About You

You’re someone that can teach us something.  We’re looking for someone who has a high degree of ownership and a bias towards action. Letting a piece of mediocre work reach the client offends you.  You have an entrepreneurial spirit yet want to work with a great team. You want to win and get excited by the thought of realizing significant earnings upside by crushing your sales targets. You understand how to talk with executives.  You get excited by the thought of building something and being part of the journey to something greater. You’re not afraid to bring your ideas and most importantly, you’re humble, and have a positive attitude.

Role Overview

The Director of Client Solutions is a senior leadership role responsible for client relationship quality, delivery excellence, account growth, and new business development. This individual serves as the primary commercial and client-delivery leader for assigned accounts and qualified prospects, ensuring Waypost delivers practical, high-impact supply chain consulting work while building trusted executive relationships that create long-term growth.

This role is designed for a senior supply chain professional who can operate credibly with COOs, VPs of Supply Chain, operations leaders, and executive stakeholders. The Director of Client Solutions must be able to quickly diagnose client issues, translate operational challenges into clear consulting opportunities, guide Advisors toward high-quality deliverables, and communicate effectively with senior client leadership.

The Director of Client Solutions is accountable for both client outcomes and revenue growth. This includes managing and expanding existing client accounts, developing new-logo opportunities through relationship-led business development, leading discovery and scoping conversations, and ensuring engagements are delivered with clarity, quality, and strong executive communication.

This role reports to the Managing Director.

Key Responsibilities

1. Client Relationship Ownership & Account Growth

• Own assigned client relationships with accountability for client satisfaction, retention, and account expansion.
• Build and maintain trusted relationships with executive and senior operational stakeholders.
• Serve as the primary client-facing leader for assigned accounts, ensuring Waypost is viewed as a credible, responsive, and high-value partner.
• Lead regular client check-ins, executive updates, and strategic account discussions.
• Identify expansion opportunities within existing clients based on business needs, delivery findings, executive priorities, and operational pain points.
• Translate client needs into clear follow-on opportunities, additional workstreams, or new Statements of Work.
• Maintain a proactive view of client health, relationship risks, expansion potential, and stakeholder alignment.

2. New Business Development & Opportunity Leadership

• Develop new-logo opportunities through professional network, referrals, COIs, former clients, industry relationships, strategic outreach, and executive-level relationship building.
• Lead or actively participate in qualified prospect conversations where supply chain expertise and operational credibility are required.
• Quickly diagnose prospect challenges and connect them to practical Waypost solutions.
• Help prospects understand root causes, potential improvement opportunities, and appropriate engagement paths.
• Partner with the CEO, Managing Director, and commercial support resources on new business development activities.
• Contribute to target account strategy, referral development, and market-facing growth efforts.
• Maintain ownership of assigned opportunities from discovery through scope development, proposal, and close.

3. Engagement Leadership & Delivery Oversight

• Own account-level delivery quality for assigned clients without serving as the day-to-day project executor.
• Ensure Advisors are focused on the right client priorities, outcomes, and deliverables.
• Provide direction and guidance to Advisors on engagement approach, client communication, issue escalation, and executive-ready recommendations.
• Review major deliverables for clarity, practicality, executive relevance, and alignment with client expectations.
• Ensure work product connects operational findings to business impact, decision options, and practical next steps.
• Identify delivery risks early and intervene to protect client satisfaction, margin, and engagement outcomes.
• Ensure client expectations are actively managed throughout the engagement.

4. Executive Communication & Client Value Realization

• Lead or support executive-level client communication, including updates, findings reviews, decision discussions, and issue escalation.
• Help Advisors frame insights and recommendations in a way that is concise, practical, and appropriate for senior leadership.
• Ensure clients understand the value being created by Waypost work.
• Translate technical or operational findings into business implications such as service risk, cash impact, productivity improvement, margin opportunity, execution risk, and organizational alignment.
• Proactively surface risks, tradeoffs, and decisions that require executive attention.
• Maintain client confidence through clear communication, strong judgment, and practical recommendations.

