Practice Consultant - B2B Customer Strategy

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 

Customer is the Bain Practice responsible for defining the intellectual property, marketing and commercializing Bain’s approach to Customer strategy, transformation, and operations, including Marketing, Customer Experience and B2B Commercial Excellence Solutions. This role is within the B2B Commercial Excellence solution, which spans all the capabilities needed for a B2B company to sustain organic growth, including go-to-market design, productivity, growth acceleration, pricing, marketing effectiveness and customer experience

WHERE YOU’LL FIT WITHIN THE TEAM  

 The B2B Commercial Excellence (CE) Solution Consultant is responsible for building out and innovating on the collateral, tool(s), partnerships (with Business Development) required to grow Bain’s CE Products and meet client needs in this area.  The Solution Consultant will develop, manage and commercialize Bain’s product offerings in this domain to grow and evolve our offerings in line with our client’s needs.  The Solution Consultant will do so in collaboration with case teams, clients, capability and industry teams.

WHAT YOU’LL DO  

• Support the management and commercialization of B2B Commercial Excellence products Contribute to product strategy, help define product offerings and produce supporting materials, ensuring all innovations/builds have a commercial objective and specific client situation for testing/use. 
  • Support the execution of priority initiatives outlined in the product’s strategy in collaboration with product experts. 
  • Perform and optimize product health analyses (for example, voice of customer feedback, revenue, win/loss, competitive intelligence)
  • Help maintain a well-structured product architecture including product overviews, commercial proposals, delivery guides, results stories, partnerships as well as demos and digital assets for use in client development discussions.
  • Run analysis to identify trends and gaps in our IP/products and help maintain a prioritized backlog of innovation needs, including diagnostics and technology infusions/digitization based on client needs and commercial opportunities (e.g., demos, automation tools, digital assets) 
  • Build sales collateral and demos for tools and partnerships associated with the products.
  • Collaborate with Knowledge Management teams to support the codification of playbooks and ‘how-to’ guides for the product, based on on-going case work. 
• Support the development plans to ensure successful delivery of projects in this domain.
  • Contribute to defining the sell and serve resources required. 
  • Know and build relationships with experts and affiliates, collecting and acting on frontline (client and case team) feedback on product relevance in client situations. 
  • Build and maintain elements of training resources (e.g., onboarding materials, trainings for case teams and affiliates) 
• Support realization of the commercial full potential of the products.
  • Contribute discrete elements of the product commercialization readiness and plan.
  • Help maintain a product pipeline with purpose of ensuring pipeline health and ensuring experts are attached to opportunities to maximize win rates.
  • Collaborate with the Commercial team on commercialization activities (e.g., develop targeted sales plays targeted at specific sectors, industry road shows, webinars, articles) 
• Support product management across multiple stakeholders, including:
  • Customer Commercial Enablement team who leads commercialization activities incl. proposal support
  • Commercial Excellence Knowledge Management team who leads knowledge capture and share with case teams.
  • Business Development who leads product partnerships
  • Marketing who leads Bain’s role in major events and published thought leadership
• Collaborate with Practice Senior Manager leads for major Growth Led Transformation and Growth Acceleration (Sales Play System) products on the above, while developing pieces of key sub-products (i.e., Sustained Commercial Productivity, B2B Marketing, B2B Customer Experience, Go-to-Market Integration)
• Drive innovation workstreams to advance products’ selling and delivery IP in line with client demand and frontline feedback:
  • Drive innovation workstreams by generating hypotheses, performing complex analyses, and pushing insights to conclusive recommendations on topics like diagnostics and technology infusions/digitization, based on client needs and commercial opportunities, 
  • Collaborate with Bain Capability Network CoE, consulting IP teams and product experts
  • Suggest ideas and, where appropriate, participate in testing new IP in live client development opportunities and cases to capture frontline feedback and ensure product-market fit.
  • Support Practice leadership in developing commercialization plan (incl. tailoring IP to specific sectors, upskilling affiliates and industry sector/solution teams)
• Engage with Bain Capability Network Centers of Excellence and specialized resources (e.g., FRWD marketing Experts) on product innovations as relevant for efficient and effective product delivery
• Provide support to Bain case teams during selling, start-up and delivery.
  • Selectively provide support on client development and proposals in areas of expertise spike, including preparing materials and attending meetings to hear the voice of the customer; ensure closed-loop feedback into product development roadmap.
  • Provide case team training on the product at start-up and serve as a support resource during delivery as needed.
  • Support workshop design and delivery as relevant for the product/specific client situation

ABOUT YOU 

 Required 

• 5-8 years experience + undergrad, or 4-5 years experience with MBA/Master’s
• Current or recent consulting experience, at Bain or the equivalent at another consulting company

Preferred

• Sales and Marketing, Product Management, Product Design programs or projects work experience, including technology know-how.
• Demonstrated track record of technical affinity and familiarity with common GenAI tools and technologies (e.g., ChatGPT, building custom GPTs)

 Knowledge, Skills, and Abilities

• Analytical and problem solving skills and expertise to push insights to conclusive recommendations 
• Ability to effectively drive a piece of work end-to-end with limited direction
• Can perform complex, accurate analysis
• Continuously learns from one experience to another and makes thoughtful recommendations on improvements 
• Structure and design impactful slides and updates; can clearly communicate insights and implications of work
• Steer and direct highly effective small meetings; participates in meetings with more senior stakeholders and appropriately shares opinion
• Track record of inspiring, motivating and apprenticing junior team members