Chief Growth Officer

Company Description

Merkle is a leading technology-enabled, data-driven customer experience management (CXM) company. For over 30 years, Fortune 1,000 companies and leading nonprofit organizations have partnered with us to build and maximize the value of their customer portfolios. We work with world-class brands to build and execute customer-centric business strategies. With more than 12,000 smart, dedicated people in more than 50 offices around the world, we are still growing at a rate that outpaces the market, with 2019 net revenue of $1.1 billion.

dentsu is a modern marketing solutions company. Our mission is to help clients navigate, progress and thrive in a world of change. Businesses rely on our integrated network of agencies and specialized practices to champion meaningful progress through creative, media, commerce, data and technology. dentsu international comprises 66,000 diverse people in 143 countries, who are dedicated to teaming for growth and good. Merkle is an agency of dentsu.

Job Description

Role Purpose:

The Chief Growth Officer, Americas, leads a team responsible for growing Merkle/CXM revenues across all practice offerings and verticals through relationship building with prospects, clients, Alliance Partners and the Dentsu entities.

Working with the Global CGO, Alliance Growth Leads, Chief Client Officer, Vertical Practice Leads and Americas President – the Americas CGO is responsible for developing and executing a sales strategy integrated with the marketing strategy for the Americas region.

The key growth channels are direct generated new logo business, existing clients (Tiers 1, 2 and 3 accounts), alliance partners and cross sales into the dentsu Media and Creative service lines.

CGO is also responsible for the Americas Growth Platform which includes Sales Operations (revenue forecasting, reporting, sales effectiveness), Pursuit Management (sales content management, bid management including proposal and pitch development), and Growth Orchestration (cross-sell / up-sell / inside sales).

A major lever for growth is our ability to create value for clients by packaging and selling multiple capabilities from across the CXM practice areas. The CGO needs to be able to articulate a coherent value proposition for clients across CXM transformation to include business strategy and transformation (marketing strategy, outcome modelling, target operating model, etc.), commerce, customer experience, digital and advanced analytics, data strategy and multiple technology offerings. They will be able to articulate the unique consumer (and business) value we enable our clients to deliver across Merkle's CXM Transformation offerings.

Reporting Structure & Key Stakeholders:

This role has a dual reporting line into Global Chief Growth Officer & Americas President for Merkle/CXM. It will be important for the CGO to forge strong relationships with leaders across the business.

Key Responsibilities:

• Direct management of sales teams responsible for driving new business from new logo brands and existing clients. This includes our capability/practice-based Growth Officers and ESLs (Enterprise Sales Leads) that report to our Growth Officers.
• Direct management of the Americas growth platform including the sales operations, pursuit management and growth orchestration teams.
• Works with stakeholders to establish growth plans, budgets and targets including:
• Alliance practice leads and growth officers.
• Chief Client Officer and Vertical Practice leads including Client Partners
• Practice Area Leads including Commerce, Experience, Loyalty, Messaging, Technology, Data & Analytics, and B2B.
• Ensures each Growth Officer and sales teams meets and exceed their revenue targets /quotas.
• Provides senior sales leadership to the total Americas Growth community (ESLs, Client Partners, and Client success leaders).
• Key integration point for acquired companies in the Americas for growth and sales.
• Accountable for Sales Management to include:
• Intake
• Manages lead flow (including opportunity qualification) and coordinates closely with broader GTM team comprised of sales, solutions, client services, account management and multiple dentsu service lines.
• Pipeline Growth
• Conducts regional pipeline reviews, ensuring teams are leveraging best practices, best content, and maintaining accuracy of data in SF.
• People Leadership
• Responsible for sales coaching and leading team to individual and team performance goals. Including direct and matrix reports.
• Account Planning:
• Works with CCO, Vertical Practice Leads and Client Partners on targeted accounts to develop growth plans.
• Participates in select account growth planning for designated Global and