Firmwide Outsourced Solutions and Managed Services Director, Lead Commercial Offering Architect - Location Flexible/Hybrid/Remote

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, inclusive 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 Director

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 Director for our Managed Services Practice.

The role will report to the Commercial Lead and be responsible for helping lead 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 Director 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 Director 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 Leadership:

• Lead the development and execution of commercial strategies that drive sustained growth and profitability for the Managed Services Practice.
• Provide strategic guidance to senior management on commercial models, financial performance, and risk management.
• Develop innovative commercial structures and drive decisions on capex/opex allocation and pricing to align with client needs and market demands.

Strategic Direction:

• Own the commercial strategy that defines the value proposition for both clients and internal teams.
• Lead competitor analysis and market research to identify trends, opportunities, and risks, ensuring the practice remains competitive.
• Collaborate with Practice Leaders to define long-term growth plans and service offerings, shaping the business case for new initiatives.

Pricing and Negotiation:

• Lead the development of pricing methodologies, ensuring alignment with business goals, profitability, and market competitiveness.
• Oversee high-level negotiations with key customers, ensuring compliance with pricing strategies, discounting policies, and risk management frameworks.

Risk and Compliance Oversight:

• Oversee commercial and financial risk associated with client engagements, RFPs, and large-scale opportunities.
• Ensure the Managed Services Practice is compliant with regulatory requirements related to pricing, contracts, and financial models.

Qualifications

• Bachelor's degree in Business, Finance, Accounting, or a related field; MBA preferred.
• 10+ years of experience in commercial management, pricing, and contract negotiations, with a proven track record in leadership roles.
• Strong strategic and financial acumen with the ability to influence decisions at the executive level.
• Proven ability to develop and implement long-term commercial strategies that drive profitability and growth.