Kelly Services VP, New Business Development Lead in VIRTUAL, Michigan
Integrated Workforce Solutions
The Vice President, New Business Development Leader role is responsible for the strategy and deployment of business development and sales within their team focused on Integrated Workforce Solutions specifically RPO and selling RPO with a bundled added solution. The NBD Leader will work close with Global Sales Vertical Leaders, Global Solutions Design, Product Leaders, Marketing, Finance, Centers of Excellence Leaders, and other appropriate leaders to define a consistent approach to the sales process and to facilitate development and execution of the sales approach. This is a professional sales executive experienced in Integrated Workforce Solutions and understands the issues their prospective clients are facing and brings disruptive insight that challenges their thinking. The primary responsibility is to develop, execute, and monitor sales strategy and structure that will directly impact significant growth of revenue and profitability for Kelly. The position will drive the sales focus up the value chain of solutions to ensure revenue and GP growth.
Responsible for developing and executing a consultative sales strategy for a team of sales professionals representing the entire Kelly capability.
Drive team accountability and monitor results.
Evaluate skill levels of sales resources and recommend and reinforce Challenger sales training.
Create, execute, and monitor sales plans to grow market share differentiating Kelly against competitors to acquire new business.
Initiate and drive senior level engagement from Kelly.
Establish NBT, drive accountability and monitor results for continuous improvement.
Influence decisions of high level stakeholders in order to create a win/win opportunity for Kelly and the client
Act as a coach and facilitator in ensuring Challenger Training and Methodology is adopted and practiced
Strategize, recommend and consult with Vertical Leaders, US Operations, Centers of Excellence and support groups to leverage Kelly’s capabilities, close sales as well as execute a customized strategy based on market conditions and opportunities.
Apply the knowledge of labor, community and industry awareness to make recommendations for innovative product offerings from a demand market perspective.
Review and analyze financial results for continuous improvement.
Continue to be knowledgeable of competitor positions.
Work closely with pricing and finance to develop profitable solutions.
Provide coaching to NBD team members.Key Measurables:
Assist in the creation of a sales strategy.
Execution of sales strategy.
Ensure team maintains an adequate pipeline required to achieve or exceed targets.
Hold team accountable to achieve specific deal flow and relationship management expectations.
Communicate/educate to all team members on Global Strategic Account Plan.
Bachelor’s Degree or equivalent experience
10 years proven sales success in a consultative and professional services environment.Abilities:
Challenge conventional thinking : Uses deep understanding of the client’s business to manage and drive their talent journey and push their thinking. Approaches every prospective client interaction in a tailored manner, aligning insight to each stakeholder’s specific needs and priorities. Is assertive in respectfully pushing back when stakeholders express skepticism about the insight or are resistant to pricing.
Client relationship focus : Develops strong personal and professional relationships and advocates across the client organization. Facilitates cooperation between key internal and external resources to meet the client’s articulated needs.
Makes decisions with results in mind : Focuses on post-sales follow-up to ensure service issues related to implementation and execution are addressed quickly and thoroughly. Willingly deals with ambiguity and makes decisions when they need to be made.
Accepts personal responsibility for achieving Kelly’s goals : Consistently puts forth extra effort. Understands the critical role of responsibility in the workplace, and uses it to drive Kelly’s success.
Independent thinker: Self-confident and independent. Isn’t constrained by looking to others for their opinions or direction.
Engage your team’s energy, talent, and intelligence : Enables a team of professionals to meet current and future business needs through clear performance expectations, coaching and feedback, and fostering an environment where the entire team can succeed. Helps the team align and work together in a unified way.
Builds talent: Build and enable a team of professionals to meet current and future business needs through coaching and fostering an environment where the entire team can succeed.