Job SpecificationPractice Groups: Performance Transformation (PT) & Commercial Effectiveness (CE)
Location: New York, San Francico, Boston, Chicago, Washington DC, Toronto, Dallas
Role: Commercial Effectiveness - Senior Consultant, Associate, Engagement Manager
Commercial EffectivenessThe Commercial Effectiveness practice within Performance Transformation drives profitable revenue growth through services like pricing strategy, go-to-market design, and sales force effectiveness embedded in transformational programs. What sets us apart is deep industry experience, data-driven methods, and tailored solutions that balance consistency with market-specific needs, helping clients capture growth and sustain competitive advantage
RoleSenior Consultant / AssociateSenior Consultants / Associates are core members of Oliver Wyman's consulting teams, taking significant ownership of project work while working closely with clients, Engagement Managers, and Partners. The position offers strong career and growth opportunities for talented, highly motivated professionals who demonstrate excellent analytical, problem-solving, and interpersonal skills. Initial responsibilities typically include:
- Owning significant workstreams within client engagements, taking responsibility for the quality and timely delivery of analyses, insights, and recommendations.
- Structuring complex and ambiguous business problems, developing hypotheses, and identifying the analyses and information required to test them.
- Conducting rigorous quantitative and qualitative analysis, synthesizing findings, and translating them into clear, actionable insights for clients.
- Working closely with clients on a day-to-day basis, building trusted relationships with client counterparts and contributing confidently to client discussions, interviews, and working sessions.
- Developing compelling client deliverables and effectively communicating findings and recommendations through presentations and discussions.
- Supporting Engagement Managers and Partners in project execution through effective work planning, prioritization, and proactive identification and resolution of issues.
- Providing day-to-day guidance, coaching, and feedback to more junior team members, including Consultants and Analysts, and helping ensure the quality of their work.
- Contributing to the development of intellectual capital and thought leadership by bringing new perspectives, expertise, and insights to client and firm topics.
- Supporting business development activities, including research, proposal development, and identification of potential opportunities within existing client relationships.
- Contributing actively to firm-building initiatives, recruiting, and the broader Oliver Wyman community while developing expertise and a strong internal network.
Engagement ManagerEngagement Managers are critical leaders within our consulting team, working side-by-side with our clients. The position offers excellent career and growth opportunities for talented, highly motivated professionals with relevant prior experience. Initial responsibilities typically include:
- Providing day to day leadership of client projects and aspects of the client relationship and commercial process within those relationships, teaming with Partners and shares responsibility for the success of a specific engagement(s)
- Leading and managing complex programs to ensure on-time delivery that meets agreed upon goals, leveraging Oliver Wyman best practice, their own expertise and the firm's technical competence
- Guiding and influencing clients in an informed way across all situations including execution of the commercial process, becoming trusted advisors.
- Engaging fully in building business by identifying new and expanded opportunities
- Creating exciting and additive intellectual capital through thought leadership, and are knowledgeable on a broad range of adjacent topics.
- Developing others and build a followership as part of their asset building for the firm
- Leading firm building activities, seen as a role model for firm values with a strong personal brand within and outside of the firm and are well regarded by Partners, peers, and clients
- Overseeing and guiding the consulting team as they develop hypotheses, review client information, and conduct client interviews, derive insights, and produce deliverables
- Supporting Partners in project execution through excellent project management, including work planning, workflow management, and coaching / developing more junior team members
Desired Skills and ExperienceJust as every client project is different, we recognize and value the diversity of backgrounds and skillsets for successful Engagement Manager candidates. We are seeking high-caliber individuals who want to join our winning team. Preference will be given to candidates with:
- 4-7 years of relevant experience in strategy consulting with a top-tier strategy consulting firm (or other similar organization), with preference for experience supporting consumer clients on topline growth, pricing strategy, or other commercial effectiveness topics
- Track record of leading and managing teams, and delivering results in fast-paced, demanding environments
- Strong background in strategic problem solving with demonstrable analytical skills
- Outstanding written and verbal communication skills
- Undergraduate or advanced degree from a top academic program
- Client management experience
- A passion for the creative process and a love for expansive and creative thinking
- An analytical and rigorous approach to uncovering insights
- Excellent verbal/written communication, facilitation and presentation skills
- Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm
- Impeccable judgment with the ability to make timely and sound decisions
- A balance of humility and confidence, always seeking truth from a place of inquiry
- Highly motivated and committed to excellence
- An undergraduate or advanced degree from a top academic program
- Willingness to travel 50% of the time, including internationally
Additional background on our team and work Commercial excellence engagements frequently cut across the following:
- Optimizing commercial levers:
- Sales force and channel optimization: account management, field sales and territory design, multichannel sales
- Pricing, packaging, and promotions: B2C transactional and subscription models, B2B pricing, packaging, and large contract revenue management, after-sales pricing, discounting and promotional effectiveness
- Marketing effectiveness: marketing ROI, loyalty program design, customer value management / "ADR", test and-learn platform, propensity modelling, and digital campaign optimization
- Creating new propositions:
- Commercial strategy: competing with disruptors, price repositioning strategy, market entry and growth acceleration
- New value propositions: future market stimulation, business design and launch
- Product and service offering: bundling and tariff design, ancillary revenue strategy / "add-ons", own-brand development, customer experience design
- Enabling organizations to achieve both:
- Tools and dashboards: visibility & control platform, B2B and B2C sales and pricing tools
- Technology: 3rd party vendor assessment, agile datamarts, and commercial effectiveness tools (e.g. pricing systems, sales incentive systems, e-commerce platforms, digital go-to-market enablers)
- Commercial organization: pricing organization design, talent retention, salesforce incentives and compensation design
- Change enablement: building governance, training programs, and performance management processes to ensure sustainable adoption
Some examples of our recent work include:
- Re-designing SaaS pricing and packaging for a PE-owned software player and quantifying price ranges for each of the packages sold
- Rapid pricing diagnostic for a growth-stage, PE-owned mortgage appraisal software player to identify ~5-10 high criticality, actionable pricing and packaging value creation levers
- Upskilling a PE-owned B2B services organization to renegotiate 100+ customer contracts to drive margin impact
- Developing a pricing organization and operating model for a legacy manufacturer incl. team size, responsibilities, tools, and governance
- Leading a sales turnaround for an industrial gas supplier, including right-sizing the organization, redefining roles of reps, creating new roles and key account structures, and developing a communication program for leadership
- Implementing discounting controls for a global travel operator, redesigning commission structures, policies, and systems
- Designing incentive plans and scorecards for a leading insurance broker, driving 10% sales growth and 20% margin expansion
Beyond client delivery, our practice also invests in developing proprietary IP, tools, and thought leadership (e.g., frameworks, white papers, and case studies) to advance client impact.
The applicable base salary range for this role is $135,000 - $225,000.
In addition to the base salary, this position may be eligible for performance-based incentives.
We are excited to offer a competitive total rewards package which includes health and welfare benefits, tuition assistance, 401K savings and other retirement programs as well as employee assistance programs
