Manager Client Development

Overview

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.

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 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…