Manager, Client Development

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 professionals 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 Vestcoms 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.

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 Krogers 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 Krogers 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 Krogers strategic objectives 

  • Keenly listen to Kroger for their largest pain-points / obstacles to achieve specific objectives 

  • Partner with Vestcoms 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

Qualifications :

Required Skills & Experience

• 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 Googles 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

• Bachelors degree in business engineering or related field

Additional Information :

The salary range for this position is $108075 - $144100 / year.

The hiring base salary range above represents what Avery Dennison reasonably expects to pay for this position as of the date of this posting. Actual salaries will vary within the range and in some circumstances may be above or below the range based on various factors including but not limited to a candidates relevant skills experience education and training and location as well as the job scope and complexity responsibilities and regular and/or necessary travel required for the position which may change depending on the candidate pool. Experienced Avery Dennison employees who are interested in this position and have questions regarding how the hiring range listed above may apply to them should contact their HR representative.  Avery Dennison reserves the right to modify this information at any time subject to applicable law. 

All qualified applicants will receive consideration for employment without regard to race color religion sex national origin sexual orientation gender identity disability protected veteran status or other protected status. EEOE/M/F/Vet/Disabled. All your information will be kept confidential according to EEO guidelines.

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Remote Work :

No

Employment Type :

Full-time