VP of Operations - Commercial Growth & Platform Strategy

FTE Factory Advisors•Detroit, MI

About The Position

About FTE Factory Advisors FTE Factory Advisors partners with manufacturing and operational leaders to unlock higher performance - driving revenue growth, cost reduction, and operational excellence through hands-on, people-first execution. Our reputation is built on trust, measurable outcomes, and long-term client partnerships. As we scale nationally, we are evolving from a high-performing project-based consulting firm into a structured enterprise transformation platform. We are investing in leadership that will not only grow revenue but also strengthen its predictability, durability, and embedded presence within our client base. The Opportunity The VP of Commercial Growth & Platform Strategy is a senior executive responsible for architecting FTE’s next stage of commercial evolution. This leader will shift the firm from episodic project selling to structured, multi-phase transformation partnerships that increase client lifetime value, retention, and revenue predictability. This is not simply a revenue growth role. It is a commercial architecture role. You will own expansion performance across key accounts while institutionalizing the systems, agreements, incentives, and behaviors that make growth repeatable and durable. This role is designed for a commercial leader who: Thinks in multi-year client journeys, not single engagements Designs revenue structures—not just sales motions Elevates senior leaders’ commercial effectiveness Builds systems that increase enterprise value Core Mandate Evolve FTE’s commercial model from project-based engagements to structured, long-term transformation partnerships that increase: Client lifetime value Repeat revenue percentage Gross and net revenue retention Sequential engagement rates Embedded client relationships Revenue under long-term master service agreements This role owns the structural improvement of how revenue is generated, retained, and expanded.

Requirements

10+ years of senior leadership experience in consulting, advisory, or professional services
Proven track record in increasing client lifetime value and expanding revenue
Experience in institutionalizing long-term account planning models
Strong command of retention metrics (GRR, NRR, repeat revenue, expansion rate)
Experience structuring and scaling Master Service Agreements
Executive-level coaching ability with senior revenue leaders
Strong commercial judgment in deal structuring and pricing strategy
Financial fluency and comfort operating with Board-level visibility

Nice To Haves

Experience in operational transformation, Lean, or enterprise performance environments preferred

Responsibilities

Own firm-wide client expansion performance with direct accountability for revenue growth across priority accounts.
Coach and challenge Managing Directors on long-term account strategy and expansion planning
Increase expansion revenue as a percentage of total revenue
Improve the consistency of revenue attainment across senior commercial leaders
Drive disciplined account planning and opportunity prioritization
Personally engage in high-stakes deal structuring and executive-level client conversations
Shift the commercial mindset from “win the next project” to “design the next chapter of a multi-year partnership.”
Design and institutionalize structured client roadmaps that create visibility beyond individual engagements.
Ensure proposals and account plans reflect multi-stage transformation journeys
Increase conversion from initial engagements to follow-on work
Improve sequential engagement rates
Increase embedded client ratio
Grow repeat revenue percentage
Lead quarterly Revenue Durability reviews with senior leadership and the Board, providing visibility into retention trends, expansion health, and risk exposure.
Standardize and scale Master Services Agreements to reduce commercial reset risk and deepen long-term partnerships.
Increase revenue under MSAs (long-term target: 60%+
Strengthen preferred partner positioning
Reduce renegotiation friction between engagements
Improve commercial continuity and predictability
Own firm-wide performance across:
Repeat Revenue %
Gross Revenue Retention (GRR)
Net Revenue Retention (NRR)
Sequential Engagement Rate
Expansion Revenue %
MSA Penetration
Client Gap Risk
Drive structural improvement of these metrics in partnership with the COO, who supports operational execution discipline.
Align compensation, expectations, and commercial rhythms with long-term transformation growth.
Incent expansion revenue and retention
Reinforce structured account planning
Align performance management with multi-year client development
Institutionalize commercial rigor without adding unnecessary bureaucracy.
Ensure innovation and digital offerings are fully integrated into client transformation journeys to increase revenue density and long-term embedment.
Embed digital tools within broader client partnerships
Strengthen cross-service integration
Position FTE as a long-term enterprise transformation partner