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Director of Client Arrangements
McKinsey & Company
Las Vegas, NV, USA · Jersey City, NJ, USA
Posted on Monday, June 26, 2023
Director of Client Arrangements
Who You'll Work With
McKinsey’s Pricing, Arrangements and Client enablement (PACE) function is focused on driving commercial excellence. This particular role sits within the ‘client arrangements desk’, alongside other commercially minded professionals who help to structure and negotiate non-standard arrangements including performance-based arrangements and equity-based arrangements.
You will oversee the team that supports our Americas (North and Latin American) partners and client service teams. These individuals support the client arrangement approval bodies, counsel teams/partners on arrangements structuring and negotiate arrangements directly with clients. You will also liaise with other functional leaders who have a role in shaping/approving including professionals in our Legal, Risk, Tax, and Accounting functions along with McKinsey’s global approval body (especially for equity-based arrangements).
You will join one of our North America offices.
What You'll Do
You will oversee the team that supports our North and Latin American partners and client service teams. You will support them on the most significant (largest, most complex) opportunities including joining client service team counselling/coaching sessions, joining the approval meeting discussions, and leading or supporting select client negotiations. You will convene the global approval body when the arrangement originates in the Americas.
You will work closely with regional finance (NA and LT CFOs and client finance teams) on topics like performance management and strategic initiatives (e.g., arrangements strategies, partner training, etc.).
You will also always lead at least one global initiative (e.g., process harmonization, system implementation, partner training, etc.) on behalf of the team, working with your peers in other regions to influence change. These initiatives are often sponsored by leadership from Finance, McKinsey’s board of directors, or management team. This also serves as a way for you to become a SME for a specific topic.
Qualifications
- BA/undergraduate degree; MBA, law degree or other advanced degree preferred
- 7+ years of recent experience in management consulting, banking, PE/VC or other B2B professional services environment
- Experience negotiating complex commercial arrangements in the B2B/professional services arena. Private equity or venture capital experience is a plus
- Excellent people leadership skills (including hiring, coaching/development/training, and managing a team toward specific priorities/goals)
- Exceptional drive, energy, and confidence
- Strong financial and analytical skills
- Experience in developing, advising, or operating large scale investments -- global in nature, and large in scope
- Talented relationship builder. You must have the ability to gain the respect of senior leadership as this role requires front facing execution with senior partners and C-suite clients
- Strong interpersonal and communication skills including the ability to lead cross-functional teams, work with and advise senior firm leaders, and build consensus
- Ability to spot issues/risks and understand how these impact commercial outcomes
- Excellent project management and problem-solving skills
- Strong sense of entrepreneurship and ownership mindset, with a client service orientation
- Exemplary judgment and professionalism
Job Skill Group - CSSA
Job Skill Code - DCN - Director of Client Negotiations
Function - Operations
Industry -
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