Manager, Revenue – Strategic Clients

Vista previa de la oferta

Manager, Revenue – Strategic Clients

manager · Consulting

Job Summary

The Manager, Revenue – Strategic Clients leads the day-to-day billing and revenue operations for a strategic client or portfolio of key clients, while promoting accurate, timely and compliant billing practices across the Firm. Working closely with timekeepers, including Partners, Firm leadership and cross-functional teams, the Manager, Revenue – Strategic Clients drives operational excellence, delivers a high standard of service and supports the Firm’s financial objectives through disciplined billing execution, intelligent reporting and proactive problem solving.

The role combines end-to-end billing ownership with financial reporting, billing analytics, client reporting, and collections support. It ensures that billing activity is accurate, timely and aligned with client guidelines, fee arrangements, engagement terms and Firm policies, while supporting the effective management of the client relationships and financial performance. The Manager monitors work in progress, unbilled disbursements, draft and invoice aging, write-downs, rejections, collections performance and budget-to-actual results. The role translates this information into clear, actionable reporting for Partners, Finance leadership and client account teams, identifying trends, risks and opportunities affecting realization, cash collection, invoice acceptance and client service.

The Manager also provides leadership, direction and development support to the revenue team, establishing clear priorities, fostering accountability and ensuring consistent delivery across the portfolio. The role identifies opportunities to strengthen processes, controls and technology-enabled workflows, driving continuous improvement in billing quality, cycle times, reporting and client experience.

Key Responsibilities

Strategic Client and Billing Management

• Own the end-to-end billing process for an assigned strategic client or portfolio of key clients, including proforma preparation, bill review, invoice submission, e-billing, appeals and follow-up on payment-related issues

• Act as the principal Finance contact for billing partners, matter teams, practice assistants and relevant client contacts on billing matters

• Develop a detailed understanding of assigned client billing protocols, fee arrangements, rate structures, staffing requirements, matter plans and e-billing rules

• Ensure all invoices comply with client guidelines, engagement letters, alternative fee arrangements and Firm billing policies

• Coordinate the review of proformas, time entries, narratives, rates, disbursements and matter data to identify errors, potential reductions or compliance concerns before submission

• Oversee the preparation, revision and finalizing of draft invoices, incorporating partner comments and ensuring timely approvals

• Manage invoice submissions through client portals and third-party e-billing systems

• Track invoice status, analyze rejections, reductions and aging trends, and coordinate corrective actions with internal stakeholders and client contacts

• Lead the resolution of complex billing issues, including rate exceptions, timekeeper approvals, matter setup concerns, billing guideline conflicts and invoice disputes

• Maintain accurate, complete and accessible billing records, client instructions and partner-specific billing notes.

Revenue Operations and Performance Management

• Manage monthly, quarterly and year-end billing cycles for assigned clients and team portfolios, ensuring the timely achievement of billing and revenue objectives

• Monitor work in progress, unbilled disbursements, draft aging, invoice aging, rejections and write-down trends, escalating material risks promptly

• Produce monthly and ad hoc billing, revenue and performance reporting for partners, Finance leadership and other stakeholders

• Identify trends affecting realization, collections, invoice acceptance or operational efficiency, and recommend practical solutions

• Support initiatives designed to improve billing timeliness, realization, cash flow, data quality and client service

• Establish and maintain appropriate controls to support accurate billing, consistent recordkeeping and compliance with Firm procedures

• Coordinate with Cash Receipts, Accounts Payable, matter management, pricing and other Finance teams to resolve client account, payment and vendor-related inquiries

Team Leadership and Development

• Provide direct leadership, supervision and day-to-day support to revenue team members

• Allocate workloads, set priorities and ensure appropriate coverage during peak billing periods, employee absences and month-end or year-end deadlines

• Monitor team performance against service, quality and productivity expectations, providing regular feedback, coaching and development support

• Identify training needs and design or lead training sessions on billing systems, client requirements, e-billing processes, quality standards and best practices

• Ensure effective cross-training and succession coverage across the team to reduce operational risk and strengthen resilience

• Foster a collaborative, accountable and client-focused team culture that supports Firm and departmental objectives

• Maintain staff attendance records and manage time-off requests in accordance with applicable policies.

Process Improvement and Stakeholder Management

• Review workflows and identify opportunities to streamline processes, improve controls and reduce manual effort or recurring billing errors

• Partner with Finance leadership and operational teams to implement process enhancements, system improvements and strategic client service initiatives

• Liaise with the Manila Billing Team to coordinate the preparation of proformas, draft invoices and final invoices, ensuring clear instructions and quality control

• Escalate material operational issues, client risks and resource concerns to the Senior Manager of Billing, with clear recommendations for resolution

• Support strategic client reviews and internal account meetings by providing billing insights, performance data and recommendations.

Required Knowledge, Skills and Competencies

• Strong knowledge of legal billing operations, complex client billing arrangements and e-billing processes

• Demonstrated experience managing strategic, high-volume or complex client accounts

• Ability to interpret and apply client billing guidelines, rate agreements, alternative fee arrangements and invoice submission requirements

• Strong leadership skills with experience supervising, coaching and developing team members

• Excellent written and verbal communication skills, with the ability to engage confidently with partners, attorneys, client contacts and Finance colleagues

• Sound judgment, strong ownership and the ability to anticipate issues before they affect billing outcomes or client relationships

• Ability to manage competing deadlines, prioritize effectively and maintain accuracy in a fast-paced environment

• Strong analytical and problem-solving skills, including the ability to identify root causes and drive issues through to resolution

• Exceptional attention to detail and commitment to service quality

• Advanced proficiency in Microsoft Office, particularly Excel, including pivot tables, data analysis and reporting

• Experience with 3E or a comparable legal financial management system preferred

• Experience with major e-billing platforms and intermediary systems preferred.

Required Experience

• Bachelor’s degree in Finance, Accounting or a related discipline preferred.

• At least five years of legal finance, billing or revenue management experience.

• At least three years of people management or team leadership experience preferred.

• Experience in a comparable revenue, billing or finance role within a law firm preferred.

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The salary range for this position in LA is $136,000 - $170,000.

This role reports to

Equal Opportunities

White & Case is an Equal Employment Opportunity (EEO) employer and is committed to creating a fair workplace. It is our Firm’s policy to recruit, employ, train, compensate and promote without regard to race, color, religion, creed, national origin, age, gender, sexual orientation, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable law.

Applicants who are interested in applying for a position and require an accommodation during the process should contact talent.acquisition@whitecase.com.

Benefits at White & Case

White & Case LLP offers a comprehensive suite of benefit programs to all eligible employees, including medical, dental, and vision insurance, life and disability coverage, 401(k) retirement savings, vacation time, and leave programs (including parental leave). Exempt roles are also performance bonus eligible.

The Firm may modify and amend any job description at any time in its sole discretion. Nothing herein creates a contract of employment or otherwise modifies the at-will nature of employment.

The above is only a general description of the essential duties associated with this position and does not represent an exhaustive or comprehensive list of all duties.

Note to Recruitment Agencies

Our internal Recruitment team manages all aspects of lateral hiring. All agencies must have signed terms of business—specific to the relevant office—before submitting any candidates. CVs or applications sent directly to White & Case partners or employees will also not be considered formal introductions. If you have questions, please contact the relevant Recruitment team. We work with our preferred suppliers when engaging agencies.