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VP Business Development - Workforce Management

ion Purpose The VP, Business Development generates revenue and expands market share by developing new clients for integrated solutions business model by contracting with mid-market companies within target verticals for Managed Services Programs (MSP), Vendor Management Systems (VMS), Employer of Record (EOR) and Statement of Work (SOW) solutions. This highly visible sales executive leads cross-functional solution design and deploys consultative selling strategies, in order to establish and leverage new long term, profitable client relationships. Leadership Competencies: Approachability Building Effective Teams Business Acumen Developing Direct Reports & Others Innovation & Creativity Leading Change Self-Development Role Specific Competencies: Negotiating Organizational Agility Presentation Skills JOB TASKS Achieve annual and quarterly achievement of revenue targets through accurate monthly and quarterly forecasting, by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage. Responsible for growing market share within specific region and/or vertical through high travel, high customer interface and high visibility role. Consultative Selling Qualify new sales opportunities through systematic investigation of client’s situation and objectives, evaluation of revenue potential Discover and analyze client strategic objectives, specifications and challenges through trusted advisor and consultative relationship in order to develop a client-centric solution proposal/presentation. Initiate and establish relationships with client contacts, through phone calls and in person meetings, to present customized solutions which solve current financial, operational, and workforce planning challenges and align solutions with desired future state. Develop and maintain key customer relationships at the management level and above across all accounts through consistent follow-up and value delivery. Negotiate highly complex sales cycle with the client, interfacing with all key buying influencers such as direct users of the service, as well as department heads and executive level personnel. Structure detailed strategic plans for building new business relationships with key stakeholders and "C" level executives within client organizations. Develop and deliver presentations aligned with style and branding guidelines to communicate valued solutions to client contacts and decision makers (C-Suite, operational leaders, etc) to create new revenue streams and/or increase market share, often as part of Request for Proposal (RFP) process. Customize client proposals and presentations based on client situation by balancing the benefits of multiple solution benefits (MSP, VMS, SOW), using individual expertise of market conditions and future trends in order to achieve increase account goals and grow market share. Continually expand individual knowledge of talent management , staffing and workforce optimization services market trends, industry analyst updates, and competitive data by reviewing internal and external sources (journals, articles, studies, interactions with clients, etc) in order to more effectively serve the client as a trusted advisor, and consult on services. Participate in key industry associations and trade organizations; maintain high level of visibility through thought leadership activities. Sales Activity & Pipeline Management Develop and manage pipeline of diversified accounts by converting opportunities through the sales cycle in order to achieve an ongoing revenue stream. Communicate sales activities and opportunities through the pipeline call process in order to keep all stakeholders informed of upcoming implementations (i.e. shared services, corporate, sales partners). Maintain accurate records of all account activity within sales database in order to track and communicate pipeline status for individual clients and region-level reporting. Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals. Develop account penetration strategies and plans for key target and competitive accounts by maintaining current market intelligence and coordinating with internal Leaders and internal stakeholders across the company. Solution Design Actively engage and partner with Corporate Marketing and solution design leaders in the strategic planning, coordination, and execution of agreements for clients seeking integrated workforce solutions. Calculate return on investment (ROI) assessments during solution design process utilizing financial models and accurate costing in order to set appropriate pricing and ensure profitability. Enhance existing client team programs and identify new pilot program opportunities. Monitor and internally communicate competitive intelligence to relevant stakeholders in a timely manner in order to elevate enterprise-wide awareness of competitive trends and landscape. Contract Negotiation Generate contracts and relevant documentation that reflects service agreements, legal language and pricing details. Facilitate the contract and legal process through the client’s decision-making hierarchy as well as internally by gathering and articulating relevant information in a timely basis and holding others accountable to fulfilling their role. Maintain an expert level knowledge of contract language and process as it relates to MSP clients by staying in contact with legal team in order to reduce delays in the contract negotiation stages of the sales cycle. Partner with cross-divisional sales team members and leaders to get approval or feedback on proposed contract terms, and coordinate to resolve client issues to ensure exceptional customer experience. MSP Implementation Position implementation team of the Company for success by gathering client requirements/situation and stakeholder landscape in order to expedite timely system and process integration. Foster effective partnerships with all Corporate and Service Delivery functions to review contracts to ensure accuracy, timely processing, and increased probability of a win-win client relationship. Service Delivery and Expansion Actively engage in cross-selling efforts by identifying viable revenue source referrals and communicating with all business units to increase client touch points and grow market share. Design, track, and review Annual Sales Plan and projections, including regular meetings with leadership to develop strategies and overcome obstacles for achieving revenue-based targets. Adhere to the mission statement, core values, and company policies and customer service standards. This position profile is not intended to be all-inclusive. Team member may be required to perform other duties to meet the ongoing needs of the organization. Project Management Manage the sales cycle of large client opportunities by coordinating internal and external stakeholders and driving action items towards sales deliverable deadlines. Participate as subject matter expert in projects across organization. Process Improvement May participate in process improvement efforts as a subject matter expert to help identify opportunities to enhance current processes or present feedback on proposed enhancements. Systems SalesForce (Customer Relationship Management system) PowerPoint, intermediate to expert level Excel, intermediate to expert level Word, intermediate to expert level Online webinar platforms (WebEx, Go To Meeting) Social Media (e.g. LinkedIn) Business Development Measures Gross Revenue Gross Margin EBITDA # of MSP Contracts Favorable Contract Terms Fill Rate per Client Vertical Balance Pipeline Solution Offerings MSP/VMS EOR SOW Individual Productivity Client Contacts (in person and calls) Prospect Contacts (in person and calls) Competitive Bill Rates New Contracts Reviews Preferred Education: Masters of Business Administration (MBA) Minimum Experience: 10+ years in national/large account business development and/or implementation for healthcare, staffing, and workforce management organizations. Specialized experience in Managed Service Programs (MSP), and Recruitment Process Outsourcing (RPO) highly desirable Preferred experience: Vertical knowledge (Energy, Financial Services, Higher Education, Healthcare, Manufacturing) and managed services industry      

Lake Worth, Florida