Vestcom
Manager Client Development
Vestcom, Little Rock, Arkansas, United States, 72208
Job Description
Opportunity
The Manager, Client Development’s primary objective is to continuously surface opportunities and/or pain points in existing clients to pair with existing or new-to-market Vestcom solutions. This professional’s underlying goal is to drive Vestcom revenue growth while demonstrating to clients the outsized returns driven by Vestcom solutions. The optimal candidate will be a results-oriented professional with a proven track record of driving profitable top line revenue through consultative, top-to-top selling into retailers. This individual will be responsible for Vestcom’s relationship with 5 or more midsize retail accounts. Success will require the creation of innovative business strategies that ultimately result in delivering optimal solutions against key opportunities, with further focus on expansion and scale. Additionally, this individual will be responsible for driving adoption and revenue associated with expansion of the Vestcom Media Solutions network in assigned accounts.
Key Areas of Responsibility
Deliver the annual revenue goal for 5 or more assigned accounts
Lead and implement the Vestcom client development strategy and strategic account plan for assigned accounts
Develop annual and multi-year revenue plans to deliver against clients’ strategic priorities
Penetrate and develop high level customer relationships with senior retail leaders
Lead, negotiate, and execute sales contracts that drive profitability and sales growth for Vestcom
Formulate and implement a client development plan across account base
Position self as a trusted advisor to client executives for all shelf-edge/in-store media decisions
Provide thought leadership on in-store technology, and related solutions fit to clients’ strategies
Partner with Vestcom Strategy, Solutions, and Shopper teams to develop client plan
Close business by winning executive sponsorship, bringing all stakeholders to alignment
Align Vestcom solutions against the largest opportunities for assigned accounts
Have the aptitude and ability to decipher annual reports and related company strategic documents to capture each client’s strategic objectives
Keenly listen to clients for their largest pain-points / obstacles to achieve specific objectives
Partner with Vestcom’s strategy, innovation, and solutions teams to deliver new solutions to clients
Ability to confidently formulate, deliver, and defend the value proposition for Vestcom solutions
Collaborate with Vestcom Strategy & Marketing team in developing customized sales collateral to effectively convey Vestcom value proposition to your clients
Understand and guide key retailer measurement criteria on both topline and bottom-line metrics
Strong analytical capabilities and ability to effectively translate Vestcom value proposition to the right audience in ways that will create accretive value and resonate across client functions
Ability to understand market and competitive dynamics, as well as evangelize and execute behind next generation solutions that are introduced into market
Work collaboratively with Vestcom shelfAdz team (Vestcom Media Solutions network) to deploy tactics necessary to achieve shelfAdz and total account revenue goals
Partner with shelfAdz team to drive adoption of shelfAdz tactics across your client base
Guide prospecting approaches, sales pitches, and lead team to develop proposals that position Vestcom value proposition with targeted business solution
Provide detailed and accurate sales forecasting targets on shelfAdz components
Ensures compliance with internal policies, procedures and internal controls in accordance with the Sarbanes-Oxley Act 2002 Section 404.
Qualifications:
Key Qualifications
3+ years of experience delivering enterprise, multi-stakeholder outsourcing solutions and/or strategies to retailers (technology or systems outsourcing experience preferred)
A proven track record of building relationships with executive contacts within large retailers
CPG/Retailer experience
Experience working for a marketing services provider, complex industrial sales, management consulting, or technology firm in a consulting, business development or sales leadership role is preferred
Demonstrated track record for achieving revenue and margin targets
Track record of growing an established business within a retailer eco-system
Exceptional listening and strategic selling skills including negotiation, conflict management, account management, strategic selling, sales forecasting, and leading-edge sales strategies
An understanding of the selling of services or products to retail functions including Merchandising, Operations, Marketing, or IT
Superior analytical and interpersonal skills; excellent oral and written communication skills
Willingness to dive into all levels of the work from high-level strategic to tactical selling tasks
Strong proficiency communicating verbally and PowerPoint slide decks
Proficiency working with popular CRM tools, lead generation services, and core Office applications
Bachelor’s degree required
Ability to embody and reflect Vestcom’s core values
Additional Information
The salary range for this position is $100,000-120,000/year
Additional Requirements
Travel to other locations may be required 50%+
Compliance with Company policies concerning maintaining a drug free workplace is required
Compliance with all Company policies is required including all safety policies
Supervisory Responsibilities
None.
Management Disclaimer
Vestcom’s Management reserves the right to revise, change or modify the duties and responsibilities of this position at any time to meet business and organizational needs. This position description may not list all duties for this position. The incumbent in the position may be asked to perform other duties. This position description is not a contract for employment and either the incumbent or Vestcom may terminate employment at any time, for any reason.
