Job DescriptionPosition Title: Vice President, Business Development
Reports To: CEO and PresidentWork Location: United States (Remote)
Status: Full-Time, Salary-Exempt
Mission: The mission of the Vice President, Business Development is to accelerate PSG's revenue by growing our Recruitment Process Outsourcing (RPO) business. Prospectively, we anticipate you achieving this goal by increasing our brand position for recruitment opportunities through prospecting and outreach, enhancing our go-to-market messaging, and sales and solution development for Corporate clients. In addition, the role will participate in market outreach events such as trade shows, conferences, and webinars.
The role reports into the SVP, Business Development of PSG, while also interacting regularly with PSG's Executives, Client Services, Peer Company Contacts, Technology and Operations teams. As a member of the PSG Sales team, this role is also expected to contribute positively to PSG's overall growth strategy.
Outcomes and Targets:
Primary performance metrics include the following:
Revenue and Gross Margin Obtainment:- Achieve defined billable gross margin target during the first 12 months of tenure. Subsequent years will align with budget growth targets.
- Obtain new sales targets through deal awards. The process includes establishing relationships with companies through proactive prospecting, proposal development, pricing and contract negotiation and support of the solution development process.
Pipeline Development:- Develop a sales pipeline which includes the prospecting of companies which align to PSG's ideal client profile.
- Provide the ongoing management of a dedicated sales pipeline. This includes the development of specific companies to target, qualifying the viability of the prospect to PSG capabilities, coordinating the solution design process, development of a pricing proposal, negotiation of a Master Services Agreement (MSA), generating billable revenue to 1st invoice.
- Achieve and/or exceed activity targets defined as appointments set and proposals delivered to prospective customers.
Sales Messaging/Solution Framework:- Develop messaging in coordination with others to articulate the value proposition for PSG's Full Cycle RPO offering.
- Leverage industry best practice within offerings as appropriate.
Competencies:
- Domain Expertise: The primary value driver for this role is the broad and deep knowledge of the talent acquisition/recruitment outsourcing industry, and actual experience with successfully selling enterprise full-cycle RPO. The ability to identify commercial opportunities that fit PSG's capabilities and timelines will be key.
- Problem Solving and Execution Skills: Like with any big endeavor, there will be unforeseen problems that will need to be navigated. The Senior Director, Business Development-Full Cycle will be able to solve these problems with creativity and structure and execute the design solution with discipline and resolve.
- Leadership and Teamwork Skills: As a member of the management team, the role is expected to deliver solutions in combination with cross-functional teams of people, in the US and in the Philippines, while leveraging technology.
- Sales Skills: The Senior Director, Business Development-Full Cycle will engage in a variety of capacities in helping sell PSG's solutions - from participating in sales efforts, to prospecting personal networks to consulting with others on the sales team to better position our services to buyers.
- Solution Design: An area where PSG expects the Senior Director, Business Development-Full Cycle to add value, will be in helping with the design of all solutions that meet clients' needs and are a fit for PSG's skill set.
- Coachability and Desire to Learn: An important part of PSG's culture is being development oriented. This is especially true for members of the management team.
Experience:- The ideal candidate will possess relevant experience with full cycle RPO solutions. Experience with SalesForce and CRM tools is a plus.
- Experience with business development techniques, including researching, cold calls, email, and social cadences, to qualify opportunities.
- Must be independent, solution-minded, driven, motivated, team oriented, dynamic positive attitude, self-starter and knowledgeable regarding recruitment technology solutions.
- Must have strong interpersonal and communication skills across a variety of channels (email, social media, phone, etc.) and excellent listening skills.
- Ability to be creative and personalize messaging and content for impact and response.
- Ability to have an understanding of customers' challenges and business need.
