Vendor Management Systems (VMS) Account Manager

Key Responsibilities

Business Development & Sales (Primary Focus)

• Identify, prospect, and develop new VMS and MSP business opportunities.
• Drive revenue growth through new client acquisition and expansion of existing accounts.
• Develop and execute strategic sales plans to achieve individual and company sales goals.
• Build relationships with hiring managers, procurement teams, MSP partners, and key decision-makers.
• Conduct sales presentations, client meetings, and workforce solution consultations.
• Identify opportunities to increase market share within existing VMS programs.
• Collaborate with branch and recruiting teams to maximize fill rates and account penetration.
• Monitor industry trends, competitor activity, and market opportunities.
• Maintain a robust sales pipeline and provide accurate forecasting of opportunities.

Account Management & Client Retention

• Serve as the primary point of contact for assigned VMS and MSP accounts.
• Build long-term partnerships through exceptional service and proactive communication.
• Conduct regular business reviews and performance meetings with clients.
• Develop account growth strategies focused on increasing spend and service utilization.
• Address client concerns, escalations, and service challenges promptly.
• Ensure high levels of customer satisfaction and retention.

VMS Program Management

• Oversee daily operations of assigned VMS programs.
• Manage requisition flow, candidate submissions, fill rates, and program performance.
• Coordinate with recruiting teams to ensure timely fulfillment of staffing requests.
• Monitor key performance indicators (KPIs), service-level agreements (SLAs), and client scorecards.
• Ensure compliance with client-specific workforce requirements and program guidelines.

Reporting, Compliance & Administration

• Analyze VMS reports and workforce data to identify growth opportunities and performance trends.
• Maintain accurate records in CRM, ATS, and VMS systems.
• Manage contracts, service agreements, and account documentation.
• Support billing, invoicing, and issue resolution activities.
• Ensure compliance with all client, company, and regulatory requirements.

Qualifications

• Bachelor's degree in Business, Human Resources, Marketing, Management, or related field preferred.
• 3+ years of staffing sales, VMS account management, business development, or workforce solutions experience.
• Proven track record of meeting or exceeding sales and revenue goals.
• Experience working within VMS and MSP environments.
• Strong consultative selling, negotiation, and closing skills.
• Ability to build relationships with executive-level decision-makers.
• Excellent communication, presentation, and interpersonal skills.
• Strong analytical and problem-solving abilities.
• Proficiency with CRM systems, ATS platforms, Microsoft Office, and VMS technologies.

Preferred Skills

• Staffing industry sales experience.
• Experience growing national accounts within VMS/MSP programs.
• Knowledge of contingent workforce solutions and workforce management strategies.
• Strong business development and territory management capabilities.
• Experience managing sales pipelines and revenue forecasting.
• Ability to identify and capitalize on account expansion opportunities.
• Strong understanding of recruiting operations and staffing delivery models.

Performance Metrics

Success in this role will be measured by:

• New business revenue generated
• Existing account growth
• Gross margin performance
• Client retention rates
• Fill rate and fulfillment metrics
• Client satisfaction scores
• Sales pipeline activity and forecasting accuracy

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