Director, Commercial

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 (the grown-up version of herding cats).

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.