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Vice President – Consulting Operations

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Location
Wilkes Barre, PA
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**MEMBERS ONLY**SIGN UP NOW***. – the Northeastern Pennsylvania Industrial Resource Center – supports, enhances and champions northeastern Pennsylvania’s manufacturing economy. We are the service provider for the national Manufacturing Extension Partnership (MEP) program and statewide Industrial Resource Center (IRC) program serving 11 counties throughout northeastern and the northern tier of Pennsylvania. Our consultative services help manufacturing companies excel, grow and create jobs. We work with companies to develop and implement growth strategies through the utilization of our fee-based consultative services and expertise to our network of Qualified Service Providers. We believe our services, and those of our national network, are aligned with the current needs of manufacturers, as well as their future needs based upon national and international industry trends, emerging innovations and ever-changing best practices.
Job Description
**MEMBERS ONLY**SIGN UP NOW***. is seeking a Vice President – Consulting Operations to create and maintain relationships with key accounts while also directing and coordinating the day-to-day activities of **MEMBERS ONLY**SIGN UP NOW***.’s consulting operations, client programs, sales activities and regional initiatives. This individual will be directly responsible for the performance of all professional service delivery personnel, sales personnel, contracted sales representatives and part-time service delivery consultants and will have decision-making authority relative to those positions commensurate with that responsibility. The Vice President – Consulting Operations will play an indirect role in the supervision of **MEMBERS ONLY**SIGN UP NOW***.’s marketing, events, information technology, accounting and administrative personnel to the extent that their performance impacts the results of consulting operations. The Vice President – Consulting Operations will also be responsible for establishing, maintaining or co-maintaining, alongside **MEMBERS ONLY**SIGN UP NOW***.’s CEO, relationships with key clients, Board member companies, stakeholders, strategic partners and/or legislators. Maintaining these relationships may, from time to time, include direct responsibility for engagement sales.
Job Requirements
The primary responsibilities of the Vice President – Consulting Operations are:
The attainment of organizational goals relative to the direct sales and represented (“sales rep) sales, including goals in areas such as prospecting, proposal generation, total sales/bookings, and market penetration;
The attainment of organizational goals relative fees generated from the direct provision and third-party provision of consulting services to regional manufacturers, including goals in areas such as total billings, net billings, realization/profitability on engagements and adherence to engagement budgets;
The attainment of federal, state or other stakeholder performance metrics relative to the impact of **MEMBERS ONLY**SIGN UP NOW***.’s client engagements with regional manufacturers (ex: jobs created, client cost savings, client revenue growth, etc…); and
The consistent generation of organizational consulting revenue sufficient to offset consultative service sale and delivery expenses.
The Vice President – Consulting Operations reports directly to the CEO of **MEMBERS ONLY**SIGN UP NOW***..
Essential Duties & Responsibilities (Day-to-Day)
Lead, coach and supervise Consulting Operations staff to ensure that organizational goals are met, reinforce a positive corporate culture, create and maintain internal passion for manufacturing and provide valuable positive feedback to team members.
Work alongside **MEMBERS ONLY**SIGN UP NOW***.’s CEO to set SMART (Specific-Measurable-Attainable-Realistic-Timely) annual corporate consulting metrics and corresponding individual goals for each member of the Consulting Operations team – on-staff salespersons, contracted salespersons, on-staff service delivery personnel and third-party service delivery partners.
Develop Consulting Operations budget to align with SMART corporate metrics, within the confines of **MEMBERS ONLY**SIGN UP NOW***.’s state, federal and private support.
Implement monitoring methods (reports, dashboards, etc…) to track ongoing progress against corporate metrics, individual goals and operating budgets in real-time.
Manage **MEMBERS ONLY**SIGN UP NOW***.’s salespersons, on-staff service delivery personnel and outsourced sales/service providers sufficient to evaluate performance, ensure on-pace progress towards organizational and individual goals, and implement any changes that may be needed to achieve those goals.
Personally originate and participate in sales efforts to key accounts to achieve sales goals.
Create and implement methods for analyzing the financial impact of individual client engagements (budgeted cost vs. actual cost, gross revenue vs. net revenue, profit margin, etc…), evaluating the performance of individual service delivery team members, and assess the overall financial performance of **MEMBERS ONLY**SIGN UP NOW***.’s consulting operations.
