Director, Commercial

Fragomen•Ontario, CA

25d

About The Position

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.

Requirements

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.

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.

Benefits

Fragomen is committed to promoting diversity, inclusion and equal opportunity for all employees and applicants, regardless of race, ethnicity, heritage, gender, age, religion, disability, sexual orientation, gender identity or intersex status.
At Fragomen, we do meaningful and impactful work for our clients and put a focus on our Responsible Business Practices: #LifeAtFragomen: We drive innovation and change. We respect colleagues, embrace diversity, and empower others.
#FragomenForward: At Fragomen, pursuing an equal, diverse, and inclusive workforce goes beyond a policy. It’s part of our DNA—and always has been. Year after year, we are recognized as leaders in diversity in our industry.
Giving Back. We have a deep history of giving back to the communities where we live and work—and we continue that mission today. Serving the less fortunate by providing advice and community support where it is most needed allows us to help immigrants secure a better future for themselves and their families.
Corporate Social Responsibility. We believe there is more to success in business than generating profit—we want to do well by doing good. We are committed to considering the impact that our business decisions have on our people, our planet, the communities in which we work and our clients.
Sustainability. Fragomen is focused on sustainability in our business operations and practices—and we know there is much work to be done, with countless opportunities available to minimize our impact on the environment
Well-being. We are committed to implementing firmwide initiatives that support the health and wellness of our people, including programs to address work-life balance and benefits that cover a wide range of well-being needs of all employees.
Our #FragomenWorks program provides the ability to be successful at home or in the office, via Hybrid & Remote work arrangements.
Our Feedback Works process includes three managerial check-ins per year to help you progress in your career.
Unique learning programs like: Fragomen Academy, Leadership Academy, Practical Management Academy, and Regional Development Conferences.