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Description

 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.

What You’ll Do

Commercial Growth & Expansion Leadership

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.”

Revenue Durability & Retention Strategy

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.

Master Services Agreement (MSA) Strategy

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

Revenue Performance Dashboard Ownership

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.

Commercial Behavior & Incentive Alignment

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.

Platform & Digital Integration

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

Role Boundaries

This role owns:

• Revenue architecture
• Revenue durability metrics
• Expansion performance
• Commercial structuring
• Institutionalization of long-term client roadmaps

This role does not own:

• Firm P&L
• Delivery operations
• Utilization or margin discipline
• HR or Finance
• Firm-wide operating cadence

This clarity ensures focus on structural revenue improvement rather than operational management.

Requirements

What You’ll Bring

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

Benefits

Why Join FTE Factory Advisors

This is a rare opportunity to architect the commercial engine of a scaling transformation firm.

You will:

• Redesign how revenue is structured and retained
• Increase predictability and client embedment
• Elevate the commercial sophistication of the firm
• Play a direct role in shaping long-term enterprise value

If you are energized by building durable growth systems, not just by closing deals, this role was built for you.