Opportunity
The Sales Director – Grocery East will be responsible for penetrating major and regional grocery retailers while also working with CPG shopper marketing teams and driving a budget shift towards the deployment of Vestcom Media Solutions (VMS) products and services. This individual will be a results-oriented sales executive with a proven track record of driving profitable top line revenue growth through consultative, top-to-top selling into large, complex retailers, CPG’s and media agencies, with 5+ years of recent experience in the CPG and/or Retail industry. This individual will have the diverse skill set of being able to engage retail and brand marketing clients at the C-suite or executive level, but also be comfortable selling at the ground level. The ideal candidate would bring an expertise in shopper marketing, knowledge merchandising, and operations strategies and processes. This role requires strategic vision, creativity, initiative, analytical skills, and the ability to sell and negotiate a differentiated in-store media solution. Success will require the deployment of innovative business strategies that result in closing key opportunities at assigned CPG accounts, with a focus on revenue growth and client expansion.
Key Areas of Responsibility
- Lead the formulation and execution of sales strategies & plans across CPG and retailer clients
- Penetrate and develop high level customer relationships with senior leadership across assigned territory
- Call on various functional groups (Brand, Trade Marketing, Shopper Marketing, etc.) at clients to secure support for Vestcom Media Solutions.
- Leverage existing Vestcom relationships to reach higher within CPG organizations
- Ability to confidently deliver the Vestcom shelf edge value proposition and be able to influence clients through a strong working knowledge of our solutions, products and services
- Must have strong analytical skills and the ability to understand key CPG measurement criteria on both topline and bottom-line metrics
- Possess exceptional listening skills and ability to apply creative problem-solving abilities
- Comfortable with carrying individual quota in excess of $6MM
- Own prospecting approaches and develop presentations and proposals that position VMS as a winning national media value proposition
- Manage Sales pipeline and deliver consistent close rates to achieve Sales goals
- Provide detailed and accurate sales forecasting utilizing existing CRM tool
- Monitor customer, market, and competitor activity and provide feedback to company leadership team
- Ability to understand market dynamics, as well as evangelize and execute next gen solutions from Vestcom
- Represents VMS at tradeshows and marketing events as needed
- Work cross functionally with other members of the Vestcom Executive, Marketing, Strategy, Business Development, Finance, Solutions and Shopper teams to support the sales process
- Ensures compliance with internal policies, procedures and internal controls in accordance with the Sarbanes-Oxley Act 2002 Section 404.
- Bachelor’s degree in business, marketing or related field required. Master’s degree a plus
- At least 5+ years sales experience with Retail/CPG focus in marketing/sales organizations is required
- Experience working for either a leading CPG or large marketing services solution provider is required
- Knowledge of Brand, Retail, Shopper Marketing and Media landscape
- Must have a record for achieving top-line revenue, and bottom-line targets
- Experience in consultative data driven selling
- Experience successfully developing and deploying sales and go to market strategy
- Exceptional skills including negotiation, conflict management, account management, account penetration, strategic selling, category management, sales forecasting, and leading-edge sales strategies
- Self-starter with the ability to manage up and down - Hunter first mentality and team mentor
- Superior analytical and oral, interpersonal, & written communication skills
- Ability to embody and reflect Vestcom’s core values
he salary range for this position is $125,250 - 130,000/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
- This is a full-time role. Can work from home, but also may be required to work out of nearby Vestcom Sales offices, as well as client locations around the country.
- Travel to other geographies and locations may be required up to 25% of time.
- Compliance with Company policies concerning maintaining a drug free workplace is required
- Compliance with all Company policies is required including all safety policies and procedures
► Supervisory Responsibilities
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.
► 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.
