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Sr. Director, Americas Contracts and Negotiations

Sr. Director, Americas Contracts and Negotiations

Bain & CompanyChicago, IL, US
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Sr. Director, Americas Contracts and Negotiations

Job ID

99050

Areas of Work

Finance

Employment Type

Permanent Full-Time

Location(s)

Description & Requirements

WHAT MAKES US A GREAT PLACE TO WORK

We are proud to be consistently recognized as one of the world’s best places to work. We are currently the #1 ranked consulting firm on Glassdoor’s Best Places to Work list and have maintained a spot in the top four on Glassdoor’s list since its founding in 2009. Extraordinary teams are at the heart of our business strategy, but these don’t happen by chance. They require intentional focus on bringing together a broad set of backgrounds, cultures, experiences, perspectives, and skills in a supportive and inclusive work environment. We hire people with exceptional talent and create an environment in which every individual can thrive professionally and personally.

WHO YOU'LL WORK WITH

When you join this finance team, you join a rapidly expanding global organization where the hierarchy is relatively flat and you’ll get to interface with senior people early on. Almost every decision at Bain comes back to the numbers, which means at some point, we are involved in supporting all Bain’s commercial decisions and ambitions. If you want to see the impact of your work, already have a specialty, and are reliable, these finance jobs are rich with opportunity.

WHERE YOU'LL FIT WITHIN THE TEAM

The Commercial Contracts and Negotiations Team is tasked with leading Bain’s most complex commercial negotiations and protecting Bain’s standard commercial and finance terms. The current environment Bain is challenged with is one where our clients are facing extreme cost pressures and in turn, targeting our space with alleviating those pressures. As such, the role of the negotiator is to delicately and collaboratively defend Bain’s commercial positions to reach mutual outcomes that protect Bain and maintain or strengthen the Bain / Client relationship while building upon the trust that Bain is known for in the market. The mission and objective of this team are :

  • To mitigate the pressure our clients put on us from a commercial perspective and to ensure sound commercial agreements while maintaining strong client relationships, the team will engage in the following manner :

Advise Partners on preparation for and execution of complex commercial negotiations

  • Engage directly with client and procurement leadership, enabling Partners to focus on serving and building / sustaining relationships with clients
  • Advance Bain’s contracting and negotiation discipline through best practice development, insight papers and training

    • WHAT YOU'LL DO

  • Analyze the commercial elements of client contracts, pricing proposals, rate cards and Bain data to identify key issues as part of the development of the negotiation strategy. This will involve close collaboration with Bain Partners, Legal and Finance to confirm plan and identify any additional priorities.
  • Lead contract negotiation strategy and execution with the client to finalize agreements in a timely and effective manner. This will involve engaging directly with client executives, procurement and finance leaders and other client stakeholders as required given the nature and scope of the negotiation.
  • Support Partners and Account teams in navigating complex RFPs
  • Prepare for contract negotiations by providing coaching and guidance to Partners who are working directly with client project sponsors.
  • Proactively review existing contracts and amendments to identify open issues, connect with Client Heads, Legal and the Regional Chief Financial Officer to develop a plan as required to ensure timely contract renewals and to avoid expiration of rate cards.
  • Work with a cross functional team to drive system improvements in full cycle contract management.
  • Drive the development of metrics, dashboards and reports to monitor the contract negotiation and renewal process and provide insight into management planning. Drive quality standards in execution
  • Perform various ad hoc activities as required for finance and other internal / external stakeholders

    • ABOUT YOU

  • Solid understanding of contracts, pricing, negotiation and procurement.
  • Knowledge of and experience developing alternative commercial constructs, to include fees at risk and risk-based compensation structures.
  • Knowledge and acumen regarding leading negotiation methodologies and specific examples of where and how these have been applied in practice, particularly in a professional services setting
  • Strong executive presence and experience dealing with executive and C-level roles both internally and externally in a negotiation setting
  • Strong ability to influence others, particularly at the executive, partner and C-level
  • Strong technical comprehension of contracts, both legal and commercial terms and conditions
  • Strong process management skills
  • Applicants must have strong analytical, communication, conceptual thinking and problem-solving capabilities, with demonstrated ability to envision the "big picture" while maintaining close attention to detail.
  • Advanced experience with various software applications (Excel, PowerPoint)
  • Proven ability to operate in a dynamic and deadline-driven environment
  • Demonstrated ability to lead project / work activities and manage multiple priorities

    • Required :

  • Bachelor’s degree and 10-15+ years of progressive work experience in negotiations, particularly in a consulting / professional services setting, as well as pricing

    • Preferred :

  • Director level experience at a tier 1 strategy consulting or big 4 professional services firm and / or relevant industry in procurement, strategic pricing and negotiation

    • U.S. COMPENSATION INFORMATION

    Compensation for this role includes base salary, annual discretionary performance bonus, 401(k) plan with an annual employer contribution based on years of service and Bain’s best in class benefits package (details listed below).

    Some local governments in the United States require a good-faith, reasonable salary range be included in job postings for open roles. For all other locations, the good-faith, reasonable annualized full-time salary range for this role is commensurate with competitive geographic market rates for this role and will vary based on several factors including, but not limited to experience, education, licensure / certifications, training and skill level

    In Georgia , the good-faith, reasonable annualized full-time salary range for this role is between, $179,500 - $219,500 placement within this range will vary based on several factors including, but not limited to experience, education, licensure / certifications, training and skill level

    In Illinois , the good-faith, reasonable annualized full-time salary range for this role is between $197,500 - $241,500 placement within this range will vary based on several factors including, but not limited to experience, education, licensure / certifications, training and skill level

    In Massachusetts , the good-faith, reasonable annualized full-time salary range for this role is between $206,500 - $252,500 placement within this range will vary based on several factors including, but not limited to experience, education, licensure / certifications, training and skill level

    In Texas , the good-faith, reasonable annualized full-time salary range for this role is between $188,500 - $230,500 placement within this range will vary based on several factors including, but not limited to experience, education, licensure / certifications, training and skill level

  • Annual discretionary performance bonus
  • This role may also be eligible for other elements of discretionary compensation
  • 4.5% 401(k) company contribution, which increases after 3 years of service and is 100% vested upon start date

    • Bain & Company's comprehensive benefits and wellness program is designed to help employees achieve personal independence, protection and stability in the areas most important to you and your family.

    Bain pays 100% individual employee premiums for medical, dental and vision programs, offering one of the most comprehensive medical plans for employees without impacting your paycheck

  • Generous paid time off, including parental leave, sick leave and paid holidays
  • Fully vested 401(k) company contribution
  • Paid Life and Long-Term Disability insurance

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    Director And America • Chicago, IL, US