AP Commercial Senior Director

2 months ago

Kuala Lumpur, Malaysia Boston Consulting Group Full time
WHAT YOU'LL DO
Join BCG’s dynamic global network of Commercial Senior Directors. This pivotal role supports top-tier leaders (Client Coordinating Officers - CCOs, Managing Directors & Partners - MDPs, Partners) in shaping and negotiating major programs with client Senior Executives, including innovative contingent fee arrangements (Value Based Pricing - VBP projects). As a senior thought partner, you will influence BCG's most successful leaders and clients across the Asia-Pacific region, driving commercial excellence and breakthrough solutions.

We are seeking a "hands-on" specialist with experience in supporting large commercial transactions in the professional services business environment, with demanding stakeholders. You will need to demonstrate the ability to develop highly creative commercial constructs that optimize price v risk and unlock volume, while also finding clever ways to ‘break through brick walls’ in the most complex situations.

The scope of the role will include the whole Asia-Pacific region: Southeast Asia (Malaysia, Singapore, Vietnam, Thailand, Indonesia, Philippines), Greater China, Japan, Korea, India, Australia & New Zealand.

Main responsibilities
  • Develop and shape commercial constructs that are “yes able” to the client while maintaining appropriate economics for BCG and mitigating key risks
  • Conduct commercial client negotiations for frame contracts and large / complex deals, including VBP projects, engaging directly with client executives
  • Provide guidance to ensure strong set up of commercial assignments— commercial terms (primarily) and legal terms (secondarily)
  • Perform price analysis and review and refine complex contracts and frame agreements; Improve price realization of frame contracts and large projects
  • Coordinate implementation of negotiated contracts with legal and finance teams
  • Support MDPs and Partners during contract management phase of large projects to provide help with specific issues (client not willing to pay, interpretation of contract clauses, renegotiation of contract, etc)
  • Build up commercial know-how and capabilities around contracting, project set-up and negotiation, pricing and risk management, and proactively share this with stakeholders to improve their understanding of commercial environment
  • Lead coaching and training of MDPs, Partners and Principals in the region, to improve their commercial capabilities
  • Lead special projects that will drive innovations and enhancements to our commercial strategy and operations

YOU'RE GOOD AT
  • Excellent analytical and problem-solving capabilities
  • Deeply honed practicality and effectiveness
  • Ability to navigate complexity and ambiguity with ease
  • Fantastic communications and influencing skills, including the ability to advise and influence senior firm leaders
  • Skillful relationship builder with ability to quickly gain respect and trust of senior leaders, within and outside the firm
  • Strong presence and gravitas
  • Curiosity, creativity, and innovation – uncomfortable with the status quo
  • Proven ability to work successfully within a complex matrix-structured organization spanning multiple cultures in a fast-paced, intellectually intense, service-oriented environment
  • Proactive with a great entrepreneurial and ownership mindset, with client service orientation
  • Exemplary integrity, judgement and professionalism

YOU BRING (EXPERIENCE & QUALIFICATIONS)
  • BA/BS degree (or equivalent) required. Advanced degree desirable, preferably an MBA, JD, or PhD
  • 15+ years of experience in law, procurement, structured finance, private equity, corporate development, management consulting, or investment banking; typically, at the vice president/director level at investment bank or fund, or equivalent commercial deal experience as a partner at a consulting firm
  • Significant experience working with, and demonstrated ability to influence senior teams (e.g., Managing Directors & Partners, CEOs), preferably in a dynamic project-based work environment
  • Expertise in negotiation, structuring and execution of legal agreements (preferably in structured finance, mergers and acquisitions, legal or procurement); desirable to have business skills across relevant disciplines (i.e. financial, HR, legal, tax)
  • Project and team management experience
  • Experience in multinational environments desirable
  • Fluency in English is required. Additional relevant languages to the Asia-Pacific market (especially Mandarin) are desirable but not required.
Key competencies:

Leadership, Impact & Change
  • Established leadership skills
  • Influences across the firm effectively originating ideas, leading change, and championing and gaining commitment
  • Challenges traditional way of doing things – moves beyond the obvious
  • Passion for self-development; Proactive in finding opportunities to stay at the leading edge of best practices and identifying ways to amplify influence and impact with key stakeholders.
Decision Making
  • Ability to thrive in a dynamic environment with strong problem solving and analytical skills
  • Thought leadership in identifying opportunities for improvement and developing practical solutions
  • Independently resolves complex issues/problems
Technical & Functional Expertise
  • Develops and applies appropriate strategy, navigating delicate balance of thoughtfully negotiating controversial issues in a client service context
  • Identifies and mitigates risks, guides key stakeholders to outcomes in best interest of BCG
  • Provides thought leadership and creative solutions on deal structure, pricing, and investment strategy to optimize price vs. risk and unlock volume
  • Applies competitive / local market and nuanced expertise to inform and tailor commercial strategy, approach, and deal constructs
  • Provides thought leadership to contribute to the design / enhancement of commercial IP / best practices
  • Ability to coordinate gathering of information from multiple senior stakeholders, quickly learn key technical issues, and sensitivity to recognize potential conflicts
  • Able to integrate broad knowledge base beyond own area/functional expertise
  • Strong business skills and judgment
Communication, Interpersonal & Teaming
  • Strong relationship manager and ability to interact across all levels of BCG and externally with client counterparts
  • Excellent written & verbal communication skills, in English
  • Intellectual curiosity combined with sensitivity to the many different legal and cultural differences that exist across the 50+ countries in which BCG operates
Planning & Work Management
  • Focuses on the most critical issues that have the highest impact on the organization and business needs
  • Works effectively with significant ambiguity and fluctuating priorities and constraints
  • Able to juggle multiple initiatives, short- and long-term priorities

YOU'LL WORK WITH
This role is part of the AP Client Team (which includes three other Commercial Senior Directors and one Commercial Director), working closely with senior MDP leaders (AP Client Team Chair and AP Commercial Partner), as well as the AP Client Team Senior Director. The AP Commercial Senior Director also closely interacts with the global network of Commercial Senior Directors to share best commercial practices across BCG. On a day-to-day basis, this position requires teaming closely with MDPs, the rest of the AP Client Team and other functions such as Finance, Legal and Risk teams within BCG.

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