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Opportunity
The Manager, Client Development’s primary objective is to continuously surface opportunities and/or pain points in existing clients to pair with existing or new-to-market Vestcom solutions. This professional’s underlying goal is to drive Vestcom revenue growth while demonstrating to clients the outsized returns driven by Vestcom solutions. The optimal candidate will be a results-oriented professional with a proven track record of driving profitable top line revenue through consultative, top-to-top selling into retailers. This individual will be responsible for Vestcom’s relationship with 5 or more midsize retail accounts. Success will require the creation of innovative business strategies that ultimately result in delivering optimal solutions against key opportunities, with further focus on expansion and scale. Additionally, this individual will be responsible for driving adoption and revenue associated with expansion of the Vestcom Media Solutions network in assigned accounts.
Key Areas of Responsibility
Deliver the annual revenue goal for 5 or more assigned accounts
Lead and implement the Vestcom client development strategy and strategic account plan for assigned accounts
Develop annual and multi-year revenue plans to deliver against clients’ strategic priorities
Penetrate and develop high level customer relationships with senior retail leaders
Lead, negotiate, and execute sales contracts that drive profitability and sales growth for Vestcom
Formulate and implement a client development plan across account base
Position self as a trusted advisor to client executives for all shelf-edge/in-store media decisions
Provide thought leadership on in-store technology, and related solutions fit to clients’ strategies
Partner with Vestcom Strategy, Solutions, and Shopper teams to develop client plan
Close business by winning executive sponsorship, bringing all stakeholders to alignment
Align Vestcom solutions against the largest opportunities for assigned accounts
Have the aptitude and ability to decipher annual reports and related company strategic documents to capture each client’s strategic objectives
Keenly listen to clients for their largest pain-points / obstacles to achieve specific objectives
Partner with Vestcom’s strategy, innovation, and solutions teams to deliver new solutions to clients
Ability to confidently formulate, deliver, and defend the value proposition for Vestcom solutions
Collaborate with Vestcom Strategy & Marketing team in developing customized sales collateral to effectively convey Vestcom value proposition to your clients
Understand and guide key retailer measurement criteria on both topline and bottom-line metrics
Strong analytical capabilities and ability to effectively translate Vestcom value proposition to the right audience in ways that will create accretive value and resonate across client functions
Ability to understand market and competitive dynamics, as well as evangelize and execute behind next generation solutions that are introduced into market
Work collaboratively with Vestcom shelfAdz team (Vestcom Media Solutions network) to deploy tactics necessary to achieve shelfAdz and total account revenue goals
Partner with shelfAdz team to drive adoption of shelfAdz tactics across your client base
Guide prospecting approaches, sales pitches, and lead team to develop proposals that position Vestcom value proposition with targeted business solution
Provide detailed and accurate sales forecasting targets on shelfAdz components
Ensures compliance with internal policies, procedures and internal controls in accordance with the Sarbanes-Oxley Act 2002 Section 404.
Qualifications:
Key Qualifications
3+ years of experience delivering enterprise, multi-stakeholder outsourcing solutions and/or strategies to retailers (technology or systems outsourcing experience preferred)
A proven track record of building relationships with executive contacts within large retailers
CPG/Retailer experience
Experience working for a marketing services provider, complex industrial sales, management consulting, or technology firm in a consulting, business development or sales leadership role is preferred
Demonstrated track record for achieving revenue and margin targets
Track record of growing an established business within a retailer eco-system
Exceptional listening and strategic selling skills including negotiation, conflict management, account management, strategic selling, sales forecasting, and leading-edge sales strategies
An understanding of the selling of services or products to retail functions including Merchandising, Operations, Marketing, or IT
Superior analytical and interpersonal skills; excellent oral and written communication skills
Willingness to dive into all levels of the work from high-level strategic to tactical selling tasks
Strong proficiency communicating verbally and PowerPoint slide decks
Proficiency working with popular CRM tools, lead generation services, and core Office applications
Bachelor’s degree required
Ability to embody and reflect Vestcom’s core values
Additional Information
The salary range for this position is $100,000-120,000/year
Additional Requirements
Travel to other locations may be required 50%+
Compliance with Company policies concerning maintaining a drug free workplace is required
Compliance with all Company policies is required including all safety policies
Supervisory Responsibilities
None.
Management Disclaimer
Vestcom’s Management reserves the right to revise, change or modify the duties and responsibilities of this position at any time to meet business and organizational needs. This position description may not list all duties for this position. The incumbent in the position may be asked to perform other duties. This position description is not a contract for employment and either the incumbent or Vestcom may terminate employment at any time, for any reason.
#J-18808-Ljbffr