VP, Sales Job in Lafayette 80026, Colorado Us
About the Opportunity
Epsilon Targeting is a division of Epsilon. Epsilon is a leading Marketing Services Provider that uses consumer and business data together with proven approaches to maximize business results for clients worldwide. Services include strategic consulting, database and loyalty technology, proprietary data, predictive modeling and a full range of creative and interactive services including brand and promotional development, web design, email deployment, search engine optimization and direct mail production. Epsilon is an Alliance Data company.
Epsilon Targeting has quickly and quietly grown into an industry leader in providing marketing data to the country’s leading marketers to fuel their B2C and B2B programs across all addressable channels. Epsilon Targeting owns Abacus, the industry’s leading marketing coop, ICOM, the largest survey based commercial database in the US and Canada and Epsilon Targeting recently acquired the marketing assets from Equifax Marketing Services to create TotalSource Plus, certainly one of the most complete and comprehensive consumer databases in the US.
Epsilon Targeting is in the early stages of rebranding these previously disparate businesses under the Epsilon Targeting brand. Epsilon Targeting is positioning its assets as the "Data That Matters" with our ability to apply the "Data That Performs" to drive business improvement.
For more information, visit www.epsilon.com
The sales leader in this role will be responsible for taking this marketing message out to the marketing community, creating an awareness of and delivering on our marketing promise by leading an increasingly high performing sales team in selected industry verticals. This sales team is expected to stimulate double digit sales growth in these markets by selling the data assets to fuel solutions that achieve our clients’ business improvement objectives. This executive will be responsible for developing and executing sales strategy; achieving revenue/profit targets and leading their Sales Team. This is a "hands on" sales leadership position with the sales leader consistently in customer facing roles assisting the sales team in qualifying and converting significant opportunities.
The sales leader is accountable for achieving the company’s strategic and financial objectives in their markets. The VP, Sales will be actively engaged in strategic and operational planning activities. This is a sales management position responsible for business development and revenue generation within their vertical markets. This includes recruitment, training, people management, budgeting, forecasting, account strategy, account penetration, relationship development and achievement of revenue goals. As a member of Epsilon Sales Leadership Team, the VP, Sales is expected to be a role model for the organization demonstrating the leadership skills that promote and foster Epsilon’s core values and culture.
Responsibilities
Key Accountabilities:
- The position reports to the Executive Vice President of Sales of Epsilon Targeting.
Strategic and Operating Planning
- Will work with other ET Leaders, such as Market Managers, Solutions Architects, Product Managers, Data Strategists, other sales leaders and their sales organization to create the sales plans for their markets, and ultimately the creation and presentation of the Strategic Sales Plan to the Epsilon Targeting Executive Team
- Lead the operational planning process for the market, including:
- Develop market revenue plans through a combination top-down market forecasting and bottom-up account planning
- Collaborate with other functional leaders in the development of implementation plans for strategic initiatives that feed into the Annual Operating Plan
- Collaborate with the Epsilon Targeting Executive Team as appropriate in completing Strategic and Operating plans as well as preparing regular performance updates for Quarterly Business Reviews, Quarterly Executive Strategy sessions, and other meetings
- Assist the sales executives in the development of Account Development Plans that provide a roadmap for account development and revenue attainment
Develop and execute market specific strategies
- Execute on strategic initiatives that flow from the Company’s Annual Operating Plan and Sales Planning Processes.
- Lead the development of account strategies and annual plans, including:
- Defining the client’s business issues and objectives and how Epsilon Targeting will address them
- Setting success measures for client growth, product penetration, and satisfaction
- Collaborate with Marketing in developing lead generation and lead nurturing programs surface and develop new sales opportunities
- Assure the reporting processes are managed to assure accurate, timely and comprehensive communication of sales progress, issues and opportunities are communicated to the company.
Revenue and Contribution Margin Performance
- Manage the sales teams to consistently achieve revenue and contribution margin targets for the Market
- Ensure sales executives are working and updating the strategic account development plans for their customer portfolio
- Develop and manage to key performance metrics
Managing customer relationships and coordinating theeffective delivery of all products and services
- Engage our clients at the C level to assure Epsilon Targeting establishes and maintains senior level relationships and will serve as point of contact for elevated customer issues.
- Monitor customer satisfaction and product performance
- Work closely with other functions to ensure the effectiveness, quality, and integrity of all Epsilon data assets and that of third-party data sources
Support the implementation of key product and pricing strategies
- Provide senior sales leadership for new and existing product development ideas in collaboration with Product Management and Marketing Management
- Leverage solutions architects, data strategists, analysts and product resources in the implementation of key product, sales strategies and client solutions
- Ensure sales teams are able to properly articulate the value proposition for all Epsilon Targeting products and services in ROI terms
Market and Client penetration
- Identify product and growth opportunities in clients and leverage expert resource teams to help convert those opportunities and achieve company market and product goals.
Client leadership
- Serve as "Executive Sponsor" on key accounts. Key roles include the development of strong executive relationships, conduct semi-annual strategic business reviews, and sponsor key initiatives
- Participate in semi-annual Client Advisory Board meetings and maintain a market presence at Conferences (as appropriate)
Qualifications
- A leader who is contagious in their passion and enthusiasm for what we do for our clients and for developing high performing teams
- A practitioner of data driven multi-channel marketing in selected verticals
- Experience in selling data and data driven applications to market leaders
- Strong conceptual skills and the ability to articulate a clear and concise vision
- Strong verbal and written communication skills
- Skilled at developing and delivering PowerPoint presentations to audiences of all sizes
- Strong consultative selling and negotiation skills
- Ability to manage multiple priorities
- Strong problem solving skills
- Understanding of the consumer data competitive landscape
- Proven track record in executive and/or senior management positions preferably in direct marketing and data related businesses
- Experience in applying analytic solutions to maximize return
- Must possess excellent solution selling, communication and client management skills
- Ability to identify and escalate new business opportunities with existing clients
- Strong management and leadership skills required
- Excellent Word, Excel and PowerPoint skills
- Under graduate degree, masters degree preferred, in business, management, related fields, or equivalent experience
- A minimum of 8 – 10 years of client side experience and/or the sale, delivery, and service of data related products and services in assigned market verticals
Key Performance Metrics
- Revenue quota attainment
- Progress in implementation and management of Annual Sales Plans
- Customer satisfaction
- Associate 360 degree feedback
Compensation and Benefits
Alliance Data offers a competitive salary, a comprehensive selection of benefit options including 401(k).
Conditions of Employment
All job offers are contingent upon successful completion of drug screen and background checks.
