Job Description

The Vice President, Vertical Digital Sales is responsible for delivering on team revenue goals and increasing market share through innovation, business development, account management, customer focus, and relationships. The Vice President will develop and implement sales strategies and processes to effectively lead a strong sales team capable of executing business objectives across multiple verticals including Retail, Grocery, Restaurant, Telecom, and Healthcare. They must have demonstrated success leading leaders and sellers to be highly skilled in both new business development and driving strategic account growth through cross-selling.

Key Responsibilities:

• Manage the Vertical Digital Sales team to meet and exceed the assigned revenue targets.
• Manage the successful execution of the sales plans, meeting objectives, goals, benchmarks and defined metrics.
• Measure and evaluate strategic implementation against intended results.
• Responsible for results attained through effective execution against business development and business performance goals.
• Develop annual strategic business plans to drive revenue, new business creation, product-specific sales strategies, gross revenue retention, and growth in industry verticals.
• Work with the Product, Marketing, and Finance organizations in supporting product and service go-to-market strategies.
• Focus sales teams on the development and retention of top clients to increase revenue, product integration, and ROI.
• Partner closely with Sales Enablement to ensure the Vertical Digital Sales team is trained to remain current on industry/vertical trends, best practices, client relationship management, and business development.
• Cultivate top to top relationships with key clients and prospects to further company goals, negotiate key strategic issues, and build the business.
• Work with Product and Marketing to collect and analyze market research, customer research and competitive analysis.
• Create and develop executable programs, materials and processes that are driven by market and business insights.
• Provide accurate forecasts and monthly business updates and have a disciplined approach to pipeline management, including driving forecasts from the primary sales management system, namely Salesforce.
• Hire, retain, coach, lead and develop direct reports o Effectively and timely performance manage associates not meeting assigned objectives.
• Ensure optimal organizational structure to achieve sales team objectives and manage labor efficiencies.

Qualifications

Education & Knowledge:

• Bachelor's degree preferably in the fields of Business, Marketing, or Communications; or equivalent combination of education and experience.

Experience / Skills and Competencies:

• 15+ years experience showing career progression and successful performance in a combination of the following:
  • Media, Advertising
  • Programmatic, AdTech, MarTech
  • SaaS technology platforms
  • Solution sales using integrated products
  • New business development
• 8+ years leadership experience with 3+ years leading leaders.
• 8+ years Digital media/product experience.
• Deep knowledge of AdTech and MarTech landscape.
• Consistent track record of success in leading teams to achieve and exceed annual quota and business objectives.
• Strong coaching skills with proven success coaching leaders.
• Experience leading a managed service sales organization - understands where and how to sell against/alongside self-service offerings.
• Ability to motivate and lead by example.
• Ability to navigate a large, matrixed organization.
• Experience in forecasting and sales reporting.
• Expert in producing sales results including through new business development, solution selling, and cross-selling.
• Experience leading large contract negotiations.
• Strong cross-functional collaborator who fosters teamwork at all levels.
• Highly adaptable to change based on changes in the market, products, and internal company initiatives.
• Dynamic speaker with history of delivering presentations and speaking on panels at industry events.
• Emotional (EQ) and Cognitive (IQ) Intelligence; ability to read those around you and appropriately respond intellectually and emotionally.
• Leads with authenticity, empathy, a positive attitude, strong work ethic, and integrity.
• Communication with clients and internal co-workers - all levels of management, business leadership, customers, suppliers and other internal/external entities as required.
• Superb presentation skills.
• Autonomous decision making authority.
• Requires broad conceptual judgment and ability to deal with complex factors.

Other:

• Travel required in and outside of the country. Perform additional responsibilities as assigned.

Additional Information

RRD's current salary range for this role is $172,400 to $275,800 / year. The salary range may be adjusted based on the applicable geographic location of the hired employee, and the range may change in the future. At RRD, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions may vary based upon, but not limited to education, skills, experience, proficiency, performance, shift and location. Depending on the role, in addition to base salary, the total compensation package may also include participation in a bonus, commission or incentive program. RRD's benefit offerings include medical, dental, and vision coverage, paid time off, disability insurance, 401(k) with company match, life insurance and other voluntary supplemental insurance coverages, plus parental leave, adoption assistance, tuition assistance and employer/partner discounts.

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