Manager, Client Development

Overview

Avery Dennison Corporation (NYSE: AVY) is a global materials science and digital identification solutions company. We design and develop labeling and functional materials, RFID inlays and tags, software applications that connect the physical and digital, and offerings that enhance branded packaging and carry or display information that improves the customer experience. Serving industries worldwide, we employ approximately 35,000 employees in more than 50 countries.

Our reported sales in 2024 were $8.8 billion. Learn more at

Our Vestcom Business is the industry leader in technology-driven shelf-edge solutions for Retailers and CPGs. Our data-integrated media solutions drive sales and loyalty, engaging shoppers where it matters most – at the point of decision. Our patented innovation has been trusted by top retailers for more than 30 years to drive productivity and profitable growth.

The RTS Manager will partner with the Senior Director of Client Development at Vestcom to continuously surface opportunities with The Kroger Company to identify existing or new-to-market Vestcom solutions. The goal is to drive Vestcom revenue growth while demonstrating outsized returns driven by Vestcom solutions. The ideal candidate is a results-oriented leader with a proven track record of profitable revenue growth through consultative selling into retailers.

This role co-leads Vestcom’s relationship with The Kroger Company alongside the Senior Director of Client Development and requires creating innovative business strategies to deliver optimal solutions against key opportunities, with focus on expansion and scale. Regular interaction with senior leaders across Vestcom and Avery Dennison, including the executive leadership team, is expected.

• Deliver the annual revenue goal for the Kroger account
• Lead the Vestcom client development strategy and strategic account plan for the Kroger account
• Develop annual and multi-year revenue plans to deliver against clients’ strategic priorities
• Penetrate and develop high-level customer relationships with senior retail leaders
• Lead, negotiate, and execute sales contracts that drive profitability and sales growth for Vestcom
• Enable and motivate an integrated, cross-functional team to meet Kroger’s needs
• Formulate and implement a client development plan for the Kroger account
• Position self as a trusted advisor to client executives for all shelf-edge/in-store media solutions
• Provide thought leadership on in-store technology aligned to Kroger’s strategies
• Partner with Vestcom Strategy, Solutions, Marketing, and Product teams to develop client plans
• Close business by winning client sponsorship and aligning all stakeholders
• Align Vestcom solutions against the largest opportunities for the Kroger account
• Decipher annual reports and strategic documents to capture Kroger’s objectives
• Listen to Kroger for their largest pain-points and obstacles
• Collaborate with strategy, innovation, and solutions teams to deliver new solutions
• Formulate, deliver, and defend the value proposition for Vestcom solutions
• Develop customized sales collateral with Strategy & Marketing to convey Vestcom value
• Translate Vestcom value proposition into clear, audience-focused messaging
• Understand market and competitive dynamics and evangelize next-generation solutions
• Work with Vestcom Media team to deploy tactics to achieve media and total account revenue goals
• Guide prospecting approaches, sales pitches, and lead teams to proposals that position Vestcom value
• Identify, develop, and close new business opportunities guided by Vestcom strategy
• Collaborate with strategy teams to target high-potential new business and manage growth opportunities

Required Skills & Experience

• 6+ years of related experience with at least 3 years delivering enterprise, multi-stakeholder outsourcing solutions and/or strategies to retailers (technology or systems outsourcing experience preferred)
• Proven track record of building relationships with client contacts within large retailers
• Experience working for a marketing services provider, SaaS provider, management consulting, or technology firm in a…