AP Commercial Senior Director - The Boston Consulting Group

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