Vice President, Business Development Shopper/Digital Channel
Schawk - Chicago, IL

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The position of Vice President, Business Development is responsible for identifying and closing new enterprise client business for Schawk’s innovative branding solutions and expanding existing client business to drive growth in both revenue (more than $550MM today) and EBITDA (continual margin improvement). This role will focus on our Brand Development service offering in the Shopper Marketing / Digital space.

This role will require a strong level of internal, collaboration across all of our lines of business. Along with new revenue generation, the VP, Business Development must also play a leadership role in ensuring a best-in-class experience for the client following the initial engagement. By developing a close partnership with our Client Growth/Account Service teams the “hand-off” can be a seamless process to the client. This individual must have the expertise and integration capability to do this efficiently across a global marketplace.

The company’s preference is for this role to be based in Chicago but other U.S. major metro locations will be considered for the right individual (e.g., Atlanta, New York, Minneapolis, Boston). The VP, Business Development will report directly to our SVP, Business Development. This role is part of a collaborative team, which includes strategy experts, research experts, creative, marketing and lead generation support, who all bring specialized skills/experience. The VP, Business Development leads a partnership with the right internal multifunctional counterparts (e.g., subject matter experts for each selling situation) to define and sell a customized, comprehensive value added solution to each client.

Job Responsibilities

  • New Client Identification & Development -
VP, Business Development will be responsible for developing annual account
targets of new to Schawk Inc. client opportunities with revenue potential of
+$5MM annually per account. Candidate must have experience and comfort
navigating global, Fortune 500 organizations with ability to fluidly transition
up and down the client decision hierarchy (must be able to connect with C-level
Marketers just as fluidly as procurement). This role is about client targeting,
pursuit and conversion into clients.

  • Shopper Marketing / Digital Business Development
Practice Creation and Management - This
role will be integral in the development of Schawk’s Brand Development function.
The role will work very closely with vertical business development leaders,
brand strategy and Anthem/Brandimage SME's to create unique solutions for
perspective clients business. Comfort with traditional and digital design/communication,
shopper segmentation and account planning is critical. Possible publishing and
speaking roles may be required.

  • Solutions & Product Development - Foster
industry leadership by understanding our client’s key Shopper Marketing /
Digital needs and gaps are to develop the solutions to help them achieve
business goals. Establish Anthem/Brandimage as the most sought after and
influential (for both clients and employees) Brand Development company in the
industry by close collaboration with other business leaders. Responsibilities begin with identifying and
pursuing targeted prospect list, cultivating opportunities, and working with
the MD/ECD of the appropriate office to lead preparation and production of
pitch materials. The role would phase
out after pitch for MD/ECD to take over.

Performance Measures

  • Net incremental revenue, year-over-year
o Net incremental revenue from new clients

o Additional, follow-on revenue, post the initial
sale

o Incremental revenue from cross-selling existing clients

  • New Business Development Pipeline
o Number of new clients closed

o Number of existing clients cross-sold new
services and solutions

o Number of existing clients with contractual
renewals

o Number of qualified prospects at each stage of
the selling cycle vs. goal

  • 360-degree feedback
o Effective multifunctional sales leadership,
measured by annual surveys

o Client satisfaction measured by annual surveys

o Solution set thought leadership

o Contributing to broader Corporate geographic
expansion

  • Critical Internal Relationships
o Client Growth - Shopper/Digital teams

o Schawk Executive Leadership

o Business Development support staff

o Worldwide Schawk counterparts (Anthem,
Brandimage)

o Operations

o IT

o Legal

o Finance

  • Critical External Relationships
o Current clients

o Top 100 Prospective clients

o Global reach

o Strategic partners, alliances, suppliers Industry leadership entities

Qualifications / Requirements

  • CPG and Retail Industry Experience - Expertise
in navigating inside global organizations, identifying the appropriate
audiences, getting to the ideal decision makers, etc. Foundational experience
(Regional Account level at minimum) with blue-chip, market-leading CPG and
Retail companies. This should include a history of working directly with
Shopper and Digital client leaders/sponsors. Profiles with client-side experience will be considered if the profile
also includes proven relevant Sales capabilities

  • “Hunter & Advisor Role” - Ability to set the
“top of funnel” strategy and lead a sales support team in identifying the
appropriate pursuits. Track record of effectively developing new business with
new strategic clients using a systemic approach to managing a portfolio of new
opportunities through the sales funnel. While the key focus of the role is new
business with new clients, there is also an expectation that this role will
help sell new opportunities within existing clients (e.g., cross-selling) in
collaboration with the Schawk resources handling ongoing client business.

  • Solutions Selling - Capable of applying a
consultative approach in order to have ongoing understanding of key client
practices and needs (e.g., critical “pain points”). Continually identify future
value-added solutions of mutual benefit to the client and to Schawk. This
includes ensuring the appropriate capabilities which are required to deliver client
solutions, are clear, such that Schawk can consistently deliver on promises
made at the time of sale.

  • Proven track record of orchestrating and
influencing internal teams for pitch, RFP and development.

Additional Skills/Personality Traits

  • Problem-solver with strong client/executive
relationship management abilities

  • Previous experience working in a leading
business or integrated/digital agency

  • Ability to apply creative thinking to client
issues

  • Exhibit a sincere interest in strategy,
marketing and brands; and how they impact business outcomes

  • Ability to work independently as well as being
adept at enhancing team success through leadership and active participation in
internal and external client teams

  • Self starter with a pioneering spirit;
resourceful and able to take ownership quickly and reliably

  • Energized by an entrepreneurial environment;
comfortable “doing the work”

  • Persistent and resilient
  • Open, honest and genuine
  • Passionate and committed
  • Creative and imaginative Motivated by business accomplishments vs. personal
agenda

Personal Performance Factors

Integrity/Ethics - deals with others in a straightforward and honest manner, is accountable for actions, maintains confidentiality, supports company values, and conveys good news and bad.

Perseverance - targets and achieves results, sets challenging goals, prioritizes tasks, overcomes obstacles, accepts accountability, sets team standards and responsibilities, provides leadership/motivation.

Adaptability/Flexibility - Adapts to change, is open to new ideas, takes on new responsibilities, handles pressure, and adjusts plans to meet changing needs.

Teamwork - Meets all team deadlines and responsibilities, listens to others and values opinions, helps team leader to meet goals, welcomes newcomers and promotes a team atmosphere.

Initiative - Tackles problems and takes independent action, seeks out new responsibilities, acts on opportunities, generates new ideas, practices self-development.

Schawk - 2 years ago - save job - copy to clipboard
About this company
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Schawk has designs on consumers' products. The company provides digital prepress and other graphic services primarily for consumer...