Client Acquisition & Expansion Vice President

Robert Half • Orlando, FL

5d

About The Position

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.

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.
• 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.

Benefits

• We offer exceptional earning potential and a competitive benefits package, including a base salary and bonus pay (for talent professional positions), group health insurance benefits (medical, vision, dental), flexible spending and health savings accounts, life and accident insurance, adoption, surrogacy and fertility assistance, paid parental leave of up to 6 weeks, and short/long term disability.
• Robert Half provides paid time off for vacation, personal needs, and sick time. The amount of Choice Time Off (CTO) our people receive varies based on their years of service and is pro-rated based on the hours worked per week. A new hire earns up to 17 days of CTO per calendar year. Our people also receive up to 11 paid holidays per calendar year.
• We also offer the opportunity to contribute to our company 401(k) savings and investment plan or deferred compensation plan (if eligible), with an employer match of 100% on the first 3% of your contributions for eligible employees.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed