Global Vertical Lead, CPG – VML Commerce

Office: NYC- 3 WTC (Hybrid)

Reports to: Global CEO – VML Commerce

THE ROLE

VML Commerce is the business unit of VML which brings together its wider offering with a focus to deliver sales and marketing performance at scale. As we go from strength-to-strength, building out our global offering as well as aligning to a more vertical specific focus, we are looking for a Senior Commercial Sales Leader with an expertise in the CPG space to fulfil a hybrid role.

Reporting into the Global CEO – VML Commerce, the primary focus of the Global Vertical Lead – CPG is to consultatively sell to both existing identified global accounts in the specific CPG vertical as well as leverage their own network to expand VML’s footprint in the Global CPG sector. Aligning with the relevant Global Client Leads (GCL’s) on their strategic growth initiatives (as part of their growth plan) to drive increased YoY topline revenue growth – by bringing in and selling the wider VML  Commerce, Technology & Transformation offerings, including business transformation, content & experience, performance media, commerce and personalization & loyalty.

In turn, being client facing we would expect the ideal candidate to work with the Global Chief Business Development Officer – VML to use this knowledge and experience to drive our global thinking and strategic approach across all our markets for the specific CPG vertical to support the development of growth and revenue focused vertical blueprints. This will include positioning, GTM, enablement and capability development to ensure we are aligned as to how to ‘win’ in the vertical.

RESPONSIBILITIES

• Responsible for top line revenue growth for VML Commerce in the CPG Vertical of our existing and new Global Accounts
• Accountable for sales, new and existing business growth, advisory and delivery of client engagements, programs and services on or above existing and new client expectations
• Working closely with the relevant GCL to extend existing client engagements to include the VML ‘Capabilities’ proposition in both existing and new markets leading to increased revenue
• Develop and manage strong client relationships at C-level or just below in order to accompany clients through their transformation and make VML Commerce a most trusted strategic partner for our clients
• Responsible for client budget, forecast and report activities on a monthly and quarterly basis working towards an annual objective of revenues and margin targets from a VML Commerce, perspective
• Will lead the Global positioning for the specific CPG vertical – working closely with the wider teams to ensure we have a GTM proposition and strategy that resonates with a targeted stakeholder audience.

SUCCESS CRITERIA

• Within 2 years, will achieve double-digit top-line growth for dedicated existing and new client portfolio
• Increased gross margins for your existing clients at company average or above
• Successfully increase Share-of-Wallet at existing clients on services that they previously haven’t used VML ‘Capabilities’ for in both existing and new markets – specifically within business transformation related activities and services
• Serve as a hands on, main contribution to sales pipeline generation
• Lead new engagements with global/strategic potential fitting the full VML Commerce service proposition
• Secure high CSAT for the client engagements you lead
• Accurate and timely forecasting and reporting on sales activities and existing client engagements
• Positive feedback from internal stakeholders and delivery organization on collaboration, communication and motivation abilities.

THE IDEAL CANDIDATE

• Senior, hands-on revenue generator with proven track record of successfully selling and delivering digital business transformation projects for enterprise clients, resulting in year-over-year growth of the portfolio
• A minimum of 10 years of selling, commercial and strategic consulting experience within the digital industry domain – selling to IT, Operations and Sales, with a preference of 3 years global experience
• Comes with and can demonstrate ability to build strong and meaningful enterprise client network at C-level within the CPG sector
• Entrepreneurial spirit, who thrives with a certain level of uncertainty and autonomy, yet manages to navigate among multiple stakeholders (internally and externally) to secure structured and successful client engagements
• Personality and approach: collaborative, positive, result driven, energetic, self-driven, ethical, emphatic, robust, daring, executional (can-do / get things done attitude)
• Strong communication, motivational and active listening skills
• Culturally aligned with VML values, culture, and guiding principles 
• Expert level fluency in advanced business negotiations is required
• Comfortable travelling if and when required, but we would expect the ideal candidate to spend the proportion of the time with the client and potentially onsite at their location

https://www.vml.com/expertise/commerce

Our Benefits

As the world leader in communications services, we rely on the creativity of our people to deliver the best work for our clients. In return, we invest in our employees by offering them a diverse suite of benefits from best-in-class carriers, with enough choice and flexibility to keep them and their families healthy and happy today and tomorrow.

• Corporate gift matching program
• Paid time off for volunteering
• Paid parental leave
• Ranked No. 1 in advertising for our adoption assistance program
• Corporate discounts

VML is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or any other characteristic protected by law.