pitch / pipeline management). 


Skills & Experience 

  • Degree educated with a minimum of 2:1 final grade, with post-graduate legal and/or marketing qualifications.

  • Understand the commercial drivers of client relationships

  • Highly experienced in negotiating or structuring complex commercial arrangements.

  • At ease in conversations with clients on the commercial aspects of a relationship.

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