Job Description
The Senior Director (SD) is responsible for achieving the company's
strategic and financial objectives in the Business to Business, and Business
to Consumer verticals. The SD role will be actively engaged in customer
acquisition, client management, strategic planning and operational planning
and delivery activities for the market. The position reports to the Chief
Operating Officer.
Key Accountabilities:
Market sales, revenue and contribution performance
Manage B2B and B2C account management team to consistently over-achieve on
Epsilon offline and online revenue targets
Forecast revenue consistent with company's monthly and quarterly
management forecasting procedures, within +/- 3% of actual results
Develop quarterly gap plans that identify opportunities resulting in over
achievement of quotas
Actively engage with Business Development to identify and drive new B2C
and B2B client signings
Proactively notify senior leadership of forecast changes and market risks
Develop and manage to key performance indicators including:
Recommendation Review
Pipeline Growth
Net Revenue
Net Sales
Contribution Margin
Operating Income
Epsilon Cross Sell
Manage customer relationships of all products and services
Serve as the point of accountability for the successful sale and service
of all Epsilon CRM products
Lead team in identification and recommendation of cross selling of Epsilon
products/services.
Maintain and develop client relationships in the B2C and B2B markets
Lead the development of account strategies and annual plans, including:
Defining the client/market needs and developing Epsilon CRM solutions
Setting success measures for client growth, penetration, and satisfaction
Regularly inspect the practices of account management teams, conduct
tactical reviews to identify and maximize client opportunities, regularly
review client results
Implementation of key product and pricing strategies
Work closely with product teams to establish new B2C and B2B product
offerings
Own the negotiation and implementation of pricing strategies.
Customer satisfaction
Ensure team is achieving superior customer satisfaction and service level expectations
Work closely with client service and internal support teams
Attract, develop, and retain staff
Manage team by objectives (MBOs), setting quarterly and annual performance objectives and assessing performance.
Conduct development and succession plans for team members and identify high potential performers
Strategic and operating planning
Participate in the strategic planning process including market and competitive assessments, market sizing and forecasting, development of market specific strategies
Lead the operational planning process, including:
Develop market and client revenue plans through a combination top-down market forecasting and bottom-up account planning
Collaborate with the Epsilon CRM leadership team in completing strategic plans as well as preparing performance updates.
Knowledge and Skill Requirements:
A minimum 8 – 10 years of experience in the sale, delivery, and service of
agency related products and services
Experience is selling digital/online and offline based solutions
10 years industry experience
Strong business acumen skills
Proven track record in executive and / or senior management positions
preferably in direct marketing and agency services and sales related
businesses
Prefer a master's degree in business, management, related fields, or
equivalent experience
Strong presentation and negotiation skills with C-level
Up to 25% travel may be required for this position
Additional Information
When you're one of us, you get to run with the best. For decades, we've
been helping marketers from the world's top brands personalize experiences for
millions of people with our cutting-edge technology, solutions and services.
Epsilon's best-in-class identity gives brands a clear, privacy-safe view of
their customers, which they can use across our suite of digital media,
messaging and loyalty solutions. We process 400+ billion consumer actions each
day and hold many patents of proprietary technology, including real-time
modeling languages and consumer privacy advancements. Thanks to the work of
every employee, Epsilon has been consistently recognized as industry-leading
by Forrester, Adweek and the MRC. Positioned at the core of Publicis Groupe,
Epsilon is a global company with more than 8,000 employees around the world.
Check out a few of these resources to learn more about what makes Epsilon so
EPIC:
Culture: https: // www. epsilon.com/us/about-us/our-culture-epsilon
DE&I: https: // www. epsilon.com/us/about-us/diversity-equity-inclusion
CSR: https: // www. epsilon.com/us/about-us/corporate-social-responsibility
Life at Epsilon: https: // www. epsilon.com/us/about-us/epic-blog
Great People Deserve Great Benefits
We know that we have some of the brightest and most talented associates in the
world, and we believe in rewarding them accordingly. If you work here, expect
competitive pay, comprehensive health coverage, and endless opportunities to
advance your career.
Epsilon is an Equal Opportunity Employer. Epsilon's policy is not to
discriminate against any applicant or employee based on actual or perceived
race, age, sex or gender (including pregnancy), marital status, national
origin, ancestry, citizenship status, mental or physical disability, religion,
creed, color, sexual orientation, gender identity or expression (including
transgender status), veteran status, genetic information, or any other
characteristic protected by applicable federal, state or local law. Epsilon
also prohibits harassment of applicants and employees based on any of these
protected categories.
Epsilon will provide accommodations to applicants needing accommodations to
complete the application process.
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