Vice President of Client Solutions, Fulfillment

Vice President, Client Solutions (Business Development) 

Centralized Global Services / Fulfillment 

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. 

This position operates as a crucial individual contributor to business growth as a member of the Client Solutions (Business Development) team, fostering close working relationships with clients and internal/external stakeholders to ensure success. Reporting to the Senior Vice President and working closely with the rest of the Leadership team, this role will contribute directly towards the company’s financial success. The VPCS will be responsible for modeling company values and promoting the company culture. 

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 lead 

• 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 agreement 

• 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 

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