Manager, Client Development

Job Description

Job Description

Company Description

Avery Dennison Corporation (NYSE : AVY) is a global materials science and digital identification solutions company. We are Making Possible™ products and solutions that help advance the industries we serve, providing branding and information solutions that optimize labor and supply chain efficiency, reduce waste, advance sustainability, circularity and transparency, and better connect brands and consumers. We design and develop labeling and functional materials, radio-frequency identification (RFID) inlays and tags, software applications that connect the physical and digital, and offerings that enhance branded packaging and carry or display information that improves the customer experience. Serving industries worldwide — including home and personal care, apparel, general retail, e-commerce, logistics, food and grocery, pharmaceuticals and automotive — we employ approximately 35,000 employees in more than 50 countries. Our reported sales in 2024 were $8.8 billion. Learn more at www.averydennison.com.

Job Description

Our Vestcom Business 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.

The RTS Manager will partner with the Senior Director of Client Development at Vestcom to continuously surface opportunities with The Kroger Company to identify existing or new to market Vestcom solutions. This professional’s underlying goal is to drive Vestcom revenue growth while demonstrating to clients the outsized returns driven by Vestcom solutions. The optimal candidate will be a results-oriented leader with a proven track record of driving profitable revenue through consultative selling into retailers. This individual will be responsible for co-leading Vestcom’s relationship with The Kroger Company alongside the Senior Director of Client Development. Success will require the creation of innovative business strategies that ultimately result in delivering optimal solutions against key opportunities, with further focus on expansion and scale. The person in this role will have regular interaction with a wide range of senior leaders across Vestcom and Avery Dennison, including the executive leadership team.

Responsibilities

Deliver the annual revenue goal for the Kroger account

Lead the Vestcom client development strategy and strategic account plan for the Kroger account

Develop annual and multi-year revenue plans to deliver against clients’ strategic priorities

Penetrate and develop high-level customer relationships with senior retail leaders

Lead, negotiate, and execute sales contracts that drive profitability and sales growth for Vestcom

Enable and motivate an integrated, cross-functional team to meet Kroger’s needs

Formulate and implement a client development plan for the Kroger account

Position self as a trusted advisor to client executives for all shelf -edge / in-store media solutions

Provide thought leadership on in-store technology, fit to Kroger’s strategies

Partner with Vestcom Strategy, Solutions, Marketing, and Product teams to develop client plan

Close business by winning client sponsorship, bringing all stakeholders to alignment

Align Vestcom solutions against the largest opportunities for the Kroger account

Have the aptitude and ability to decipher annual reports and related company strategic documents to capture Kroger’s strategic objectives

Keenly listen to Kroger for their largest pain-points / obstacles to achieve specific objectives

Partner with Vestcom’s strategy, innovation, and solutions teams to deliver new solutions to Kroger

Confidently formulate, deliver, and defend the value proposition for Vestcom solutions

Collaborate with Vestcom Strategy & Marketing teams in developing customized sales collateral to effectively convey Vestcom value proposition to Kroger

Strong analytical capabilities and ability to effectively translate Vestcom value proposition to the right audience in ways that will create accretive value and resonate across Kroger functions

Ability to understand market and competitive dynamics, as well as evangelize and execute next generation solutions

Work collaboratively with Vestcom Media team (Vestcom Media Solutions) to deploy tactics necessary to achieve media and total account revenue goals

Partner with media team to drive adoption of media tactics for the Kroger account

Guide prospecting approaches, sales pitches, and lead team to develop proposals that position Vestcom value proposition with targeted business solution

Identify, develop, and close new business opportunities guided by Vestcom strategy

Collaborate with Vestcom strategy team to identify high potential new business targets

Develop strategy, value proposition, and selling materials Manage new business for growth and additional whitespace capture

Qualifications

Required Skills & Experience

6+ years of related experience with at least 3 of those years focused on delivering enterprise, multi-stakeholder outsourcing solutions and / or strategies to retailers (technology or systems outsourcing experience preferred)

A proven track record of building relationships with client contacts within large retailers

Experience working for a marketing services provider, SaaS provider, management consulting, or technology firm in a consulting, business development, or sales position

Demonstrated track record for achieving revenue and margin targets

Track record of growing an established business within a retailer eco-system

Demonstrated superior listening and strategic selling skills including negotiation, conflict management, account management, strategic selling, sales forecasting, and leading-edge sales strategies

Ability to support retailer “go to market” strategies and connect them to existing solutions that you represent

Strong analytical skills; proficiency in data analysis & modelling; familiarity within Microsoft or Google’s office suite

Excellent oral and written communication skills

Willingness to dive into all levels of the work from high-level strategic to tactical selling tasks

Demonstrated ability to build relationships with internal cross functional teams to solve problems

Bachelor’s degree in business, engineering or related field

Additional Information

The salary range for this position is $108,075 - $144,100 / year.

The hiring base salary 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. Experienced Avery Dennison employees who are interested in this position and have questions regarding how the hiring range listed above may apply to them should contact their HR representative.  Avery Dennison reserves the right to modify this information at any time, subject to applicable law.

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.

If you require accommodations to view or apply for a job, alternative methods are available to submit an application. Please contact (440) 534-6000 or  NA.TA.Operations@averydennison.com to discuss reasonable accommodations.