Business Development Manager, Operations Excellence (Munich)

Company Overview

Bain & Company is the management consulting firm that the
world’s business leaders come to when they want results. Bain
advises clients on strategy, operations, information technology,
organization, private equity, digital transformation and strategy,
and mergers and acquisition, developing practical insights that
clients act on and transferring skills that make change stick. The
firm aligns its incentives with clients by linking its fees to
their results. Bain clients have outperformed the stock market 4 to
1. Founded in 1973, Bain has 57 offices in 36 countries, and its
deep expertise and client roster cross every industry and economic
sector.

Department Overview

Bain’s Business Development (BD) team leads development of the
Bain Alliance Ecosystem (BAE), a curated network of partnerships
that helps Bain clients and teams get better results faster. The BD
team defines the firm’s repeatable model for partnership
development and delivery, infusing the model with best practices
distilled from all business development activity at Bain. The BD
team advises and supports partnership development and delivery by
practice, solution and product teams. The BD team leads development
and delivery of strategic partnerships with potential to transform
Bain’s offering across multiple practices, solutions and/or
products.

Position Summary

The Business Development Manager, Operations Excellence, is
responsible for development and delivery of the firm’s priority
Alliance Partnership relationships in the domain of Operations
(Supply Chain, Manufacturing, and Procurement). This role connects
best-in-class partners with the needs and objectives of our
clients, product owners and practice areas. This role sets the
partnership agenda in the domain, identifies the full potential
opportunity with each prioritized Alliance Partner, defines the key
initiatives to move towards full potential, and delivers against
those initiatives.

In addition to overseeing partner relationships day-to-day, this
role must forge C-level relationships with the Alliance Partners,
and identify and create innovative ways to leverage our combined
capabilities. The Business Development Manager will be a trusted
advisor to Product and Practice leaders that rely on partnerships
in the Operations Excellence domain, and an expert on the “why and
how” of integrating these Alliance Partners into our case work and
product capabilities. This includes building the ability of Bain
case teams to seamlessly deliver integrated solutions to our
clients.

Ultimately, the Business Development manager is responsible for
developing and delivering a global portfolio of Operations
Excellence partnerships that enable Bain clients and team get
better results faster. This individual should plan on 20-30%
travel, including international travel.

Essential Functions

• Connect best-in-class partnerships with the needs and
  objectives of Bain’s clients, product owners, and practice
  areasForge enduring C-level relationships with the Alliance
  Partners (e.g., serve as guardian)Develop and deploy end-to-end
  commercial scaling for portfolio of partnerships in the
  manufacturing domain (e.g., joint marketing, commercial pipeline
  management, selling and delivery support, repeatable model
  definition, full potential Point of View)Champion governance
  process (e.g., Steering Committee membership and content; Working
  Team/Group cadence and process, etc.)Oversee management &
  growth of Alliances/partnerships portfolio in the manufacturing
  domain, including both strategic direction and day-to-day
  operationsIdentify and create differentiated Bain solutions &
  products (Bain + Alliance collaborations) to deliver innovative
  high-impact client results, by working across the Bain client and
  practice leadership teams and BD teamIdentify and pursue valuable
  Intellectual Property (IP) collaboration opportunities (e.g., joint
  publications, Bain Certified assets, custom technology, etc.);
  proactively surface potential Partner contributions to practice
  leadership teamsLead partnership negotiations across all dimensions
  of the relationshipDiplomatically address and course-correct
  partnership concerns with Alliance executive team and Bain
  stakeholders, as necessary
• Design and integrate Alliance Partners’ unique capabilities
  into Bain case work and client & product solutionsExpert on
  the “why and how” of integrating Alliance Partners into Bain client
  service modelSought after expert in deploying and developing
  high-impact Alliance Partnership in selling, serving, and IP/brand
  building opportunities (across Bain and client stakeholders)Own
  end-to-end capability integration (e.g., General Services &
  APIs, joint IP development)Establish, evolve, and disseminate
  governance structures and processes (e.g., front-line collaboration
  expectations, escalation pattern, partnership PR, etc.)Create
  successful outcomes by leading integration of partnerships into
  Bain case work, proposals, and IP; working closely with relevant
  product, practice and client teamsEnsure swift and complete
  knowledge transfer to front-line teams collaborating with Alliance
  PartnersProvide ongoing coaching to joint teams, as projects are
  scoped and deliveredProactively identify and resolve
  client-specific issues, in collaboration with front-line client
  teams
• Trusted advisor to Bain’s Product and Practice leaders who
  rely on these partnershipsSet strategic direction and
  prioritize joint initiatives across portfolio of partnerships in
  the manufacturing domain, including running annual full potential
  review alignment, in collaboration with internal Bain champions and
  external Alliance partner leadership teamMinimize business risk
  associated with Alliance Ecosystem partnerships, including
  oversight of Technology and Security reviews and Risk Assessment
  outcomesServe as central point of coordination for all domain
  partnership integrations and initiativesAdvise practice leadership
  on opportunities to accelerate client and commercial impact via
  partnershipsServe as expert resource to Bain’s broader Business
  Development communityContribute to enhancing Bain’s repeatable
  partnership playbook: knowledge capture and synthesisDevelop
  systematic way to scan landscape and be on front-end of industry
  trends with repeatable model to identify new opp’tys in ecosystem
  on regular basis (systematic central clearing house for variety of
  sources – BCN, Bain team, etc.)
• Lead a small team of resources to deliver these objectives,
  and will be responsible for managing and mentoring those
  individualsStrikes the right balance and sustainable pace:
  prioritizes activity, matches demand to resourcesProvides daily
  management and direction to assigned staffContributes to and is
  accountable for team member’s professional development through
  coaching and performance feedbackCultivates strong collaboration
  and teamwork across team and groupCoaches team to adopt a strong
  service orientation in everything they do: creates
  promotersContinually leads and develops team members to ensure high
  quality results and processes
• Inspires and leads by example

Qualifications

Required

• Bachelor’s degree
• 10+ years work experience
• Strategic, entrepreneurial thinker – able to innovate
  and develop new products & services that leverage unique
  strengths of our Alliance Partners and meet the needs of our Bain
  clients and employeesAble to quickly understand diverse business
  issues and design credible solutions
• Creative negotiator – comfortable working with senior
  executives to identify compelling win/win business opportunities;
  able to manage risk/reward across new and evolving business
  initiatives
• Exceptional communicator – excellent written and verbal
  communication skills, able to build excitement and support for new
  ideas and ways of working
• Successful relationship manager – Able to understand
  diverse motivations and influences and identify ways to build
  win/win partnershipsComfortable bringing multiple parties to a
  consensus solution
• Strong collaborator – able to build internal consensus
  with Bain partners, practice and product leaders in a matrix
  structure
• Team leader – able to inspire teams and drive joint
  results

Preferred

• MBA
• At least 3 years of Bain or similar management consulting
  experience
• Partnership management experience – previous experience leading
  partnerships
• Experience in Operations (Supply Chain, Procurement,
  Manufacturing) domain