Commercial Director - Middle East

Boston Consulting Group (BCG); Dubai; On-site; AED 500,000 - 900,000; Full time

Job summary

Boston Consulting Group (BCG) is seeking a senior commercial professional to support frame contracts and large/complex deals for key clients in the EMESA region, with a focus on the Middle East. You will coordinate with Finance, Legal, and Risk, and work closely with senior leaders on strategic arrangements.

You will negotiate indirect services and provide guidance to ensure strong contracts, while building commercial know-how and tools for pricing and risk management across multiple countries.

Qualifications

• 10+ years of relevant professional experience preferred.
• Procurement leadership in a leading market player.
• Experience in a leading professional services company; consulting preferred.
• Fluency in English required; other Middle East languages advantageous.
• Ability to manage complex commercial contingencies and risks.

Responsibilities

• Issue and guide negotiations for frame contracts and large deals.
• Perform price analysis and review key contracts in the region.
• Track negotiation status and maintain final-terms summaries.
• Coordinate contract implementation with legal and finance.
• Develop pricing tools and templates for rate cards and discounts.

Skills

Curious, creative & team player

Interpersonal skills

Negotiation & argumentation

Analytical thinking

Communication & presentation

PowerPoint & Excel

General computer proficiency

Education

Master's degree in business or related field

MBA preferred

Fluency in English

Tools

PowerPoint

Excel

Job description

Locations: Riyadh | Dubai

Who We Are

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.

What You'll Do

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

What You'll Bring

YOU'RE GOOD AT

• Curious, creative and a strong team player
• Able to flex management style according to people and context, strong interpersonal skills
• Capable to find ways to change the game in our clients and develop smart arguments to position BCG's value at negotiations
• Excellent analytical skills and hypothesis-driven thinking as well as good planning and organizational skills
• Excellent communication, presentation, listening and influencing skills
• Strong PowerPoint and Excel skills; general computer proficiency

Experience & Qualifications

• 10+ years of relevant professional experience preferred, with a combination of
• o procurement leadership experience for a leading market player, including experience as a buyer or seller of strategic consulting services
• o and relevant experience within a leading professional services company; consulting experience preferred
• Master's degree (or equivalent) in business or related field, or MBA preferred.
• Fluency in English is required; additional languages, including languages relevant to the Middle East, would be an advantage.
• Demonstrated experience negotiating complex commercial arrangements, with strong commercial acumen and sound business judgement, including the ability to manage commercial contingencies and risks and develop compelling arguments that position BCG's value effectively.
• Proven ability to
• o operate independently in a complex, ambiguous and fast-paced environment, exercising sound judgement and initiative while managing multiple priorities.
• o work closely and effectively with senior level partners in a collaborative manner
• o team successfully within a complex matrix-structured organization spanning multiple cultures
• o develop and progress in a fast-paced, global, intellectually intense, service-oriented environment
• Strong leadership skills: impactful, agile, with ability to learn fast and be proactive to push multiple fronts in parallel.
• Travel flexibility (up to ~20%)

Boston Consulting Group is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity / expression, national origin, disability, protected veteran status, or any other characteristic protected under national, provincial, or local law, where applicable, and those with criminal histories will be considered in a manner consistent with applicable state and local laws.

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