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About the Role

RSM Consulting is seeking a Director to serve as Business Transformation Lead on integrated Customer & Growth transformations. This pivotal business-side leadership role focuses on transforming the commercial organization to realize growth or deal theses, with success measured by successful business change.

Responsibilities

Own the future-state commercial operating model, including coverage, segmentation, territory and account structures, sales and service roles, marketing-to-sales handoffs, deal desk and pricing authority, and target end-state for acquired or separated entities.
Design end-to-end processes across the revenue cycle: lead to opportunity, quote to cash, pricing and discount approval, renewal and retention, and post-close integration or separation of commercial operations.
Define organization, role, incentive, and capability implications, including changes to compensation design, quota structures, and performance management.
Own decision rights for pricing and discount authority, deal governance, customer data ownership, and integration or separation decision forums.
Maintain traceability from the deal thesis or growth business case through operating-model changes, process changes, backlog priorities, adoption outcomes, and realized revenue and margin benefits.
Own Human-Centered Design (HCD) as a funded workstream, focusing on the jobs-to-be-done of sellers, sales leaders, pricing analysts, service agents, and end customers.
Build personas and journey maps for internal users and customer experience to drive requirements.
Prototype and test selling, quoting, and service workflows with commercial users before build.
Use early demonstrations of the future selling and insight experience to build commercial-leadership confidence.
Own Organizational Change Management (OCM) as a funded workstream, including leader alignment, stakeholder analysis, communications, resistance management, role-based enablement and training, and readiness scoring.
Baseline adoption targets tied to benefits realization, such as pipeline hygiene, forecast accuracy, quote cycle time, discount-policy compliance, cross-sell attach, customer-data completeness, and retention.
Manage resistance dynamics specific to commercial change, including autonomy, compensation anxiety, customer-relationship ownership, and cultural collision/retention risk in M&A contexts.
Sustain business continuity during transformation.
Lead weekly backlog refinement and own product backlog integrity and value mapping, connecting growth drivers and synergy targets to requirements, features, adoption outcomes, and measurable benefits.
Participate in sprint feature reviews and system demonstrations, evaluating increments against making revenue-generating work faster and better.
Participate in increment planning and Inspect & Adapt retrospectives, testing outcomes against client drivers.
Ensure outcome milestones, including synergy capture and commercial-readiness, are tracked alongside technical and delivery milestones.
Serve as the bridge to executive confidence for CEOs, chief commercial and revenue officers, CMOs, corporate development leaders, and private equity sponsors.
Escalate issues early with recommended actions, especially when transaction timelines, TSA exit dates, or synergy commitments are at risk.
Plan for complexity, including deal-driven deadlines, confidentiality constraints, dual operating models, third-party friction, and key-person/retention risk.
Provide in-person presence for large, sensitive, or transaction-driven transformations.
Contribute to the growth of RSM’s Total Consulting transformation capability with reusable methods.
Mentor and develop managers and senior associates across commercial process, enablement, and change workstreams.
Support pursuits, proposals, and thought leadership, shaping scope and change-workstream sizing.
Maintain strong attention to engagement economics within workstreams.

Requirements

Bachelor’s degree.
10+ years of consulting or advisory experience, including significant experience leading business-side transformation across commercial, customer, or transaction-driven programs.
Demonstrated ownership of future-state commercial operating model and end-to-end revenue-cycle process design.
Demonstrated ownership of change and adoption as a funded workstream with baselined adoption targets tied to revenue and margin benefits.
Experience operating in a fixed Agile or scaled-Agile cadence, including backlog ownership, weekly refinement, and sprint demonstrations with an active client Product Owner.
Strong executive presence with commercial executives, boards, and private equity sponsors.
Commitment to responsible AI use with a human in the loop and human accountability for all client-facing judgments and outputs.
Willingness and ability to travel as needed, generally 50% or more given transaction-driven work, with in-person presence on large programs.
MBA or advanced degree.
Experience with private equity and portfolio-company environments, including post-merger integration, carve-out, and separation programs.
Experience with commercial platform enablement and customer data or insight platforms, from a business-adoption rather than technical-build perspective.
Experience designing pricing governance and sales incentive or coverage models.
Prosci/ADKAR change certification; design-thinking credentials; SAFe Agilist or equivalent Agile certification.

Skills

Business Transformation
Customer & Growth Transformations
M&A Value Acceleration
Commercial Excellence / Front Office
Strategy & Growth Advisory
Pricing & Revenue Optimization
Customer Data & Insight Platform
New Business / Product Incubation
Transaction Advisory & Due Diligence
Carve-out, Separation & Integration (PMI)
Commercial Operating Model Design
Revenue Cycle Process Design
Human-Centered Design (HCD)
Organizational Change Management (OCM)
Agile Methodologies
Backlog Management
Executive Presence
Responsible AI Use

Location

Hybrid

Work Type

Hybrid
Full-time

Experience Level

Director
10+ years of consulting or advisory experience

Education Level

Bachelor's degree
MBA or advanced degree

Salary/Compensations

$134,000 - $269,000
Discretionary bonus based on firm and individual performance

Benefits

Competitive benefits and compensation package
Total rewards program

About the Company

Leading provider of professional services to the middle market globally.
Purpose: to instill confidence in a world of change, empowering clients and people to realize their full potential.
Exceptional people are key to unrivaled culture, talent experience, and client engagement.
Environment inspires and empowers thriving personally and professionally.

Equal Opportunity

RSM does not tolerate discrimination and/or harassment based on race; color; creed; sincerely held religious beliefs, practices or observances; sex (including pregnancy or disabilities related to nursing); gender; sexual orientation; HIV Status; national origin; ancestry; familial or marital status; age; physical or mental disability; citizenship; political affiliation; medical condition (including family and medical leave); domestic violence victim status; past, current or prospective service in the US uniformed service; US Military/Veteran status; pre-disposing genetic characteristics or any other characteristic protected under applicable federal, state or local law.
Accommodation for applicants with disabilities is available upon request in connection with the recruitment process and/or employment/partnership.
RSM is committed to providing equal opportunity and reasonable accommodation for people with disabilities.
RSM will consider for employment qualified applicants with arrest or conviction records.
RSM does not intend to hire entry level candidates who will require sponsorship now OR in the future (i.e. F-1 visa holders).