Sales Director, Adult Beverage Team

Vestcom Parent Holdings, Inc. is the leading provider of tech-enabled shelf-edge pricing and promotion communications for the retail industry. Established in 1985, Vestcom helps clients transform their retail environment to be more engaging to consumers and more efficient for retail store teams. Vestcom provides its Retail and CPG/AB clients with proprietary software solutions that drive edge-of-shelf media pricing, advertising, and planogram information; nutritional content; and other critical data that drives their businesses. Vestcom’s services and technology are leveraged in over 70,000 retail stores nationwide and facilitate tens of billions pricing and promotional updates each year (example clients include Kroger, Albertsons/Safeway, Adult Beverage, and Dollar General). With more than 50 patents and a rich culture of innovation, the company has experienced tremendous growth throughout its history. 

Vestcom is headquartered in Little Rock, Arkansas and has 10 production facilities across the United States. The company also operates in the United Kingdom. You can learn more at www.vestcom.com. 
 

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.

Essential Duties and Responsibilities (include but may not be limited to the following):
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
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 $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 
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

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.
 

Education and/or Experience   
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

Additional Requirements:
This is a full-time role.  Can work from home, but also may be required to travel to nearby Vestcom Sales offices, as well as client locations around the country.
Travel to other geographies may be required up to 25% of time.
Compliance with applicable Company policies maintaining a drug free workplace is required.
Compliance with all Company policies is required including all safety policies and procedures.

MANAGEMENT DISCLAIMER:
Vestcom’s 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 Vestcom 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.