Oliver Wyman - Commercial Effectiveness – Senior Consultant, Associate, Engagement Manager

Oliver Wyman is a global leader in management consulting, combining deep industry knowledge with specialized expertise in strategy, operations, risk management, and organization transformation. With offices in 60 cities across 29 countries and over 5,000 professionals, the firm helps clients optimize their business, improve operations, and accelerate performance. Oliver Wyman is a wholly owned subsidiary of Marsh & McLennan Companies [NYSE: MMC].

About the role

The Commercial Effectiveness practice within Performance Transformation drives profitable revenue growth through services like pricing strategy, go-to-market design, and sales force effectiveness. The team delivers data-driven, tailored solutions that balance consistency with market-specific needs, helping clients capture growth and sustain competitive advantage.

This role is available at the Senior Consultant, Associate, or Engagement Manager level in the following locations: New York, San Francisco, Boston, Chicago, Washington DC, Toronto, or Dallas.

Responsibilities

Senior Consultant / Associate

• Own significant workstreams within client engagements, ensuring quality and timely delivery of analyses, insights, and recommendations.
• Structure complex and ambiguous business problems, develop hypotheses, and identify required analyses and information.
• Conduct rigorous quantitative and qualitative analysis, synthesize findings, and translate them into clear, actionable insights for clients.
• Work closely with clients on a day-to-day basis, building trusted relationships and contributing confidently to discussions, interviews, and working sessions.
• Develop compelling client deliverables and communicate findings and recommendations through presentations and discussions.
• Support Engagement Managers and Partners in project execution through effective work planning, prioritization, and issue resolution.
• Provide day-to-day guidance, coaching, and feedback to junior team members, ensuring the quality of their work.
• Contribute to intellectual capital and thought leadership by bringing new perspectives and insights to client and firm topics.
• Support business development activities, including research, proposal development, and identifying opportunities within existing client relationships.
• Contribute actively to firm-building initiatives, recruiting, and the broader Oliver Wyman community.

Engagement Manager

• Provide day-to-day leadership of client projects and aspects of the client relationship, teaming with Partners to ensure engagement success.
• Lead and manage complex programs to ensure on-time delivery that meets agreed-upon goals, leveraging Oliver Wyman best practices and expertise.
• Guide and influence clients across all situations, including execution of the commercial process, becoming trusted advisors.
• Identify new and expanded business opportunities within existing client relationships.
• Create and contribute to intellectual capital through thought leadership and knowledge of adjacent topics.
• Develop others and build followership as part of asset-building for the firm.
• Lead firm-building activities, embodying firm values and maintaining a strong personal brand within and outside the firm.
• Oversee and guide the consulting team in developing hypotheses, reviewing client information, conducting interviews, deriving insights, and producing deliverables.
• Support Partners in project execution through excellent project management, including work planning, workflow management, and coaching junior team members.

Requirements

• 4-7 years of relevant experience in strategy consulting with a top-tier firm (or similar organization), with preference for experience supporting consumer clients on topline growth, pricing strategy, or commercial effectiveness.
• Track record of leading and managing teams and delivering results in fast-paced, demanding environments.
• Strong background in strategic problem-solving with demonstrable analytical skills.
• Outstanding written and verbal communication skills.
• Undergraduate or advanced degree from a top academic program.
• Client management experience.
• Passion for creative thinking and an analytical, rigorous approach to uncovering insights.
• Excellent verbal/written communication, facilitation, and presentation skills.
• Versatility, flexibility, and willingness to work within constantly changing priorities.
• Impeccable judgment with the ability to make timely and sound decisions.
• Balance of humility and confidence, always seeking truth from a place of inquiry.
• Highly motivated and committed to excellence.
• Willingness to travel 50% of the time, including internationally.

Skills

Commercial excellence engagements frequently involve the following areas:

• Optimizing commercial levers:
  • Sales force and channel optimization: account management, field sales and territory design, multichannel sales.
  • Pricing, packaging, and promotions: B2C transactional and subscription models, B2B pricing, packaging, and large contract revenue management, after-sales pricing, discounting, and promotional effectiveness.
  • Marketing effectiveness: marketing ROI, loyalty program design, customer value management, test-and-learn platforms, propensity modeling, and digital campaign optimization.
• Creating new propositions:
  • Commercial strategy: competing with disruptors, price repositioning strategy, market entry, and growth acceleration.
  • New value propositions: future market stimulation, business design and launch.
  • Product and service offering: bundling and tariff design, ancillary revenue strategy, own-brand development, customer experience design.
• Enabling organizations to achieve both:
  • Tools and dashboards: visibility and control platforms, B2B and B2C sales and pricing tools.
  • Technology: third-party vendor assessment, agile datamarts, and commercial effectiveness tools (e.g., pricing systems, sales incentive systems, e-commerce platforms, digital go-to-market enablers).
  • Commercial organization: pricing organization design, talent retention, salesforce incentives and compensation design.
  • Change enablement: building governance, training programs, and performance management processes for sustainable adoption.

Recent Work Examples

• Redesigning SaaS pricing and packaging for a PE-owned software player and quantifying price ranges for each package.
• Rapid pricing diagnostic for a growth-stage, PE-owned mortgage appraisal software player to identify high-criticality, actionable pricing and packaging levers.
• Upskilling a PE-owned B2B services organization to renegotiate 100+ customer contracts for margin impact.
• Developing a pricing organization and operating model for a legacy manufacturer, including team size, responsibilities, tools, and governance.
• Leading a sales turnaround for an industrial gas supplier, including right-sizing the organization, redefining roles, and creating new key account structures.
• Implementing discounting controls for a global travel operator, redesigning commission structures, policies, and systems.
• Designing incentive plans and scorecards for a leading insurance broker, driving 10% sales growth and 20% margin expansion.

Benefits

At Oliver Wyman, you’ll do meaningful work from day one in a collaborative, supportive, and impactful team environment. The firm offers:

• Flexible career paths with no artificial barriers to advancement.
• A built-in support network to help you thrive.
• Opportunities to challenge the norm and build something new.
• An output-based culture that values balance, respect for personal decisions, and sustainable workloads.
• Ability to take career breaks for personal or family reasons.
• A diverse and inclusive environment where you can bring your authentic self to work.

Values & Culture

• Self-starters and free thinkers: Individuals who are motivated, energetic, and entrepreneurial.
• Common aspiration, collective endeavor, shared success: A focus on impact, legacy, and shaping the environment.
• Straightforward, open, respectful interaction: An environment where everyone is encouraged to voice their opinion.
• Opportunity without artificial barriers: A true meritocracy that values talent and potential.
• Balanced lives: Respect for work-life balance, valuing people who balance work and non-work activities.