Director, Customer & Growth Business Transformation Lead

RSM US LLP•New York, NY

10d•$134,000 - $269,000•Hybrid

About The Position

RSM Consulting is seeking a Director to serve as the business transformation lead on integrated Customer & Growth transformations. The portfolio includes 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, and Carve-out, Separation & Integration (PMI). The role leads the business-side transformation, shaping how commercial organizations operate and ensuring growth or deal theses are realized. Success is measured by whether the business changes successfully. The Director is dedicated to one major transformation at a time and works as a peer alongside the Executive Transformation Partner, Transformation Director, and Platform & Delivery Lead. The role owns commercial operating-model and process design, human-centered design, organizational change and adoption, backlog and value mapping, delivery cadence, executive confidence, and practice and people leadership. It involves leading adoption in revenue-generating teams while sustaining business continuity and tracking commercial outcomes alongside technical and delivery milestones. The position requires willingness and ability to travel as needed, generally 50% or more, with in-person presence on large programs. RSM roles generally follow a hybrid workstyle, with team members aligned to an RSM office and meeting in person when it best supports clients, teams, development, or relationship-building; some roles may be virtual or primarily on-site based on role requirements, team priorities, and client needs. The compensation range is $134,000–$269,000. Selected candidates are eligible for a discretionary bonus based on firm and individual performance. RSM describes its benefits and compensation package as competitive and directs applicants to its total rewards information for details.

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 design 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, with in-person presence on large programs.

Nice To Haves

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, or SAFe Agilist or equivalent Agile certification.

Responsibilities

Own the future-state commercial operating model, including coverage and segmentation, territory and account structures, sales and service roles, marketing-to-sales handoffs, deal desk and pricing authority, and target states for acquired or separated entities.
Design end-to-end revenue-cycle processes, including lead to opportunity, quote to cash, pricing and discount approval, renewal and retention, and post-close integration or separation of commercial operations.
Define organizational, role, incentive, and capability implications, including compensation design, quota structures, and performance management changes.
Own decision rights for pricing and discount authority, deal governance, customer data ownership, and integration or separation forums under transaction timelines.
Maintain traceability from deal theses or growth business cases through operating-model and process changes, backlog priorities, adoption outcomes, and realized revenue and margin benefits.
Own human-centered design as a funded, staffed, measured workstream; use jobs-to-be-done for commercial users and customers to inform personas, journey maps, requirements, and workflow prototyping and testing.
Use early demonstrations of the future selling and insight experience to build commercial-leadership confidence.
Own organizational change management and adoption as a funded, measured workstream, including leader alignment and sponsorship, stakeholder analysis, communications, resistance management, role-based enablement and training, and readiness scoring.
Baseline adoption targets tied to benefits realization, including pipeline hygiene and forecast accuracy, quote cycle time, discount-policy compliance, cross-sell attach, customer-data completeness, and retention.
Manage resistance dynamics associated with commercial change, including autonomy, compensation anxiety, customer-relationship ownership, and, in M&A contexts, cultural collision and retention risk.
Sustain business continuity while the transformation is underway.
Lead weekly backlog refinement and own product backlog integrity and value mapping, linking growth drivers and synergy targets to requirements, features, adoption outcomes, and measurable benefits.
Participate in sprint feature reviews and system demonstrations with the client Product Owner and Platform & Delivery Lead, evaluating whether each increment improves revenue-generating work.
Participate in increment planning and Inspect & Adapt retrospectives, testing outcomes against the client’s original drivers.
Track outcome milestones, including synergy capture and commercial-readiness milestones, alongside technical and delivery milestones.
Serve as a bridge to executive confidence for CEOs, commercial and revenue officers, CMOs, corporate development leaders, and private equity sponsors.
Escalate risks early with recommended actions, particularly when transaction timelines, TSA exit dates, or announced synergy commitments are at risk.
Plan for deal-driven deadlines, confidentiality constraints, parallel operating models, third-party friction, and key-person and retention risk.
Bring in-person presence to large, sensitive, or transaction-driven transformations.
Contribute to the growth of RSM’s Total Consulting transformation capability, including reusable methods for commercial operating-model design, synergy traceability, and adoption measurement.
Mentor and develop managers and senior associates across commercial process, enablement, and change workstreams within cross-service-line pod delivery.
Support pursuits, proposals, and thought leadership, shaping scope and change-workstream sizing before mobilization.
Maintain strong attention to engagement economics within assigned workstreams.