5. Scoping, Solution Design & SOW Development

• Lead the development of engagement scopes based on client needs, operational diagnosis, and desired business outcomes.
• Translate complex supply chain problems into clear workstreams, deliverables, timelines, assumptions, and client responsibilities.
• Define what is in scope, what is out of scope, and what success should look like.
• Partner with the Managing Director to validate delivery feasibility, staffing requirements, timeline, margin, and execution risk.
• Own the business and solution content of Statements of Work.
• Work with internal support resources to prepare proposals, SOWs, follow-up materials, and client-facing documentation.
• Ensure alignment between sales conversations, client expectations, advisor scopes, and signed commercial agreements.

6. Advisor Direction, Staffing Input & Performance Feedback

• Provide account-level direction to Advisors assigned to client engagements.
• Help define Advisor roles, priorities, and expectations within assigned accounts.
• Provide input to the Managing Director on Advisor fit, staffing needs, performance, and client-facing effectiveness.
• Coach Advisors on client communication, deliverable framing, executive presence, and issue escalation.
• Ensure Advisors have enough context to understand the client business issues, stakeholder expectations, and desired outcomes.
• Support continuous improvement of Waypost delivery model by capturing lessons learned from engagements.

7. Commercial Discipline, Margin Awareness & Process Compliance

• Maintain strong commercial discipline in scoping, pricing input, scope control, and client expectation management.
• Monitor assigned engagements for scope creep, margin risk, delivery risk, and expansion opportunities.
• Partner with the Managing Director to ensure engagements are staffed and delivered profitably.
• Follow Waypost sales process, CRM expectations, proposal workflow, account review cadence, and SOW governance process.
• Ensure client commitments are realistic, clearly documented, and aligned with Waypost delivery capabilities.

8. Firm Building & Offering Development

• Help refine Waypost service offerings, messaging, diagnostic approach, and repeatable delivery models.
• Contribute to marketing and thought-leadership ideas based on real client issues and market needs.
• Support development of tools, templates, frameworks, and repeatable approaches that improve delivery quality and commercial effectiveness.
• Identify bottlenecks in the client delivery and business development process and recommend improvements.
• Represent Waypost professionally in the market, with clients, referral partners, and prospective clients.

Qualifications

Required

• 10-15+ years of supply chain, operations, or consulting experience, with significant exposure to senior operational leadership.
• Deep expertise across multiple supply chain disciplines such as planning, inventory management, procurement, ERP/MRP systems, warehousing, logistics, operations improvement, or related areas.
• Demonstrated ability to build credibility with COOs, VPs of Supply Chain, operations executives, and senior business leaders.
• Proven ability to diagnose operational problems and translate them into practical improvement opportunities.
• Experience managing client relationships, executive stakeholders, or cross-functional business leaders.
• Strong commercial instincts, including experience with business development, account expansion, scoping, proposals, or SOW development.
• Ability and willingness to carry accountability for account growth and new business development.
• Strong executive communication skills, including the ability to turn complex operational issues into clear business recommendations.
• Ability to guide, coach, and direct experienced Advisors without micromanaging project execution.
• Strong judgment around client expectations, delivery quality, margin, scope, and relationship management.
• Ability to manage multiple client accounts and opportunities in a fast-paced, resource-constrained environment.
• Strong sense of ownership, urgency, and accountability.
• Twin Cities based, with ability to work in office at least three days per week.
• Candidates must have prior authorization to work in the United States and be willing to complete a background check.

Preferred

• Prior consulting, advisory, or professional services experience.
• Existing professional network that can support relationship-led business development.
• Experience selling or expanding consulting, advisory, project-based, or professional services work.
• Experience working with private equity, board members, CEOs, COOs, or executive leadership teams.
• Experience supervising, coaching, or directing senior professionals or independent consultants.
• Experience owning or influencing P&L, project margin, utilization, or account-level financial performance.
• Experience developing repeatable consulting offerings, delivery frameworks, or client-facing methodologies.

Compensation

Base salary plus variable compensation tied to new business development, account growth, client/account stewardship, and company performance. Benefits include medical, 401(k), short-term disability, and paid time off.

Work Location & Travel

This is a hybrid role based in the Twin Cities, with at least three days per week in the office. Occasional travel may be required for client meetings, prospect meetings, and engagement support.

Must be local to the Twin Cities.  Relocation not provided.  Prior authorization to work in the US required.