Vice President of Client Solutions

Role Summary

The Vice President of Client Solutions (Business Development) “VPCS” is a strategic lead role responsible for driving the company's profitable revenue growth through consultative solution selling, resulting in a gain in market share. This individual will hunt for new business and engage directly with clients’ multi-level stakeholders to understand their business needs and then sell “custom fit” solutions of high financial value that address their requirements. The VPCS will play a crucial role in leading our company growth by ensuring we solve high financial value problems for clients and enhancing client relationships, so they become our avid advocates – all resulting in meeting or exceeding our revenue and profit targets.

Key Result Areas

• Hunting / Consultative Selling
• Compete to win constantly and consistently
• Identify and target potential clients through research, networking, and outreach activities
• Develop and maintain a robust pipeline of qualified leads
• Use various channels, including cold calling, email campaigns, social media, and industry events, to generate new business opportunities. Marketing will provide support
• Effectively utilize “pitch” scripts to consistently increase sales conversion rates
• Conduct thorough needs assessments to understand the client’s business challenges, processes, and outsourcing requirements. Provide “custom fit” solutions
• Prepare and deliver compelling sales presentations with financials, proposals, value propositions, and contracts
• Stay informed, with support from Marketing, about industry trends, competitive landscape, and emerging technologies to continuously refine the sales approach
• Represent the company at industry events, conferences, and client meetings to promote solutions offerings
• Set the example of a Professional Sales Leader, demonstrating a high “bias for action,” success in “hunting” for and closing sales. Champion the company’s guiding principles and values
• Negotiation and Closing
• Lead negotiations with prospective clients to finalize contracts and agreements
• Collaborate with Pricing, Legal, and other teams to facilitate deal wins
• Understand contractual terms and requirements as well as commercial terms to ensure profitability
• Address any objections or concerns raised by clients during the sales process
• Close deals promptly while ensuring that all terms are mutually beneficial
• Client Engagement and Account Growth
• Build and maintain strong relationships with key decision-makers and stakeholders at prospective client organizations
• Conduct ongoing research of the client’s business and stay abreast with changes in their space. Maintain a Key Account Plan (KAP) for each client
• Act as the primary point of contact for clients during the sales process, ensuring a smooth and positive experience
• Coordinate innovation sessions/events with clients including, but not limited to, Joint Solving, Product Knowledge training, public relations events, and consumer-facing activities
• Continuously engage to identify opportunities for upselling or expanding services. Coordinate Monthly and Quarterly business reviews. Support Client Satisfaction Surveys and related improvements
• Cross-Functional Collaboration and Innovation
• Work closely with the internal teams to develop customized solutions that deliver measurable value to clients
• Partner with marketing, product development, and customer success teams to align sales strategies with product offerings and customer experiences
• Provide feedback to product teams based on customer insights and market trends to inform future product development
• Collaborate with Solutions Engineering, Finance, Operations, Technology, and other internal groups to ensure teams have the necessary resources and support to achieve goals on time as promised to clients
• CRM Management
• Fully utilize CRM system to help maximize personal sales and support the overall Pro Sales team’s results
• Provide ongoing updates through CRM, including revenue and profitability (Contribution Margin) projections for new and existing Clients in assigned portfolios
• Drive and track opportunity pipeline growth and measure sales effectiveness and conversion rates

Requirements

• Degree in Business, Marketing, Technology, or a related field considered a plus
• Minimum of 5 years of experience in business development using consultative solutions sales within the Fulfillment and BPO industries
• A “Closer” able to develop relationships with C-Level, VP, and the key CX executives and teams to close new sales, grow share of wallet in existing partnerships, and successfully solicit referral business from your network
• Proven track record in selling complex solutions (multi-buyer/multi-step) at the executive level in medium to large sectors, as well as Fortune 500 organizations
• Successful at closing transactions over $5M
• Deep understanding of the Fulfillment industry, end to end to include a strong knowledge of financial modeling in a fulfillment environment
• Demonstrated expert-level skills using Microsoft PowerPoint for Value Proposition and Excel for Financials
• Excellent communication, negotiation, and presentation skills
• Strong analytical and strategic thinking skills, with intense attention to detail
• Have successfully worked in a fast-paced, dynamic environment, possessing a “start-up” mentality, with a high bias for action, agility, and an ability to work independently toward the common goal
• Willing and able to travel as needed to meet clients, and partners and attend industry events