Director, New Business Development — Facility Services
Company Profile
Founded in 1991 by company President Joe Blackstone, Blackstone Consulting, Inc. (BCI) is an international facility services provider headquartered in the Brentwood area of Los Angeles, California, with annual revenue approaching $1 billion.
A minority-owned company and NMSDC Corporate Plus member, BCI delivers food, janitorial, security, and professional staffing services to Fortune 100 and 500 clients — including Kaiser Permanente, JPMorgan Chase, Apple, State Farm, and AT&T — as well as government and defense customers.
BCI is the largest food service provider to the United States military and is especially strong in healthcare security. It employs a workforce of 10,500 in managed volume across a nationwide footprint, supported by a deliberately lean corporate team.
Situation
BCI set an ambitious growth mandate — $100 million in new business — with a sharp focus on commercial new-logo acquisition. Historically, founder Joe Blackstone had been the company’s de facto salesperson. While BCI had a VP of Business Development and had recently engaged an SDR agency, it lacked a dedicated senior “hunter” to own the commercial new-logo pipeline from end to end.
Chief Growth Officer Selena Cuffe had been working to fill this senior sales role since the prior November. The clearest gap was commercial new business development: building pipeline, navigating complex, multi-stakeholder procurement, and closing multi-year managed-services contracts — all within a lean, build-as-you-go environment. BCI engaged Vendux to source a Director, New Business Development with deep facility- and outsourced-services experience and a proven full-cycle hunting track record. Drawing on its roster of executives from comparable industries, Vendux scoped the role, scored matched candidates against the requirements, and introduced a short list of highly qualified leaders within days.
“From our very first conversation, the Vendux team took the time to understand not just the role we were filling, but the realities of our business — a lean, fast-moving organization with a serious growth mandate. Their process was open, thorough, and refreshingly honest. Rather than flooding us with résumés, they brought us a short list of executives who genuinely fit the hunter profile and the culture we are building. It has been a pleasure working with everyone involved, and I am confident we have found the right partner to help us scale our commercial new business.”
Selena Cuffe, Chief Growth Officer, Blackstone Consulting, Inc.