Analyze and continuously improve salesperson performance with respect to prospecting, generating proposals and securing engagements.
Advise **MEMBERS ONLY**SIGN UP NOW***.’s CEO on team member performance and discuss required changes in goals, objectives, capabilities, or staffing to ensure that the organization achieves its goals.
Oversee tactical aspects of consulting operations, which includes, but is not limited to, participating in selected client calls/visits, reviewing engagement proposals, reviewing engagement budgets and participating in post-engagement client debriefs.
Interface with **MEMBERS ONLY**SIGN UP NOW***.’s accounting function for client billings, receivables management, third-party provider invoice processing and other relevant matters.
Create and manage third-party provider relationships by integrating their capabilities with those of **MEMBERS ONLY**SIGN UP NOW***.’s on-staff expertise sufficient to broaden **MEMBERS ONLY**SIGN UP NOW***.’s overall suite of services.
Additional Duties (Long-Term & Strategic)
Participate as a key member of **MEMBERS ONLY**SIGN UP NOW***.’s management team in the formulation and administration of company policies, strategies, long-range goals and objectives, with goal of becoming/remaining a Top 10 MEP facility.
Lead efforts to identify and develop new service offerings, either directly or through third-party consultants, to meet ever-changing client and industry demands.
Continuously improve **MEMBERS ONLY**SIGN UP NOW***.’s existing suite of services through the leveraging of on-staff consulting expertise.
Work alongside **MEMBERS ONLY**SIGN UP NOW***.’s CEO to promote manufacturing as an integral part of the Northeastern PA economy and strengthen **MEMBERS ONLY**SIGN UP NOW***.’s position as a key component of the regional economic development strategy.
Maintain positive relationships with **MEMBERS ONLY**SIGN UP NOW***.’s federal and state stakeholders.
Lead workshops, informational sessions, public speaking engagements and other outreach activities in support of **MEMBERS ONLY**SIGN UP NOW***.’s initiatives, services and programs.
Establish and maintain relationships with numerous regional connecting organizations and partners (SBDCs, Chambers of Commerce, financial institutions, CPA firms, etc…).
Perform other duties as assigned.
Qualifications – Must Haves
At least 12 years of hands-on experience at the CEO, CFO, COO or similar level within a manufacturing, consulting or technical service environment.
At least 12 years of P&L responsibility of a company, division, strategic business unit or major corporate department/function.
At least 12 years of direct responsibility for the attainment of corporate, divisional and/or departmental revenue objectives (sales, services, etc…) through personal sales efforts to key accounts and effective management of a sales team.
Direct experience implementing at least three of the following at the strategic level in a manufacturing environment – Lean Manufacturing, ISO, Strategic Planning, Sustainability, Innovation, Supply Chain Optimization, ERP Systems or Exporting.
Relevant experience, and proven success, in the areas of technical service or product costing, personnel management (HR), strategic planning and contracting.
Capability to interact with C-level executives within manufacturing, consulting, economic development and other industries.
Outstanding business aptitude sufficient to work with manufacturers, understand their needs and create connections between those objectives/needs and **MEMBERS ONLY**SIGN UP NOW***.’s services.
Excellence at listening and processing information.
Experience with problem-solving.
Proficient in Microsoft Office applications.
Exceptional verbal and written communication skills, with a particular aptitude for public presentations, technical/professional writing and organizational skills.
Valid PA driver’s license and readiness to travel within service region.
Education
Bachelor’s degree in relevant field (Engineering, Management, Operations Management, Finance, etc…) required, with Master’s degree preferred.
Documentation of ongoing professional education preferred for candidates without recent college-level education.
Professional certifications and current membership in professional organizations a plus.
Compensation
Compensation for this position is market-competitive and commensurate with individual applicant experience. This position provides base salary compensation, a very competitive benefits package, and the potential for performance-based incentive compensation with the attainment of sales and revenue metrics.
This position offers the opportunity to play a key role within one of the region’s premier not-for-profit consulting organizations focused exclusively on growing the region’s manufacturing sector. The Vice President – Consulting Operations will work with a dynamic and creative group of professionals. This position is a high-visibility position within a well-respected organization that is part of a 60-facility national system, in which long-term career growth opportunities are expected.
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