Vice President, Business Development

Job Description

About CitrusAd

Launched in 2016, CitrusAd was purposely built with a retailer-first focus creating incremental revenue opportunities through a best-in-class technology platform and a services division to create and develop leading Publisher Monetization programs. This winning combination of tech and highly experienced services allow us to unleash the potential of online shelf space, where CitrusAd effectively turns retailer websites into highly targeted and effective marketing platforms - changing the way in which retailers, advertisers and customers manage and experience e-commerce.

Just 12 months after its product launch, the CitrusAd platform was adopted by more than 36 global retailers in 22 countries reaching more than 300 million customers through 30 billion website page views.

At CitrusAd we run on collaboration and teamwork.  We’re committed to fueling our team members’ passion for creativity, community involvement and work/life balance.  After all, it’s our people that take us from great to incredible. If you thrive in a creative, fun, teamwork atmosphere, this job may be for you!

Characteristics we look for:

• An eager, go –getter with a roll up your sleeves “get it done” approach
• A desire to learn, grow and develop within your role and the organization
• Genuine interest in digital retail media and the power of effective marketing

Your Role and Impact to Success

Purpose

The VP, Sales is positioned to attract retailers and enable faster growth for retailer acquisition. This important role is meant to acquire retailers faster across the Americas, while taking the lead role in the relationship building with Retailers during the pitching, contracting, and onboarding process. This role will require strong partnership with cross-functional internal teams as well as directly with prospective Retailer clients.

As a solution strategist, this role is centered around finding the right prospect companies and key contacts, identifying unique value propositions for each Retailer during the outreach process, and presenting strategic monetization recommendations leveraging the CitrusAd platform. The recommendations should be congruent with the best interests, vision, and goals for each Retailer. The role will require ongoing fine tuning of our message, staying up to date with our product features and competitive analysis, crafting the right story, and organization of the Retailer sales process to support growth.

Accountability

This position will report into the EVP, Global Retailer Sales. Performance will be evaluated through successful building of the sales pipeline, moving retailers towards a signed contract, SaaS revenue generated through Retailer launch and growth, cross-sell and upsell across the Epsilon suite of products, and growth and expansion across the Americas.

Duties and Responsibilities

• Retailer Research – Pre-Sales and Outreach
  • Drive targeted sales outreach through:
    • Retailer financial performance and key initiatives
    • Existing monetization tech
    • Key contracts to target outreach
    • Introduction opportunities through common connections to key contracts
    • Country evaluation for business entry
    • Hubspot / CRM updates
    • Organization of outreach and follow up cadence
• Pitching
  • Partnership with Retailer Sales team to build and present effectively, supported by:
    • Working with the Creative / Sales Support team to create branded demos and capability decks where needed
    • Preparation for the intro meeting by researching the retailer contacts and prepping the Retailer sales team
    • Meeting recap and organization next steps
    • Coordination with Legal for NDAs and contracts
    • Strategizing with subsequent presentations and pulling in cross-functional subject matter experts as needed
    • Ensuring follow ups are happening effectively and on-time
    • Cross-selling across the Epsilon suite, including: offsite, DMS, and clean-room
    • Proposal generation, coordinating with the pricing team to ensure sign-off of all proposals
• Getting from “Yes” to Contract Signature and Onboarding Transition
  • Coordination with internal Legal team to ensure quick legal review and turnaround
  • Managing early onboarding that can happen concurrently, including coordination with internal technical leads.
  • Organization a Retailer package to ensure a smooth transition to the head of Onboarding and Client Services Lead.
• Additional Responsibilities include:
  • Team reporting
  • Finding areas of efficiency for team success
  • Internal collaboration with product teams to provide feedback for the roadmap and quantifyi