Client Development Manager

Company Description

Vestcom 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. For our growing team of over 1000 employees, Vestcom offers the stability of an established company with the entrepreneurial spirit and fast-paced environment of a start-up.

Vestcom’s core values are at the heart of our organization, representing our fundamental beliefs and serving as our guiding light in for how we conduct business and interact with each other.

OUR TEAMS – Our colleagues and our client define our team.
OUR INTEGRITY – Our colleagues and clients rely upon us to deliver.
OUR INGENUITY – Our colleagues and clients look to us for unique solutions.
OUR PERFORMANCE – Our colleagues and clients team with us to win.

Vestcom is a standalone business unit of Avery Dennison, a Fortune 500 leader in materials science and packaging materials. Learn more at www.vestcom.com.

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
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 poplar 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 $90,000-110,000/year
The hiring [base salary / wage rate] 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 candidate’s 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. Avery Dennison reserves the right to modify this information at any time, subject to applicable law.

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.

Originally posted on Himalayas

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Client Relationship Manager, Client Relations Manager, Partner Development Manager, Business Development Manager 

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