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Job Description

Company Overview

Bain & Company is one of the world's leading global business consulting firms, serving clients across six continents. It was founded in 1973 on the principle that consultants must measure their success in terms of their clients' financial results. Bain's clients have outperformed the stock market 4 to 1. With offices in all major cities, Bain has worked with over 4,150 major multinational and other corporations from every economic sector, in every region of the world.

A career at Bain & Company will provide the opportunity to learn in a collaborative teaming environment, drive impact to support our 'Results' mission statement. The firm has a passionate and rich culture that offers an unparalleled business experience that can carry throughout a career. We hire dynamic individuals that are dedicated to achieving both personal and professional goals. To learn more about the firm, please visit www.bain.com.

Position Summary

Bain is currently looking to take its commercial operations capabilities to the next level, with the ambition of raising partner productivity and transforming how Bain creates and captures demand for its products and sells impactful, scale engagements at its most important clients. A key part of this transformation is the global commercial operations function, to providing world-class commercial operations support to client account teams, industry practices and regions.

This is an opportunity to be a key and founding leader in Bain’s Global Commercial Operations team that will be at the forefront of our commitment to meet these objectives and continue to drive the momentum this initiative has gathered. You will also have the opportunity to shape the team roles, structure, and project priorities as a founding member of the team.

This role will report to the Global Commercial Operations Senior Director and will have at least one analyst level direct report. While the team is being stood up you will report to the Global Industry Practices Leader, Matthew Meacham.

As a manager in the Global Commercial Operations function, you will play a critical role on our team. In addition to partnering with and learning from the key leaders in our business you will have access to the unrivalled support and professional development we offer to all members of the Bain team.

Responsibilities & Duties

• Leading the central commercial operations processes: Coordinate & support major global processes and provide operational support to practices & account teams. This includes:
• Coordinate the client prioritization refresh every 6 months, liaising with the Global Industry Practice areas
• Coordinate the priority client quarterly dashboard (liaison w/ the Bain Capability Center and/or Global Finance team)
• Support the annual partner time allocation process and ensure adequate partner coverage for priority clients
• Coordinate with Industry Practices and regional program offices to support differential investment in high-value priority clients
• Identify and prioritize critical analytics opportunities and support the delivery of data science/analytics solutions to deliver commercial and competitor insights to firm leadership
• Set & maintain reporting standards across practices & regions (e.g. financials, pipeline analysis, must-win outcome assessment) and share monthly commercial reports to practices & regions
• Reinforcing best-in-class commercial excellence behaviors: Identify and define commercial excellence best practices, including standards, methods, and processes, and coordinate the reinforcement of account management and opportunity management disciplines. This includes:
• Set direction, review and update account management and opportunity management standards on a regular basis (e.g., including Perfect Proposal)
• Develop creative and impactful materials and methods to communicate best practices, key standards, and world class processes across account management and opportunity management
• Monitor disciplines across practices and perform quality control, e.g. track sales play usage and performance, perform quality audit on select account plans and sales plays monthly, track pipeline usage across practices & regions bi-annually, conduct win/loss root cause analysis, etc. Identify reinforcement and remediation mechanisms.
• Continuously improving commercial operations capability: Identify critical gaps in our commercial disciplines and design & deploy new commercial operations capabilities to address these. This includes:
• Define the ongoing team structure and operating model of the central commercial operations team
• Refine the role of the industry practices to be more commercially oriented, working closely with the regional practice leaders and practice area managers
• Perform annual assessment to identify critical gaps in our commercial disciplines & to define how to close them
• Design, develop, and pilot new capabilities based on the output from the annual Commercial Excellence assessment, and then work cross-functionally with leaders (incl practice leaders and managers) across the firm to scale the new capabilities and methods
• Support ing the development of the commercial training and apprenticeship curriculum: Oversee commercial skill development to help drive winning commercial behaviors in the Leadership Team. Note that over time, this may become its own role. This includes:
• Define and refine over time a “commercial skills progression” which is consistent with chosen sales framework/methodology
• Set Commercial Excellence on the agenda of major Leadership Team forums (e.g. Worldwide Partner Meeting, Regional Leadership Team sessions) & develop collateral
• Design a multi-media, multi-point training and apprenticeship curriculum that installs and reinforces commercial skills through the most appropriate channels (e.g. global training, online modules, industry practices, etc.)
• Identify major commercial skills gaps in the commercial training curriculum in regular (bi-annual) reviews with the training team
• Provide input to the training team on the agenda for Commercial Excellence at global trainings for the leadership team
• Develop modules for leadership training curriculum and produce annual training for Regional Practice Leaders

Key items to deliver over the first 18 months

• Define the ongoing team structure and operating model of the Global Commercial Operations team, and define the commercial roles in the practices and regions
• Install and reinforce discipline around the Client Prioritization process and ensure it is efficiently and effectively executed (annual review and mid-year update)
• Install an improved program to differentially invest in and support a small number of key client accounts globally
• Develop an overall commercial training curriculum that builds the commercial skills of the partners while reinforcing Bain’s selling philosophy

Career path options

Commercial operations is a critical and well-respected function for Bain which is demonstrated by the significant expansion of the Commercial Operations team. This also means that the Commercial Operations Manager role offers diverse career paths – tangible examples include:

• Advance on the Commercial Operations career path (Director)
• Transfer to one of Bain’s other Global Business Services teams or to one of our Industry or Capability Practices to further expand personal interests or knowledge depth
• Leverage sector expertise and operating experience into roles outside of Bain

Capabilities and skills

• 7-10 years (or MBA plus 3-5 years) of strategy consulting experience or experience in commercial operations in a similar industry (complex products with long lead times) is required, ideally with experience in Commercial Excellence, Transformation and/or Results Delivery
• Innovator and thought leader: designing, piloting and deploying new initiatives
• Strong analytical skills, following a data-driven approach to derive conclusions – experience using commercial operations tools (e.g. Anaplan, Revegy) would be well regarded
• Proven executor with the ability to demonstrate value quickly in new environments
• Relentless, ambitious and resourceful in driving sustained behavior changes
• Confident and assertive in working with senior leaders in the business
• Excellent communicator & influencer, able to create alignment across multiple stakeholders (executive, technical and Bain audiences)
• Strong team player and collaborator, co-operating cross-functionally to achieve strategic goals
• Inspirational Leader, with a track record of managing high-performing, service-oriented team members, motivating and developing colleagues above and below their own tenure
• Energized by the opportunity to improve Bain, with a strong interest in doing so through commercial operations
• Ability to manage confidential and highly sensitive information with the highest levels of discretion and professionalism
• Must operate under the highest degree of accuracy, business ethics, and integrity
• Some travel required
• English fluency required