Strategic Account Manager - California

Avery Dennison•Santa Monica, CA

22h•Remote

About The Position

The core mission of the Manager, Client Development is to identify client-specific challenges and growth opportunities, aligning them with Vestcom’s existing and emerging technology-driven solutions. This role is dedicated to accelerating top-line revenue by illustrating the substantial return on investment our data-integrated media platforms provide. An ideal candidate is a high-achieving leader with experience in consultative, high-level retail sales environments. You will oversee a portfolio of five or more mid-market accounts, crafting creative strategies to scale our impact. Furthermore, this professional is tasked with expanding the reach and adoption of the Vestcom Media Solutions network across their designated client base to drive profitable growth.

Requirements

Minimum of three years providing enterprise-level, multi-stakeholder outsourcing strategies or solutions within the retail sector; experience in systems or technology outsourcing is highly valued.
Established history of building and nurturing influential partnerships with senior executive leadership at major retailers.
Professional background with a marketing services provider, technology firm, management consultancy, or in complex industrial sales—ideally in a leadership or business development capacity.
Proven track record of consistently meeting or exceeding established revenue and profitability targets.
Demonstrated capability to expand and scale established business operations within a complex retail ecosystem.
Advanced consultative selling skills, including sophisticated negotiation, conflict resolution, account management, and the implementation of next-generation sales strategies.
Comprehensive understanding of positioning complex services across various retail functions, including Operations, Merchandising, IT, and Marketing.
Superior analytical capabilities and interpersonal aptitude; exceptional verbal and written communication skills are essential.
Ability to seamlessly transition between high-level strategic planning and hands-on, tactical sales execution.
High degree of proficiency in delivering articulate oral presentations and developing impactful executive-level slide decks.
Skilled in the use of standard CRM platforms, lead generation tools, and the core Microsoft Office suite.
A Bachelor's degree is required for this role.
Periodic travel to various sites is expected, estimating 25-50% travel time based on the business need.

Nice To Haves

Food industry experience directly or indirectly.

Responsibilities

Meet annual revenue objectives for a portfolio of five or more mid-market accounts.
Direct the overarching client development strategy and strategic planning for designated accounts.
Construct comprehensive annual and long-term revenue projections aligned with client strategic goals.
Cultivate and expand high-level partnerships with senior executive leadership within the retail sector.
Orchestrate the negotiation and execution of contracts that enhance profitability and scale growth.
Supervise, recruit, and mentor a cross-functional sales team to effectively address client requirements.
Design and implement creative client development strategies across the assigned account base.
Establish yourself as a primary advisor for executive decisions regarding shelf-edge and in-store media.
Offer advanced thought leadership on retail technology and solutions that fit organizational strategies.
Collaborate with Strategy, Solutions, and Shopper teams to build robust account growth plans.
Secure new business by gaining executive buy-in and aligning diverse internal and external stakeholders.
Match Vestcom’s emerging solutions with the most significant opportunities in your account portfolio.
Analyze annual reports and strategic documentation to identify and capture client-specific objectives.
Listen attentively to identify critical client challenges and obstacles to their organizational goals.
Partner with innovation and strategy teams to deliver cutting-edge solutions to the client base.
Demonstrate the ability to articulately present and defend the value proposition of our platforms.
Work with Marketing to create tailored sales materials that illustrate clear return on investment.
Master and guide retailer measurement standards for both top-line growth and bottom-line efficiency.
Utilize strong analytical skills to translate data-integrated benefits into value that resonates functional-wide.
Maintain a deep understanding of market dynamics to evangelize next-generation solution adoption.
Coordinate with the shelfAdz® group to implement tactics that achieve media network and total revenue targets.
Drive the reach and adoption of Media Solutions tactics across your entire designated client base.
Guide prospecting and lead teams in developing proposals that pair business needs with targeted solutions.
Provide accurate and detailed sales forecasting for components of the media network.
If applicable, carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.