Business Development Vice President

at  Robert Half

JOB DESCRIPTION

The Business Development Vice President (BD VP) will be based in their assigned territory and responsible for generating and expanding revenue by generating business opportunities for all Robert Half practice groups, managed solutions, and Protiviti for each account in their portfolio. The BD VP will develop a deep understanding of the client’s specific needs throughout their organization and educate assigned practice group points of contact (POCs), managed solutions vice presidents, and Protiviti to increase our account market share. The accounts in their portfolio will meet the SA & NTA Deal Guidelines.
The BD VP will work directly with the Client Acquisition & Expansion Vice President (CA&E VP) to transition new clients into their portfolio during the initial launch of client integration. Once the account transition is complete, the BD VP oversees the customer life cycle and ensures organizational alignment to proactively drive adoption and usage of our enterprise capabilities.
The BD VP will partner directly with the NTA team on shared accounts to generate business opportunities for all Robert Half practice groups, managed solutions, and Protiviti for each account in their portfolio. In collaboration with the client, the BD VP and NTA team will host quarterly business reviews to identify emerging opportunities as well as areas needing improvement.

Requirements:

• Minimum of 5 years’ experience in business development with a proven track record for being a top performer.
• Internal Robert Half experience as a top performing Practice Director or Branch Director or prior experience as a top performing account manager of large, strategic account clients in a staffing organization.
• Proven collaboration skills.
• Excellent negotiation and presentation skills at the C-suite level.
• Effective verbal and written communication skills.
• Experience and ability to develop and generate high revenue volumes for new accounts.
• Exceptional organizational and problem-solving skills being able to interpret and draw relevant insights from various resources and methodologies.
• Ability to multitask and manage numerous large clients while maintaining a high degree of customer satisfaction.
• 50% or more travel may be required, based upon company guidelines and federal, state, and local regulations

• Newly Signed Account Responsibilities:
• Ensure early engagement in the customer buying process to help analyze customer’s needs and tailor solutions to match them.
• Execute Client Road Map to ensure optimal growth for the account.
• Generate new business by executing the strategy and goals set during acquisition. Each account will be reviewed semi-annually to ensure maximum growth.
• Develop and sustain long-term customer relationships. Engage customers at all levels, including senior levels buyers/sponsors at the customer organization.
• Understand the competitive landscape to take a lead role in setting and executing on a strategy to take competitive market share.
• Work with the SA VP and appropriate field leaders to overcome revenue roadblocks and/or roadblocks to setting meetings with key hiring managers.
• Include Managed Solutions subject matter experts on client visits to provide actionable inputs to solve company’s pain points.
• Conduct comprehensive account reviews every quarter to identify emerging opportunities as well as areas needing improvement with customers. Discuss “Collaboration Scale” to meet our partnership goals and client value.
• Existing Signed Account Responsibilities:
• Primary liaison to the client. This includes in-person client visits, job order generation, and expanding revenue for all practice groups, managed solutions, and Protiviti.
• Take an active role in job order generation by setting client meetings with hiring managers as well as joining RH field staff on scheduled client meetings. Execute the Client Road Map with the dedicated POCs.
• Ensure job orders are filled quickly to ensure a high level of client satisfaction.
• Track job orders lost to the competition and meet with comp shop hiring managers at assigned accounts.
• Conduct high level client strategy meetings and quarterly business reviews, focused both at the C-suite level as well as with key front-line managers.
• Understand and adhere to KPIs and key areas of performance evaluation from sponsors to track and identify areas of improvement.
• Aid in the resolution of any significant (client) issues that arise with the account.
• For decentralized accounts across multiple geographies, identify common roles / skills to develop matrix of talent to proactively market into managers.
• Communicate account changes, focus areas and revenue enhancement to field leadership and key personnel.

Requirements:

• Minimum of 5 years’ experience in business development with a proven track record for being a top performer.
• Internal Robert Half experience as a top performing Practice Director or Branch Director or prior experience as a top performing account manager of large, strategic account clients in a staffing organization.
• Proven collaboration skills.
• Excellent negotiation and presentation skills at the C-suite level.
• Effective verbal and written communication skills.
• Experience and ability to develop and generate high revenue volumes for new accounts.
• Exceptional organizational and problem-solving skills being able to interpret and draw relevant insights from various resources and methodologies.
• Ability to multitask and manage numerous large clients while maintaining a high degree of customer satisfaction.
• 50% or more travel may be required, based upon company guidelines and federal, state, and local regulations.