Kelly Services Vertical Leader, Finance and Business Services in Troy, Michigan

This is role is a senior leadership role with substantial customer-facing responsibilities; the Finance and Business Services Vertical Group Leader will lead a team of 6-15 people focused on delivering objective, measurable business development and account leadership results across the industry vertical with a high degree of accountability to these measurements and processes.

This Group at Kelly Services is currently one of the largest single vertical industry groups within Kelly. This role is responsible for incumbent relationships that are global and consist of a mix of complex point solutions. Some of the challenges to growing Kelly’s share of workforce solutions in the space are Kelly’s established reputation in the vertical as a staffing provider, the degree of customization required by the industry, level of regulations and change, and the very specialized and dynamic nature of the workforce itself. The Finance and Business Services Group has a real opportunity to impact an industry that moves quickly, is willing to outsource and is aware of the workforce challenges confronting it.

The Finance and Business Services Vertical Group Leader and their team will be accountable for the following:

Business Development

  • Achieving all Revenue, GP and CM targets for the account portfolio annually, notwithstanding individual solution line targets

  • Growing the overall pipeline of opportunities generated in that portfolio and the conversion (proposal to close) ratio for those opportunities

  • Assisting their teams in developing customer and industry networks (existing and new) that are both deep and wide and to create demonstrated, active relationships with these networks

  • Working closely with inside and outside resources, to develop an overall approach, strategy and messaging for the industry and to continually monitor Kelly’s progress in executing that strategy and message; ideally to develop a Kelly image for that vertical that is consistent with the Kelly vision of Talent Supply Chain Management

Customer Advocacy

  • Maintaining high NPS (or other relevant customer satisfaction metrics) across the incumbent accounts in the portfolio while maximizing Kelly’s ability to both develop extract value from long-term partnerships

  • Working closely with the Operations Lead for the portfolio group, to advocate for any process or operational improvements that will improve customer satisfaction while increasing Kelly’s overall business opportunity with that customer

  • P&L Leadership

  • Managing costs of the vertical team (including travel) to budget (or some other measurement)

  • Achieving and increasing the CM (contribution margin) for the portfolio annually, working collaboratively with partners in the COE, Supply and Operations Delivery

People Leadership

  • Developing learning opportunities for the vertical teams and other customer-facing assets on industry knowledge that is necessary to be viewed as vertical specialists

  • Working very closely with the other Vertical Group Leaders and the Demand Support Leader, to develop and maintain a close-knit team culture (and business processes) focused on speed, accountability, business development, continuous learning and passion for our customers and products

  • Working with Global Learning and HR, to champion a learning and selection process that will transform our teams into high-level workforce consultants to the industry

  • Talent development in the vertical teams (training, continuous learning, growing of strengths and on-going new team selection)

  • Alignment to COEs/Supply/Delivery/Process

  • Working closely with the COEs and other Kelly operations leaders, to influence product development and supply development in alignment with the vertical industry’s growth and needs

  • To maintain, support, educate others about and advocate for all processes that touch the account leadership or new customer business development

  • To communicate actively and regularly with wider Kelly leadership about objective results achieved for the company within the Vertical and about industry and customer trends

Qualifications Required:

  • 15+ years overall business solutions experience to include at least 5 years demonstrated capability in new business development (customer or solution) in one of the following: industry vertical experience, complex workforce solutions, or global business development & sales.

  • BA or equivalent experience, MBA preferred

Skills Required:

  • Business and Financial Acumen: Effectively translates strategies into specific action plans, tactics and deliverables that results in the ability to differentiate Kelly.

  • Strategic Thinking: Ability to synthesize a range of quantitative and qualitative information into concrete, actionable market insights and recommendations to drive short- and long-term growth, innovation and change.

  • Leadership: Possesses leadership presence which results in the ability to express thoughts in a way that inspires confidence and trust, and inspires others to seek excellence.

  • Influence: Builds credible and robust relationships with all key internal and external resources by utilizing influencing skills to build partnerships across the matrix and facilitate cooperation in strategic efforts.

  • Talent Development: Effectively builds and enables a team of professionals to meet current and future business needs by fostering an environment where the entire team can succeed.

  • Collaboration: Works well across geographic boundaries in a matrixed environment to get things done.

  • Global Insight: Understands the position of the business within a global context and considers global issues when making business decisions.

KELLY Services

About Kelly Services®

As a global leader in providing workforce solutions, Kelly Services (Nasdaq: KELYA, KELYB) and its subsidiaries, offer a comprehensive array of outsourcing and consulting services as well as world-class staffing on a temporary, temporary-to-hire, and direct-hire basis. Kelly® has a role in managing employment opportunities for more than one million workers around the globe by employing 550,000 of these individuals directly with the remaining workers engaged through its talent supply chain network of supplier partners. Revenue in 2015 was $5.5 billion. Visit kellyservices.com and connect with us on Facebook, LinkedIn