Senior Vice President, Business Segment Lead, Sales & Marketing Solutions (R-15517)

Why We Work at Dun & BradstreetDun & Bradstreet unlocks the power of data through analytics, creating a better tomorrow. Each day, we are finding new ways to strengthen our award-winning culture and accelerate creativity, innovation and growth. Our 6,000+ global team members are passionate about what we do. We are dedicated to helping clients turn uncertainty into confidence, risk into opportunity and potential into prosperity. Bold and diverse thinkers are always welcome. Come join us!
As the Business Segment Leader for Marketing Services, you will be responsible for developing business growth strategies leveraging both organic and inorganic investments to lead a matrixed team to deliver against those strategies. You will drive initiatives including: a) assessing current portfolio and identifying growth areas, b) defining the portfolio strategy and managing the P&L, and c) facilitating creation of tactical plans for delivering on revenue goals and strategic objectives.
Some key activities include formulating the Strategy and specific Operating plans, conducting market and competitive assessments, identifying nascent innovation/disruption opportunities for market growth. You will also be responsible for managing the ongoing alignment between the company’s products and services with the needs, trends, and preferences of assigned segments. You will partner across Product, Technology, Data & Analytics, Operations, Marketing and Sales to ensure we are delivering competitive offerings, growing net new customers, and expanding a loyal customer base. Within the Marketing Services portfolio, the current lines of business are Hoovers, Market Data Retrieval, WeAreTeachers and the full suite of solutions.

Key Responsibilities:

• Manage the achievement of revenue and EBITDA goals for the portfolio by driving the business growth strategy, deploying both organic and inorganic efforts
• Undertake market, customer, and vendor discovery to ensure that we reflect external viewpoints on key customer needs and solution purchase criteria
• Define the overall commercial strategy for the portfolio, including formulating market and sales channel strategies by industry and customer segments, assessing product positioning and pricing, developing new/existing product concepts to ensure maximum revenue growth, and conducting Build/Buy/Partner assessments
• Conduct continuous market monitoring and impact analysis of needs, trends, compliance, and other key influencers; proactively recommending corrective action when appropriate. Identify areas of opportunity for growth and provide high quality summaries that allow us to understand external factors (such as market growth drivers, market size, competitive landscape, regulations) and internal factors (such as product portfolio assessment, capability assessment, gap assessment)
• Communicate the strategy and plans to senior leadership, and ensure buy in and alignment of strategy with key cross-functional stakeholders
• Identify adjacent markets that the portfolio can expand to through partnerships, acquisitions and/or product development
• Become an evangelist for your portfolio; Support relationships with key accounts, industry and trade associations, customers, and vendors as necessary in the overall management of the portfolio
• Identify new use cases for our existing data and solutions to increase product revenue
• Continually review and evaluate portfolio performance and establish proper measures of success. Set and manage to KPIs across the business functions to ensure end-to-end success across the customer lifecycle; identify and solve for opportunities to become best-in-class
• Maintain strong working knowledge of competitive solutions in market
• Work closely with cross functional partners including Sales and Marketing to retain and grow customers, Operations to optimize customer onboarding, and Product, Marketing, and Data & Analytics to define the evolution of competitive offerings that are delivered with pace

Key Requirements:

• Education – Bachelor’s degree in related field or equivalent experience in strategy, business management, product, marketing, and/or operations required. MBA preferred.
• 15+ years progressive experience managing business-to-business markets and market segments with demonstrated proficiency in zeroing-in on relevant market and market segment drivers and indicators
• Required experience with primary and secondary market research, competitive analysis, market sizing and segmentation, capability and gap assessment, financial modeling, business cases, Build/Buy/Partner analysis, portfolio management, product lifecycle management, strategic product roadmaps, growth strategy
• Additional experience in sales enablement, pricing, and product marketing, new product/concept creation, deal win/loss analysis, customer