NAMR Commercial Excellence Director

Boston | New York | Summit | Philadelphia | Washington | Chicago | Atlanta | Pittsburgh | Brooklyn | Nashville | Miami | Durham | Dallas | Houston | Austin | Minneapolis | Detroit | Denver | Seattle | Los Angeles | San Francisco | San Diego

Boston Consulting Group partners with leaders in business and society to tackle their most important challenges and capture their greatest opportunities. BCG was the pioneer in business strategy when it was founded in 1963. Today, we help clients with total transformation-inspiring complex change, enabling organizations to grow, building competitive advantage, and driving bottom-line impact.

To succeed, organizations must blend digital and human capabilities. Our diverse, global teams bring deep industry and functional expertise and a range of perspectives to spark change. BCG delivers solutions through leading-edge management consulting along with technology and design, corporate and digital ventures—and business purpose. We work in a uniquely collaborative model across the firm and throughout all levels of the client organization, generating results that allow our clients to thrive.

The NAMR Commercial Excellence Director will be an experienced, strategic leader driving how BCG grows, wins, and deepens relationships across North America. You will lead the NAMR Commercial Excellence function, overseeing a team of 3 that works across BCG teams to enable account teams, offices, practices areas and functions to drive the BCG commercial agenda.

The team’s programs span the account lifecycle:
Relationship Excellence (REx), Proposal Excellence (PEx), account operations and CCO support (including procurement).

This is a build role and will sit on the North America Client Team Leadership Team. You will be instrumental in shaping the vision, operating model, and impact agenda of these newly formed teams, working closely with regional and global leadership to accelerate growth, embed best practices, and redefine how we partner with clients.

• Enhance client relationships and GTM capabilities
  • Set the strategy and annual priorities for Relationship Excellence, Proposal Excellence, and account development, including how NAMR goals ladder up to Global / PA priorities
  • Own the programs, tools, communications, and trainings that deliver them, such as REx trainings, in-office programs, and communications
  • Pilot new approaches, assess results, and scale, evolve, or retire programs on the evidence.
  • Drive the NAMR global commercial initiatives that matter most over the next 18 months including our CRM. Work with the Global Client Team to shape the agenda and carry NAMR learning back.
• Support our largest accounts and their operational / procurement needs
  • Build and refine the account operations model for Client Council accounts, including the steady-state coverage model and which offerings can scale beyond the top accounts.
  • Convene the BST functions that support the Client Council (Finance, Legal, Marketing, Alumni, Staffing, EAs) to review support, surface gaps, and distill learnings
  • Stand up and scale the Procurement Center of Excellence.
  • Run the North America CCO program: governance, hygiene, administration, training, and strategy.
• Scale the commercial agenda across offices, practice areas, and function
  • Embed programs through champions, clear baseline expectations for offices, and content that is easy to use. Build on what offices already do instead of replacing it.
  • Lead change management for new tools and behaviors: build the case, bring stakeholders along, handle resistance, and track adoption until behavior changes.
  • Manage senior stakeholders (MDPs, Partners, CCOs, regional and global leadership) to keep alignment and momentum behind key…