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Group Director, New Business Development
Catalina
St. Petersburg, FL, United States
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Group Director, New Business Development
WHY CATALINA
Catalina’s personalized digital media connects shoppers to the brands we know they want. We do this by delivering only the most relevant ads and offers from their home to the aisle. And only Catalina knows the evolving purchase history and individual needs of more than three-quarters of (280 million) American shoppers. With the world’s largest shopper purchase history database driving all personalized media across our networks, Catalina drives lift and loyalty for the world’s leading CPG brands and retailers. We target consumers with the right behavior-based message when it’s most impactful via the channel that’s most likely to reach them — digital or in the store.
OUR TEAM
The Emerging Brands team is our trailblazing team that works with explosive growth upstart brands, along with the leading buzzy brands that consumers have adored for decades. These stand-alone CPG companies range from $1M - $1B in revenue and encompass everything from high growth new and/or legacy brands and businesses, along with old favorites looking to deepen their consumer relationships in the marketplace. If you desire to be part of an explosive growth opportunity with both precision focus on outstanding client service along with strategic sales partnerships with new and innovative marketing solutions and insights to some of the hottest brands out there, then this is an opportunity for you.
WHAT YOU WILL BE DOING
The Group Director reports to the Emerging Brands Vice President of New Business Development and is responsible for coaching and growing assigned new business development sales team to drive market success. This individual will utilize specific Emerging Brands solutions strategies that enhance the value of the Catalina partnership to drive new business. As a New Business Development leader within Emerging Brands this individual will work with other Group Directors and Vice President to ensure success is realized against the market’s strategic plan. He/she will aid in implementing the Emerging Brands sales strategy through delivery of strategic sales plans and pipeline development.
The Group Director, New Business Development will be a smart, creative leader with a proven track record of meeting and exceeding goals and driving transformation within a fast-moving, customer-obsessed company. This person must have demonstrated experience and success leading a high performing new business development sales team. The ideal candidate will have an engaging, innovative and collaborative leadership approach focused on creating an inspiring team environment with an open communication culture.
Key Responsibilities
Supports revenue and margin growth
• Delivers annual new business Revenue and Margin Targets.
• Balances revenue and margin goals as well as strategic value of emerging brands accounts in creating proposals and closing deals.
• Implements new business development strategic plans that deliver against the market’s growth goals.
• Creates environment of accountability to achieve Market’s new business goals.
Understands and creates plans to execute on Market strategy
• Maintains in-depth knowledge of omnichannel advertising and promotion ecosystem and trends.
• Understands potential Catalina customers appropriate to the Market and their competitive needs and pressures.
• Identifies and prioritizes new customer needs that Catalina can solve with solution/product sets and partners with Solutions, Marketing and Sales Ops teams to creates playbooks to bring these solutions to generate new business.
• Develops new strategic senior level customer relationships based on trust and value.
• Ensures successful transition and assignment of new accounts to the account management team.
• Ensure appropriate enabling teams are properly engaged and meeting the needs of the team.
Leads the new business development team
• Supports and cultivates management of strong new business funnel to add additional customers and/or business
• Coaches and develops consultative selling skills across the salesforce and ensures effective sales plans are in place and resourced effectively
• Drives omni and digital sales capabilities in the salesforce and effectively leverages product specialists to land new business
• Leads people effectively and creates followership.
• Attracts and retains top talent
• Creates a culture that fosters accountability, engagement and followership within the dedicated New Business Sales team and in the Market as a whole
• Identifies and develops future leaders.
• Creates an environment of transparency and sets clear expectations with Sales teams.
• Leads by example exhibiting Catalina’s values and behaviors within daily work.
• Establishes team performance standards in alignment with Catalina’s high performance culture.
• Understands and effectively communicates all portions of the business to the team.
Shares knowledge and learning across the company
• Shares knowledge and wins across the new business development team to spread best practices.
• Adopts and adapts others’ best practices for use in Market.
WHAT YOU BRING TO THE TEAM
• Bachelor’s degree in business or related field required.
• Minimum of twelve years’ consultative selling experience, with a successful track record of closing new business.
• Proven experience leading teams in the CPG promotion, marketing, couponing, or loyalty space.
• Professional but aggressive hunter’s instinct and proven success selling in new business-to-business.
• Working knowledge of products, media, promotions, sales, shopper and analytics within a CPG.
• Experience working with CPG industry and digital customer/consumer data.
• Ability to exhibit creative problem solving and decision making based on sound data analysis.
• Proven success with new account selling to Senior-Level decision-makers.
• Ability to navigate effectively between being strategic and tactical as well as creative and disciplined; enjoys working at the big picture and detail levels.
• Ability to develop senior-level, trust and performance-based relationships by identifying products/services and cross-sell opportunities that best meet client’s needs.
• Passionate about selling and creating value for customers, deep understanding of marketing, media buying, and client ROI.
• Demonstrates strong interpersonal skills and builds strong relationships across functions.
• Takes ownership and drives a sense of urgency; highly accountable.
• Demonstrates strong customer focus with the ability to produce results in a fast paced and fluid business environment with competing priorities.
• Motivated, organized, energized and positive attitude.
• Strong probing and listening skills.
• Dynamic presentation and public speaking skills.
• Excellent written communications.
• Display strong closing techniques throughout the sales cycle.
• Strong networking capabilities.
• Proficiency with MS Office suite.
• Ability to travel.
CORE VALUES AND KEY COMPETENCIES REQUIRED FOR THIS JOB
Be a trusted partner: Act with integrity and positive intent
Focus on the customer: Keep the needs of both internal and external customers as well as
consumers front and center
Act like an owner: Think holistically about how your role helps fulfill our Mission
Be innovative: Share and scale the best ideas regardless of origin
Strive for simplicity: Add meaning and eliminate complexity
Value personal and professional growth: Contribute to an environment that enables
individual, team and organizational success
The intent of this job description is to describe the major duties and responsibilities performed by incumbents of this job. Incumbents may be required to perform other job-related tasks other than those specifically presented in this description.
All duties and responsibilities are essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities.
We are proud to be an EEO employer M/F/D/V. We maintain a drug-free workplace.
Note to Recruiters and Placement Agencies: We do not accept unsolicited resumes from outside recruiters /placement agencies. Catalina will not pay fees associated with resumes presented through unsolicited means.