WESA Commercial Manager
The Boston Consulting Group GmbH
Lisboa, Distrito de Lisboa, Portugal
há 2 dias
source : JobLeads


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.

The countries within scope of support are Western Europe, South America and Africa, collectively known as the WESA region.

This individual will report to WESA Client Team Senior Director, providing leverage to WESA Commercial Directors. As part of the WESA Client Team, this position will also have a strong interaction with the rest of the members of WESA 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 Commercial Directors network to support negotiations and contract management processes.

We are seeking a "hands-on" procurement specialist with experience in negotiating indirect services categories including consultancy spend, as well as having worked in the professional consulting business.

You will need to demonstrate strong negotiation skills, commercial acumen, be self-motivated and be able to work under pressure with short deadlines to deal with demanding stakeholders and provide guidance to ensure strong contracts and commercial agreements.


  • Support commercial negotiations for frame contracts and large 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

  • Proven ability to work successfully within a complex matrix-structured organization spanning multiple cultures
  • Performed successfully in a fast-paced, global, intellectually intense, service oriented environment
  • Proven ability to work closely and effectively with senior level partners in a collaborative manner
  • Ability to find ways to change the game in our clients and develop smart arguments to position BCG's value at negotiations
  • Experience in managing contingencies and risks
  • Ability to work autonomously in absence of daily supervision, exercising sound judgment and initiative
  • Excellent analytical skills and hypothesis-driven thinking as well as good planning and organizational skills
  • Strong PowerPoint and Excel skills; general computer proficiency
  • Excellent communication, presentation, listening and influencing skills


  • Master's degree (or equivalent) in business or related field, or MBA
  • At least 5 years of professional experience, with a combination of :
  • Procurement leadership experience for a leading market player with excellent procurement skills and experience as a buyer or seller of strategic consulting services
  • Relevant experience in a leading professional services company, consulting company preferred
  • Proficient negotiation skills in English, and very fluent in Spanish and French (both written and verbal)
  • Strong leadership skills : impactful, agile, with ability to learn fast and be proactive to push multiple fronts in parallel.
  • Curious, creative and a strong team player
  • Able to flex management style according to people and context, strong interpersonal skills

    Our business management and operations team members work to ensure that BCG is running smoothly, efficiently, and productively.

    We are made up of executive and administrative (or case team) assistants, visual service artists, receptionists, facilities staff, and the team leaders and office coordinators who manage these operations and business management jobs.

    Yes (20%)


    Full time


    Madrid, Lisbon, Brazil preferred; London, Paris and other locations in S. AMR may also be considered


    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.


    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, protected veteran status, or any other characteristic protected under federal, state 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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