Sales Director, Adult Beverage Team

Avery Dennison - Little Rock, AR

Full-time - Senior

Remote - Little Rock, AR

Paper Manufacturing

About the position

The Sales Director - Adult Beverage Team, will be primarily responsible for penetrating CPG/AB Brand, Marketing & Shopper teams to drive investment in 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 brand clients and 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 contacts that deploy media spend for Adult Beverage brands. This role requires strategic vision, creativity, initiative, analytical skills, and the ability to sell and negotiate a differentiated in-store media solution. 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.

Responsibilities

• Lead the formulation and execution of sales strategies & plans across the 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
• Deliver the Vestcom shelf edge value proposition and influence clients through a strong working knowledge of our solutions, products and services
• Understand key retailer and CPG/AB measurement criteria on both topline and bottom-line metrics
• Possess exceptional listening skills and apply creative problem-solving abilities
• Carry individual quota in excess of $4MM
• Own prospecting approaches and develop presentations and proposals that position VMS as a winning 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
• Understand market dynamics, evangelize and execute next gen solutions (i.e. digital)
• Represent 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

Requirements

• 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
• 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

Benefits

• Full-time role with the option to work from home
• Travel to client locations around the country may be required up to 25% of time