AVP - Consulting Client Partner - Retail & CPG industry focus

The Retail Client Partner role will be a part of the EXL Operations Consulting & Solutions team. They will manage relationships across an assigned set of Retail industry accounts and will be responsible for driving revenue growth and manage customer interactions related to service delivery.

• The Retail Client Partner will also work with other leaders within EXL to provide the best solutions that align with client’s strategic priorities and drive high value growth within client organizations through EXL’s data-led approach.
• Client relationship management and growth: manage assigned client relationships across retail and CPG.
• Grow revenue within the assigned portfolio to $30M+ by developing new relationships across multiple buying centers and increasing presence across client relationships.
• Client delivery assurance: collaborate with all delivery stakeholders involved to ensure fulfillment of all commitments to the client
• Account planning and governance: create the account plan including relationships required, opportunities to be pursued, price decisions, etc.
• Assistance with new logo acquisition – be able to bring new relationships and leverage existing relationships to help grow new logos

1. Industry Background

• Candidates must come from retail, e-commerce, or consumer packaged goods (CPG) backgrounds.
• Ideal prior employers include Etsy, Shopify, Wayfair, Amazon, or similar marketplace/e-commerce platforms.
• Alternatively, candidates from BPO or professional services firms (e.g., EXL, Genpact, WNS, Accenture, TCS, Infosys, Cognizant, etc.) who have managed or sold into retail and CPG clients are also a good fit.

2. Domain Understanding

• Strong grasp of the taxonomy and business mechanics of the e-commerce ecosystem, including:
  • Seller and buyer journeys
  • Product cataloging and content management
  • Fulfillment, logistics, and customer experience operations
  • Marketplace analytics, digital merchandising, and pricing strategies
• Understanding of retail operations, omnichannel customer engagement, and how service delivery aligns with business KPIs like conversion, retention, and seller satisfaction.

3. Type of Experience

• Account management / client engagement roles involving ongoing relationship management, solutioning, and growth responsibilities.
• Exposure to operations management, analytics, or transformation programs in the e-commerce or CPG context.
• Preference for those who have worked directly with business or operations leaders (not just IT or procurement).
• Experience in selling or expanding BPO/managed services deals into retail or CPG clients (as opposed to selling software licenses or IT solutions).

Soft Skills & Attributes

• Strong client presence and ability to engage senior stakeholders in retail/e-commerce environments.
• Consultative approach to identifying growth opportunities and shaping value propositions.
• Ability to collaborate across delivery, analytics, and transformation teams to drive account growth.
• Passion for understanding consumer behavior, digital commerce trends, and retail innovation.

Not Looking For:

• Candidates whose experience is primarily in technology product or software solution sales (e.g., SaaS, ERP, or IT consulting) without exposure to retail or e-commerce operations. 
• Pure IT delivery or engineering profiles without client-facing experience.

Must be a U.S. Citizen or have permanent residency

The posted range is the hiring range for this role — a subset of the broader range available to employees over time — and reflects base salary across our national hiring scale. Final offers are based on several factors, including the candidate's skills and experience, internal pay equity, work location, market conditions for the role, and the specific scope and responsibilities of the position. The top of the range is reserved for candidates who notably exceed the requirements; the lower end applies to those with less experience or fewer preferred qualifications. For positions based in higher-cost zones (e.g., California, New York, New Jersey), actual compensation may exceed the posted range; your recruiter will share specifics during the process.