16 Oct
L.E.K. Consulting Europe
London
European Commercial Operations Manager
L.E.K.’s European Commercial Team is a high-energy, intellectually curious, service-oriented, analytical team committed to enabling revenue growth in the region. We are key stewards of some of our most valuable assets (our cumulative IP; our collective contact networks) and critical business processes (revenue performance reporting and planning; pipeline and sales cycle management; marketing communications; empirical client project delivery methodologies).
We continue to benefit from working as a team across functions (Business Development, Marketing, Knowledge Management, Information and Research, Sector Operations)
to support the ambitions of the European Region within a complex go-to-market matrix covering industry verticals, service lines, client segments, and geographic markets within and beyond Europe.
The Commercial Operations Manager (COM) plays a critical role in our mission. Reporting to the European Chief Commercial Officer and working closely with leaders of commercial functions, the COM will support our team to ensure we provide best-in-class stakeholder engagement, measure outcomes and efficacy of our processes to prioritise appropriately and make good decisions; all with an eye on delivering excellent client outcomes and growing the top line.
The agenda will ultimately be driven by the strategic priorities set by the European Regional leadership, with whom the COM will be required to engage with regularly. The COM will also collaborate closely with leaders in the Finance, People, and Legal functions as these teams’ missions are inextricably linked to that of the Commercial team.
This is thus a highly dynamic role with ongoing exposure to European leadership and to consequential initiatives.
Key areas of focus will include:
- Operational support for all the commercial functions, including reporting and analysing outcomes and ROI for activities and initiatives; streamlining business processes; enabling stakeholder communication and engagement; budgeting and cost analysis; function strategic planning and prioritisation
- Business performance reporting across the European region, with a primary focus on pipeline and sales conversion analysis; sector revenue performance vs. budgets; revenue mix analysis by sector, service line, client segment, & geography
- Pricing analysis and support for deployment of pricing strategies, including strategic discounting, client acquisition and client value analysis
- Support detailed revenue budgeting managing the matrix of sectors and service lines
- Digital enablement of commercial functions and relevant initiatives, including optimisation of enterprise software and data assets, and deployment of generative AI and ML to improve processes and reveal insight
- Go-to-market coordination in critical areas, e.g., European private equity, new service lines, geographic expansion areas within and beyond Europe
- Key account management support, including development and maintenance of complex strategic relationship frameworks & loyalty programmes, and coordination of client listening initiatives
- Support for complex proposals and RFPs
- Synthesis of market sentiment and business intelligence, and communicate back to stakeholders
- Support ethical wall processes where required to protect clients and mitigate risk for L.E.K.
- Support across regional and global bodies and initiatives where EUR CCO is involved (e.g., European Regional Management Committee; European and local office Commercial Planning Groups; Europe Operations Committee; global pricing initiative, Sustainability Centre of Excellence; GCC collaboration with APAC CCO; global IT Steering Committee; global Business Development Steering Committee)
- Independent development of insights and recommendations regarding all of the above, and presenting them in relevant forums
- Key stakeholder groups and primary interactions will include, in addition to the CCO: European Region Head,
European Sector and Office heads; European functional leaders; Commercial functional leaders and teams; individual Partners; peers and stakeholder equivalents in APAC and the Americas regions
A successful Commercial Operations Manager likely has experience in a consulting firm or closely adjacent organisation (private equity, internal corporate strategy, etc.) with a track record of high performance across the spectrum of analytical/technical capabilities and senior stakeholder engagement/PMO capabilities:
- Independently manage a varied and dynamic set of priorities
- High degree of commercial acumen and experience working on high-stakes strategic and organisational issues
- Ability to engage with a large roster of senior stakeholders
- Excellent quantitative analytics,
including high fluency in excel, plus experience advanced analytics platforms (e.g., Tableau, PowerBI, Alteryx)
- Masterful MS office skills, with a particular ability to develop presentations for C- and Board-level audiences
- Outstanding written and verbal communication skills
- Ability to develop rapid fluency in relevant enterprise software platforms (e.g., Salesforce, SAP, SharePoint) and other applications in the commercial/finance/marketing tech-stack
- Primary and secondary research abilities
- Highly collaborative and adaptable
- Intellectually rigorous and curious
- Minimum of 2 years’ experience in a strategy consulting environment or the equivalent
This role will be based in our London office.
▶️ London Office - European Commercial Operations Manager
🖊️ L.E.K. Consulting Europe
📍 London