Manager, Client Development

Vestcom•Cincinnati, OH

4h•$108,075 - $144,100

About The Position

Our Vestcom Business is the industry leader in technology-driven shelf-edge solutions for Retailers and CPGs. Our data-integrated media solutions drive sales and loyalty, engaging shoppers where it matters most – the point of decision. Our patented innovation has been trusted by top retailers for more than 30 years to drive productivity and profitable growth. The RTS Manager will partner with the Senior Director of Client Development at Vestcom to continuously surface opportunities with The Kroger Company to identify 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 leader with a proven track record of driving profitable revenue through consultative selling into retailers. This individual will be responsible for co-leading Vestcom’s relationship with The Kroger Company alongside the Senior Director of Client Development. 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. The person in this role will have regular interaction with a wide range of senior leaders across Vestcom and Avery Dennison, including the executive leadership team.

Requirements

6+ years of related experience with at least 3 of those years focused on 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 client contacts within large retailers
Experience working for a marketing services provider, SaaS provider, management consulting, or technology firm in a consulting, business development, or sales position
Demonstrated track record for achieving revenue and margin targets
Track record of growing an established business within a retailer eco-system
Demonstrated superior listening and strategic selling skills including negotiation, conflict management, account management, strategic selling, sales forecasting, and leading-edge sales strategies
Ability to support retailer “go to market” strategies and connect them to existing solutions that you represent
Strong analytical skills; proficiency in data analysis & modelling; familiarity within Microsoft or Google’s office suite
Excellent oral and written communication skills
Willingness to dive into all levels of the work from high-level strategic to tactical selling tasks
Demonstrated ability to build relationships with internal cross functional teams to solve problems
Bachelor’s degree in business, engineering or related field

Responsibilities

Deliver the annual revenue goal for the Kroger account
Lead the Vestcom client development strategy and strategic account plan for the Kroger account
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
Enable and motivate an integrated, cross-functional team to meet Kroger’s needs
Formulate and implement a client development plan for the Kroger account
Position self as a trusted advisor to client executives for all shelf -edge/in-store media solutions
Provide thought leadership on in-store technology, fit to Kroger’s strategies
Partner with Vestcom Strategy, Solutions, Marketing, and Product teams to develop client plan
Close business by winning client sponsorship, bringing all stakeholders to alignment
Align Vestcom solutions against the largest opportunities for the Kroger account
Have the aptitude and ability to decipher annual reports and related company strategic documents to capture Kroger’s strategic objectives
Keenly listen to Kroger for their largest pain-points / obstacles to achieve specific objectives
Partner with Vestcom’s strategy, innovation, and solutions teams to deliver new solutions to Kroger
Confidently formulate, deliver, and defend the value proposition for Vestcom solutions
Collaborate with Vestcom Strategy & Marketing teams in developing customized sales collateral to effectively convey Vestcom value proposition to Kroger
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 Kroger functions
Ability to understand market and competitive dynamics, as well as evangelize and execute next generation solutions
Work collaboratively with Vestcom Media team (Vestcom Media Solutions) to deploy tactics necessary to achieve media and total account revenue goals
Partner with media team to drive adoption of media tactics for the Kroger account
Guide prospecting approaches, sales pitches, and lead team to develop proposals that position Vestcom value proposition with targeted business solution
Identify, develop, and close new business opportunities guided by Vestcom strategy
Collaborate with Vestcom strategy team to identify high potential new business targets
Develop strategy, value proposition, and selling materials
Manage new business for growth and additional whitespace capture