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Job Description

Company Overview

Bain & Company is the management consulting firm that the world’s business leaders come to when they want results. Bain advises clients on strategy, operations, information technology, organization, private equity, digital transformation and strategy, and mergers and acquisition, developing practical insights that clients act on and transferring skills that make change stick. The firm aligns its incentives with clients by linking its fees to their results. Bain clients have outperformed the stock market 4 to 1. Founded in 1973, Bain has 57 offices in 36 countries, and its deep expertise and client roster cross every industry and economic sector.

Department Overview

Bain’s Business Development (BD) team leads development of the Bain Alliance Ecosystem (BAE), a curated network of partnerships that helps Bain clients and teams get better results faster. The BD team defines the firm’s repeatable model for partnership development and delivery, infusing the model with best practices distilled from all business development activity at Bain. The BD team advises and supports partnership development and delivery by practice, solution and product teams. The BD team leads development and delivery of strategic partnerships with potential to transform Bain’s offering across multiple practices, solutions and/or products.

Position Summary

The Business Development Manager, Operations Excellence, is responsible for development and delivery of the firm’s priority Alliance Partnership relationships in the domain of Operations (Supply Chain, Manufacturing, and Procurement). This role connects best-in-class partners with the needs and objectives of our clients, product owners and practice areas. This role sets the partnership agenda in the domain, identifies the full potential opportunity with each prioritized Alliance Partner, defines the key initiatives to move towards full potential, and delivers against those initiatives.

In addition to overseeing partner relationships day-to-day, this role must forge C-level relationships with the Alliance Partners, and identify and create innovative ways to leverage our combined capabilities. The Business Development Manager will be a trusted advisor to Product and Practice leaders that rely on partnerships in the Operations Excellence domain, and an expert on the “why and how” of integrating these Alliance Partners into our case work and product capabilities. This includes building the ability of Bain case teams to seamlessly deliver integrated solutions to our clients.

Ultimately, the Business Development manager is responsible for developing and delivering a global portfolio of Operations Excellence partnerships that enable Bain clients and team get better results faster. This individual should plan on 20-30% travel, including international travel.

Essential Functions

• Connect best-in-class partnerships with the needs and objectives of Bain’s clients, product owners, and practice areas
  • Forge enduring C-level relationships with the Alliance Partners (e.g., serve as guardian)
  • Develop and deploy end-to-end commercial scaling for portfolio of partnerships in the manufacturing domain (e.g., joint marketing, commercial pipeline management, selling and delivery support, repeatable model definition, full potential Point of View)
    • Champion governance process (e.g., Steering Committee membership and content; Working Team/Group cadence and process, etc.)
    • Oversee management & growth of Alliances/partnerships portfolio in the manufacturing domain, including both strategic direction and day-to-day operations
  • Identify and create differentiated Bain solutions & products (Bain + Alliance collaborations) to deliver innovative high-impact client results, by working across the Bain client and practice leadership teams and BD team
  • Identify and pursue valuable Intellectual Property (IP) collaboration opportunities (e.g., joint publications, Bain Certified assets, custom technology, etc.); proactively surface potential Partner contributions to practice leadership teams
  • Lead partnership negotiations across all dimensions of the relationship
  • Diplomatically address and course-correct partnership concerns with Alliance executive team and Bain stakeholders, as necessary
• Design and integrate Alliance Partners’ unique capabilities into Bain case work and client & product solutions
  • Expert on the “why and how” of integrating Alliance Partners into Bain client service model
  • Sought after expert in deploying and developing high-impact Alliance Partnership in selling, serving, and IP/brand building opportunities (across Bain and client stakeholders)
  • Own end-to-end capability integration (e.g., General Services & APIs, joint IP development)
  • Establish, evolve, and disseminate governance structures and processes (e.g., front-line collaboration expectations, escalation pattern, partnership PR, etc.)
  • Create successful outcomes by leading integration of partnerships into Bain case work, proposals, and IP; working closely with relevant product, practice and client teams
    • Ensure swift and complete knowledge transfer to front-line teams collaborating with Alliance Partners
    • Provide ongoing coaching to joint teams, as projects are scoped and delivered
    • Proactively identify and resolve client-specific issues, in collaboration with front-line client teams
• Trusted advisor to Bain’s Product and Practice leaders who rely on these partnerships
  • Set strategic direction and prioritize joint initiatives across portfolio of partnerships in the manufacturing domain, including running annual full potential review alignment, in collaboration with internal Bain champions and external Alliance partner leadership team
  • Minimize business risk associated with Alliance Ecosystem partnerships, including oversight of Technology and Security reviews and Risk Assessment outcomes
  • Serve as central point of coordination for all domain partnership integrations and initiatives
  • Advise practice leadership on opportunities to accelerate client and commercial impact via partnerships
  • Serve as expert resource to Bain’s broader Business Development community
    • Contribute to enhancing Bain’s repeatable partnership playbook: knowledge capture and synthesis
  • Develop systematic way to scan landscape and be on front-end of industry trends with repeatable model to identify new opp’tys in ecosystem on regular basis (systematic central clearing house for variety of sources – BCN, Bain team, etc.)
• Lead a small team of resources to deliver these objectives, and will be responsible for managing and mentoring those individuals
  • Strikes the right balance and sustainable pace: prioritizes activity, matches demand to resources
  • Provides daily management and direction to assigned staff
  • Contributes to and is accountable for team member’s professional development through coaching and performance feedback
  • Cultivates strong collaboration and teamwork across team and group
  • Coaches team to adopt a strong service orientation in everything they do: creates promoters
  • Continually leads and develops team members to ensure high quality results and processes
• Inspires and leads by example

Qualifications

Required

• Bachelor’s degree
• 10+ years work experience
• Strategic, entrepreneurial thinker – able to innovate and develop new products & services that leverage unique strengths of our Alliance Partners and meet the needs of our Bain clients and employees
  • Able to quickly understand diverse business issues and design credible solutions
• Creative negotiator – comfortable working with senior executives to identify compelling win/win business opportunities; able to manage risk/reward across new and evolving business initiatives
• Exceptional communicator - excellent written and verbal communication skills, able to build excitement and support for new ideas and ways of working
• Successful relationship manager - Able to understand diverse motivations and influences and identify ways to build win/win partnerships
  • Comfortable bringing multiple parties to a consensus solution
• Strong collaborator - able to build internal consensus with Bain partners, practice and product leaders in a matrix structure
• Team leader – able to inspire teams and drive joint results

Preferred

• MBA
• At least 3 years of Bain or similar management consulting experience
• Partnership management experience – previous experience leading partnerships
• Experience in Operations (Supply Chain, Procurement, Manufacturing) domain