Client Acquisition and Expansion Vice President

at  Robert Half

JOB DESCRIPTION

The Client Acquisition & Expansion Vice President (CA&E VP) will be focused in their assigned territory and be responsible for developing enterprise business opportunities with prospective Strategic Account (SA), National Technology Account (NTA) and Regional Account (RA) clients. They are responsible for targeting on-strategy deals pursuant to the SA/NTA/RA New Deal Guidelines. They are to manage a target list in collaboration with the field leadership and the Business Development team for SA/NTA/RA including vetting the deal during the pre-sale process, contract negotiations, launch, and hand-off deal to SA/NTA/RA Account Management.
This individual will act as the primary liaison to launch an account and roll-out via SA Vice President & Regional Director, SA Vice President & District Director, or Centralized Sales & Fulfillment. This will include making in-person introductions of key client decision makers to assigned practice group points of contact (POCs) or central contacts, managed solutions, and Protiviti. The CA&E VP will work with their SA/NTA/RA Business Development Vice President (BD VP) partner during the initial launch of client integration and will then transfer the client to the SA/NTA/RA VP.

REQUIREMENTS

• Minimum of 5 years’ experience in business acquisition/development, with a proven track record of being a top performer.
• Experience acquiring and negotiating large enterprise and strategic accounts contracts in a staffing organization.
• Excellent negotiation and presentation skills at C-suite level.
• Strong written and verbal communication skills.
• Ability to represent the enterprise when negotiating contracts.
• Up to 50% or more travel may be necessary, based upon company guidelines and federal, state, and local requirements.
• The typical salary range for this position is $100,000 to $115,000. The salary is negotiable depending upon experience and location. The position is eligible for a bonus based upon achievement of performance objectives.

NEWLY SIGNED ACCOUNT RESPONSIBILITIES:

• Identify and pursue new contracts in line with SA/NTA/RA New Deal Guidelines, prioritizing clients aligned with our specialized services, pricing, and partnership goals.
• Prioritize target accounts in growth industries, researching revenue potential and addressing business needs.
• Understand the competitive landscape to establish and help execute a strategy to take competitive market share.
• Create value by aligning customer business drivers to Robert Half value propositions.
• Develop quantity and strength of sponsors by targeting decision makers, advocates, coaches, key stakeholder influencers to leverage during negotiations and launch.
• Analyze current pre-MSA business and transition pre-existing business to SA status, expanding brand awareness and client relationships.
• Execute account rollout upon contract signing, maintaining mutual understanding of goals and measuring performance.
• Ensure contract inclusion of RHT, RHC, and MR 1099’s and C2C placements in collaboration with Legal.

LAUNCH NEW DEAL RESPONSIBILITIES:

• Team with SA/NTA/RA VP to transition accounts effectively, with clear responsibilities and regular reviews.
• Establish a Sponsor Collection Strategy with the BD VPs, managed solutions, and field partners. Develop multiple levels of (client) sponsors and drive cross-selling.
• Collaborate with internal subject matter experts, educate clients on industry trends, and utilize target social media content for Client Acquisition & Expansion.
• Assist field staff in overcoming roadblocks to client meetings.
• Deliver quarterly business reviews with the BD VP to assess launch goals and opportunities.
• Facilitate the contract renewal process.