Sales Director, Adult Beverage

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 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

The Sales Director – Adult Beverage, will be primarily responsible for penetrating CPG/AB Shopper teams and driving budget shifts 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/AB’s and media agencies, with 10+ years of recent experience in the CPG/AB industry. This individual will have the diverse skill set of being able to engage both Retailer and Brand 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 Adult Beverage organizational dynamics, knowledge about their Marketing, Merchandising, and Operations strategies and processes, as well as an established network of CPG/AB Shopper team contacts that deploy media spend at Adult Beverage. This role requires strategic vision, creativity, initiative, analytical skills, and the ability to sell and negotiate a differentiated in-store media solution at the C-suite or executive level . Success will require the deployment of innovative business strategies that result in closing key opportunities at assigned CPG/AB accounts, with focus on revenue growth and client expansion. The Sales Director may also be responsible for management of Account Managers supporting the deployment of VMS campaigns.

Key Responsibilities

• Lead the formulation and execution of sales strategies & plans across the sales team
• 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 Adult Beverage clients to secure support for Vestcom Media Solutions.
• Call on local CPG/AB Shopper Teams to secure media spend behind VMS products and services
• 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 retailer and CPG/AB 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 $3MM
• Manage and develop the VMS shopper sales team into a collaborative and strategic selling entity
• Own prospecting approaches and develop presentations and proposals that position VMS as a winning shopper 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 (i.e. digital)
• Represents VMS at tradeshows and local retailer 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.

Qualifications

• Bachelor’s degree in business, marketing or related field required. Master’s degree a plus
• At least 10+ years sales experience with Retail/CPG/AB focus in marketing/sales organizations
• Experience working for either a leading CPG/AB or a 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

Additional Information

The salary range for this position is $127,500 – 170,000/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

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 Company may terminate employment at any time, for any reason.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status or other protected status. EEOE/M/F/Vet/Disabled. All your information will be kept confidential according to EEO guidelines.

Reasonable Accommodations Notice

If you require accommodations to view or apply for a job, alternative methods are available to submit an application. Please contact (440) 534-600 or email: [email protected] to discuss reasonable accommodations.

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