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Regional Commercial Director - EMESA

Boston Consulting Group

Boston Consulting Group

Multiple locations
Posted on Monday, July 8, 2024


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 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 providing leverage to the EMESA Commercial Senior Directors across the rest of the countries also 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" procurement specialist with experience in negotiating indirect services categories including consultancy spend, as well as having worked himself 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



  • Curious, creative and a strong team player
  • Able to flex management style according to people and context, strong interpersonal skills
  • 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
  • Travel flexibility (up to ~20%)


  • Master's degree (or equivalent) in business or related field, or MBA
  • At least 8 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
  • Fluent in Arabic – additional languages would be a plus
  • Strong leadership skills: impactful, agile, with ability to learn fast and be proactive to push multiple fronts in parallel.


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