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Commercial Director

New Delhi, India | Global Management Consulting Firm

  • Industry:
    Management Consulting
  • Position Type:
  • Functions:
    Finance (Internal)
    General Management
  • Experience:
Job Description:
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The position is a critical role providing support to CCOs (Client Coordinating Officers) and Partners to set up and negotiate contracts for large deals for clients, including complex VBP (Value Based Pricing) projects and to support frame contract negotiations.

Although based in Gurgaon, the scope of the role will include the whole of Asia Pacific region.This individual will therefore have a strong interaction with individual partners, the CPC (Client Portfolio Committee) in each of our 5 geographic systems and the AP Client Team, in order to prioritise and align on specific cases to work on.

On a day to day basis, this position requires working closely with Finance, Legal and Risk teams within BCG, in addition to the current Commercial Director in AP, as there is increasing demand from Partners to support negotiations but also in contracting and contract management.

We are seeking a "hands-on" specialist with experience in the procurement area in the fast-moving environment of a leading market player, as well as in the professional consulting business. You will need to demonstrate strong negotiation skills and commercial aptitude to deal with demanding stakeholders and provide guidance to ensure strong contracts and commercial agreements.


· Conduct commercial client negotiations for frame contracts and large/complex deals, including VBP projects

· Identify the requirements for each particular contract situation; owning, developing, and leading the process

· Provide guidance to ensure strong set up for frame contracts and commercial assignments – commercial terms (primarily) and legal terms (secondarily)

· Refine pricing for complex contracts and frame agreements, using cost of case-team projections from Finance and ensuring alignment on the underlying resourcing plan – with the aim of improving overall price realisation and case profitability

· Coordinate the implementation of negotiated contracts with Legal and Finance

· Support Partners during the contract management phase for large projects to provide help with specific issues (interpretation of contract clauses, renegotiation of the contract, etc.)

· Build up commercial negotiation know-how and capabilities around contracting, project set-up and negotiation, pricing and risk management. Proactively share this with stakeholders to improve their understanding of the commercial environment

· Coaching Partners and Principals in the region, to improve their commercial capabilities when required

· Find game changing ways to develop smart arguments to position BCG's value at negotiations



•Superior risk management and mitigation skills spanning both commercial and legal issues common with complex contracting

•Strong leadership skills, impactful, agile, with ability to learn fast and be proactive to push multiple fronts in parallel

•Proven ability to work successfully within a complex matrix-structured organization spanning multiple cultures

•Performed successfully in a fast-paced, global, intellectually intense, service oriented environment

•Demonstrated ability to work effectively in an international environment with people at all organizational levels

•Ability to understand and manage complex reporting relationships and incorporate understanding of multiple labor laws and cultures in coaching and recommendations

•Independently minded with the ability to influence and manage senior level partners

•Ability to find ways to change the game in our clients and develop smart arguments to position BCG's value at negotiations

•Excellent communication, presentation, listening and influencing skills

•Commercial sense as well as strong interpersonal skills

•Excellent analytical skills and hypothesis-driven thinking as well as good planning and organizational skills

•Proven ability to work closely and effectively with senior level partners in a collaborative manner

•Experience in managing contingencies and risks

•Ability to work independently in absence of daily supervision, exercising sound judgment and initiative

Integrity, honesty and ethically minded with a passion for supporting and helping others improve their performance and achieve excellence



•Master's degree (or equivalent) in business or related field, or MBA

•Procurement leadership experience for a leading market player with excellent procurement skills

•Relevant experience in a leading professional services company (consulting company preferred)

•Demonstrable hands-on experience leading and negotiating complex commercial constructs involving professional services arrangements

•Proficient negotiation skills in English (both written and verbal)

•Strong PowerPoint and Excel skills; general computer proficiency

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