Position Summary

The position is a critical role as part of the regional team that provides commercial support to CCOs (Client Coordinating Officers), MDPs (Managing Director & Partners) and Partners to set up and negotiate frame contracts and large / complex deals for our key clients.

This is a senior commercial role requiring significant experience, commercial judgement and the credibility to work closely with BCG's senior leaders on complex and strategically important client arrangements.

The countries within scope of support are part of Europe, Middle East, Africa and South America, collectively known as the EMESA region. Within that, the focus of this position would be particularly Middle East, while also providing leverage to the EMESA Commercial Senior Directors across the rest of the countries as needed. This individual will report to EMESA Business Development Executive Director, as part of the EMESA Business Development Team. This position will also have a strong interaction with the rest of the members of Business Development / Client Team Function, at global, regional and local level.

On a day-to-day basis, this position requires working closely with Finance, Legal and Risk teams within BCG, in addition to the Global Revenue Management network to support negotiations and contract management processes.

We are seeking a "hands-on" commercial and procurement professional with significant experience in negotiating indirect services categories including consultancy spend, as well as relevant experience within the professional services or consulting environment. You will need to demonstrate strong negotiation skills, commercial acumen, sound business judgement and the confidence and credibility to work with senior stakeholders on complex commercial matters. You will need to be able to work under pressure with short deadlines to deal with demanding stakeholders and provide guidance to ensure strong contracts and commercial agreements.

Main Responsibilities

• Support commercial negotiations for frame contracts and large/complex deals, including VBP projects, providing guidance to ensure strong set up — commercial terms (primarily) and legal terms (secondarily)
• Perform price analysis and review key contracts and frame agreements in the region
• Track status of negotiations, ensure keeping summary view of final terms
• Coordinate the implementation of negotiated contracts with legal and finance
• Build up commercial negotiation know-how and capabilities around contracting, project set-up and negotiation, pricing and risk management. Proactively share commercial negotiation know-how developed with internal stakeholders to improve their commercial skills
• Support the development of pricing tools and templates to be used in designing rate cards and volume discount schedules to ensure consistent application of internal guidelines