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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. We are currently seeking an Offering Development Commercial Manager for our Managed Services Practice. This is a newly created role that offers the opportunity to work in a startup type environment and help build the offering from the beginning.

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

At RSM, we value the diversity of our workforce and are committed to inclusivity and equal opportunities. We offer a competitive compensation package, comprehensive benefits, and opportunities for professional growth and development. If you are a driven and entrepreneurial individual looking for an exciting new challenge, we encourage you to apply for this exciting new opportunity to help build our Tax Managed Services Practice from the ground up.

At RSM, we offer a competitive benefits and compensation package for all our people. We offer flexibility in your schedule, empowering you to balance life’s demands, while also maintaining your ability to serve clients. Learn more about our total rewards at https://rsmus.com/careers/working-at-rsm/benefits.

As an Affirmative Action and Equal Opportunity Employer all applicants will receive consideration for employment as RSM does not tolerate discrimination and/or harassment based on race; color; creed; sincerely held religious beliefs, practices or observances; sex (including pregnancy or disabilities related to nursing); gender (including gender identity and/or gender expression); sexual orientation; HIV Status; national origin; ancestry; familial or marital status; age; physical or mental disability; citizenship; political affiliation; medical condition (including family and medical leave); domestic violence victim status; past, current or prospective service in the US uniformed service; US Military/Veteran status; pre-disposing genetic characteristics or any other characteristic protected under applicable federal, state or local law. 

Accommodation for applicants with disabilities is available upon request in connection with the recruitment process and/or employment/partnership. RSM is committed to providing equal opportunity and reasonable accommodation for people with disabilities. If you require a reasonable accommodation to complete an application, interview, or otherwise participate in the recruiting process, please call us at 800-274-3978 or send us an email at careers@rsmus.com.

RSM does not intend to hire entry level candidates who will require sponsorship now OR in the future (i.e. F-1 visa holders). If you are a recent U.S. college / university graduate possessing 1-2 years of progressive and relevant work experience in a same or similar role to the one for which you are applying, excluding internships, you may be eligible for hire as an experienced associate.

RSM will consider for employment qualified applicants with arrest or conviction records in accordance with the requirements of applicable law, including but not limited to, the California Fair Chance Act, the Los Angeles Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the San Francisco Fair Chance Ordinance. For additional information regarding RSM’s background check process, including information about job duties that necessitate the use of one or more types of background checks, click here.

At RSM, an employee’s pay at any point in their career is intended to reflect their experiences, performance, and skills for their current role. The salary range (or starting rate for interns and associates) for this role represents numerous factors considered in the hiring decisions including, but not limited to, education, skills, work experience, certifications, location, etc. As such, pay for the successful candidate(s) could fall anywhere within the stated range.