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

About the role

Commercial Effectiveness – Senior Consultant, Associate, Engagement Manager within the Performance Transformation practice, serving clients in New York, San Francisco, Boston, Chicago, Washington DC, Toronto, and Dallas.

About Oliver Wyman

Oliver Wyman is a global leader in management consulting with offices in 60 cities across 29 countries and more than 5,000 professionals worldwide. The firm combines deep industry knowledge with specialized expertise in strategy, operations, risk management, and organization transformation to help clients optimize performance, improve operations and risk profiles, and accelerate growth. Oliver Wyman is a wholly owned subsidiary of Marsh & McLennan Companies [NYSE: MMC].

Commercial Effectiveness at Oliver Wyman

The Commercial Effectiveness practice within Performance Transformation drives profitable revenue growth through services such as pricing strategy, go-to-market design, and sales force effectiveness, embedded in transformational programs. The practice is distinguished by deep industry experience, data-driven methods, and tailored solutions that balance consistency with market-specific needs, helping clients capture growth and sustain competitive advantage.

Responsibilities

• Senior Consultant / Associate:
• Own significant workstreams within client engagements, taking responsibility for the quality and timely delivery of analyses, insights, and recommendations.
• Structure complex and ambiguous business problems, develop hypotheses, and identify the analyses and information required to test them.
• 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 with client counterparts and contributing confidently to client discussions, interviews, and working sessions.
• Develop compelling client deliverables and effectively communicate findings and recommendations through presentations and discussions.
• Support Engagement Managers and Partners in project execution through effective work planning, prioritization, and proactive identification and resolution of issues.
• Provide day-to-day guidance, coaching, and feedback to more junior team members, including Consultants and Analysts, and help ensure the quality of their work.
• Contribute to the development of intellectual capital and thought leadership by bringing new perspectives, expertise, and insights to client and firm topics.
• Support business development activities, including research, proposal development, and identification of potential opportunities within existing client relationships.
• Contribute actively to firm-building initiatives, recruiting, and the broader Oliver Wyman community while developing expertise and a strong internal network.
• Engagement Manager:
• Provide day-to-day leadership of client projects and aspects of the client relationship and commercial process within those relationships, teaming with Partners and sharing responsibility for the success of a specific engagement(s).
• Lead and manage complex programs to ensure on-time delivery that meets agreed-upon goals, leveraging Oliver Wyman best practices, personal expertise, and the firm’s technical competence.
• Guide and influence clients in an informed way across all situations, becoming a trusted advisor.
• Engage fully in building the business by identifying new and expanded opportunities.
• Create exciting and additive intellectual capital through thought leadership and demonstrate knowledge on a broad range of adjacent topics.
• Develop others and build a followership as part of asset building for the firm.
• Lead firm-building activities, acting as a role model for firm values with a strong personal brand within and outside the firm, and are well regarded by Partners, peers, and clients.
• Oversee and guide the consulting team as they develop hypotheses, review client information, and conduct client interviews, derive insights, and produce deliverables.
• Support Partners in project execution through excellent project management, including work planning, workflow management, and coaching/developing more junior team members.

Desired Skills and Experience

• 4–7 years of relevant experience in strategy consulting with a top-tier strategy consulting firm (or similar), preferably supporting consumer clients on topline growth, pricing strategy, or other commercial effectiveness topics.
• 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.
• A passion for the creative process and a love for expansive and creative thinking.
• An analytical and rigorous approach to uncovering insights.
• Excellent verbal/written communication, facilitation, and presentation skills.
• Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.
• Impeccable judgment with the ability to make timely and sound decisions.
• A 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.

Commercial Excellence Engagements

Commercial excellence engagements frequently cut across 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 / “ADR”, test-and-learn platform, 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 / “add-ons”, own-brand development, customer experience design.
• Enabling organizations to achieve both:
  • Tools and dashboards: visibility & control platform, B2B and B2C sales and pricing tools.
  • Technology: 3rd 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 to ensure sustainable adoption.

Examples of Recent Work

• Re-designed SaaS pricing and packaging for a PE-owned software player and quantified price ranges for each of the packages sold.
• Conducted a rapid pricing diagnostic for a growth-stage, PE-owned mortgage appraisal software player to identify 5–10 high-criticality, actionable pricing and packaging value-creation levers.
• Upskilled a PE-owned B2B services organization to renegotiate 100+ customer contracts to drive margin impact.
• Developed a pricing organization and operating model for a legacy manufacturer including team size, responsibilities, tools, and governance.
• Led a sales turnaround for an industrial gas supplier, including right-sizing the organization, redefining roles of reps, creating new roles and key account structures, and developing a communication program for leadership.
• Implemented discounting controls for a global travel operator, redesigning commission structures, policies, and systems.
• Designed incentive plans and scorecards for a leading insurance broker, driving 10% sales growth and 20% margin expansion.

Why work at Oliver Wyman

At Oliver Wyman, you’ll do meaningful work from day one within a global, entrepreneurial company. We seek individuals who challenge the norm and constantly strive to build something new for the firm and the world around us. There’s no “one size fits all” — we hire exceptional people and help them thrive through a built-in support network, flexible career paths, and no artificial barriers to advancement. Our collaborative, supportive, and impactful team environment encourages you to bring your authentic self and enjoy working alongside diverse and down-to-earth colleagues who do serious work without taking themselves too seriously.

Our Values & Culture

• Self-starters and free thinkers who work well in a team: We are individuals who are self-starting, motivated, energetic, and entrepreneurial about what we do.
• Common aspiration, collective endeavor, shared success: We aspire to have an impact, leave a legacy, and change the world. We aim to build, grow, and shape the environment around us.
• Straightforward, open, respectful interaction: We value an environment where every member is encouraged and expected to voice their opinion.
• Opportunity without artificial barriers: We value merit and believe in removing artificial barriers to opportunity to create a true meritocracy.
• Balanced lives: We value people whose lives balance work and non-work activities because we believe they are more interesting colleagues and make better contributions. We push ourselves to deliver excellence but also work to extract maximum benefit from the flexibility of a project-based business. We provide the ability to take career breaks for personal or family reasons. We fundamentally value each other’s time and are sensitive to how it is used. We are an output, not input-based culture, respect personal decisions, and believe workloads must be sustainable. We seek balance for ourselves and our colleagues.