Job Description

About us

We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, culture and talent experience and our ability to be compelling to our clients. You’ll find an environment that inspires and empowers you to thrive both personally and professionally. There’s no one like you and that’s why there’s nowhere like RSM.

*All locations may be considered for this position with hybrid flexibility.

Offering Development Commercial Manager

RSM is a leading provider of audit, tax, and consulting services to middle-market businesses and entrepreneurs across a broad range of industries. RSM’s Outsourced Solutions and Managed Services team provides a strategic bridge between business development, practice leadership, customers, and internal operations. This newly created team offers the opportunity to work in a startup type environment and help build the offering from the beginning and help shape the future of the Managed Services Practice. We are currently seeking an Offering Development Commercial Manager for our Managed Services Practice.

The role will report to the Commercial Lead and be responsible for helping facilitate the financial and commercial success of RSM’s Managed Services Practice. This includes establishing the commercial infrastructure to create both the value proposition for client opportunities, and partnering with key stakeholders to execute on growth plans. The Commercial Manager will also be responsible for direct negotiations with customers on pricing, ensuring compliance with discounting guidelines, and managing the commercial and financial risk of client opportunities. The successful candidate will work closely with the Practice Leaders, Business Development Leads, Technical Leads, and other stakeholders to develop and implement strategic plans for the service line's growth and profitability.

In addition to the core financial and commercial responsibilities, the Commercial Manager will have a significant amount of influence in shaping the future of the Managed Services Practice. This includes working with the Practice Leaders to define the service offerings, target market, and business case for the service lines. The role involves benchmarking competitor pricing, developing innovative commercial models, and ensuring profitability of the division. The successful candidate will be expected to bring forward innovative ideas and approaches and collaborate with cross-functional teams to drive the success of the service lines. The candidate should have an excellent understanding of the managed services industry including trends, competitive landscape, and customer environment.

Key Responsibilities

Commercial Operations:

Develop and implement pricing methodologies and commercial proposals that drive growth and profitability
Undertake financial analysis and presentation of commercial results for enterprise and government opportunities
Develop innovative commercial models (capex, opex, mix) applicable to different customer situations
Establish and maintain pricing processes, sign-offs, and pricing tables

Pricing and Negotiation:

Provide guidance to Business Development teams on product and solution pricing
Bundle products and services with attractive yet financially sound value propositions

Strategic Planning:

Help create and own the commercial function that will serve as the basis for the client and internal value proposition framework
Conduct competitor analysis and stay informed on market trends

Risk Management & Compliance:

Manage commercial and financial risk of opportunities and RFPs
Ensure compliance with all regulatory requirements for pricing

Qualifications

Bachelor's degree in Business, Finance, Accounting, or related field. MBA a plus.
5+ years of experience in enterprise sales, with solid experience in commercial management, pricing, and contract negotiations
Strong analytical and financial modeling skills
Excellent communication and interpersonal skills
Proven track record of driving growth and profitability in a services business
Ability to 'think outside the box' and develop alternative options to meet goals and expectations
Able to work in a fast-paced, startup-like environment and thrive in ambiguity
Passion for innovation and developing new service offerings
Excellent understanding of the managed services industry, including trends, competitive environment, and customer landscape
Experience in product/solution pricing methodologies
Strong skills in developing and implementing business plans and strategic initiatives
High proficiency in Excel, Word, and PowerPoint
Ability to perform complex financial analyses
Resourceful, lateral thinker, driven, and highly goal-oriented
Skilled in performing under pressure and meeting deadlines