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 detaile