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How You’ll Make An Impact

We’re looking for a Retail Media Sales Director to join our London team. Your mission will be to create win/win outcomes by managing a key verticalised book of business across agencies and brands for our Retail Media clients. You will navigate the new digital landscape with highly differentiated products & solutions both for your client & for your clients’ brand and media partners. This is a quota-carrying role where your success will be based on growing your client revenue. You’ll report to the Head of Demand for Retail Media and work closely with the wider Sales team, Customer Success, Marketing, and Product teams, along with key internal stakeholders and external customers.

Overview

This is a hybrid role based in London, 2/3 days per week in office.

In a Nutshell

• Drive revenue from agencies and brands for Epsilon’s retail media partners
• Hit/exceed your yearly revenue target
• Ensure Epsilon Retail Media contributes to the company’s overall growth, and that ERM performs in-line with both revenue and broader business expectations
• Become an internal and external expert in Epsilon’s retail media advertising solutions: Offsite display / CTV / video / social / audio; Onsite Display; Onsite sponsored products. And more as they are developed and launched (e.g. in-store, loyalty)
• Story tell with data. Ability to use data to inform strategy.
• Develop Epsilon’s leadership in insight & data driven marketing & in driving our product team to delivery market orientated product.

What You’ll Achieve

We expect the ideal candidate to use general business acumen to uncover business needs, identify opportunities and create impactful positioning of how Epsilon’s unique offering will help our clients achieve their business goals.

• Drive revenue for Epsilon by navigating the internal client organization. Build great relationships with key stakeholders across Agency Holding Companies, including Publicis, indie agencies, tier 1 brands, longtail brands and additional needed partners.
• Work to quickly learn and understand the landscape the client operates in to help address their needs in a way that is competitive, differentiated, and meaningful
• Forecast pipeline accurately across multiple product & brand relationships both for internal & retailer purposes
• Outreach to brands and agencies to source business opportunities, across cold, warm and hot leads
• Prospect for, negotiate and close business from agencies, brands, and longtail where applicable, leading discovery sessions and competently pitching our GTM offering
• Handle objections and provide follow ups with supporting documentation including forecasts, benchmarks, 1pagers, decks
• Continuously educate, guide and advise your clients on ERM solutions, ERM retailer partners and the broader landscape, with a client-centric approach, to help win new, and retain existing, business
• Continuously evolve the GTM narrative for your vertical and BoB
• Forecast for your BoB/vertical, providing clear revenue projections to the business and continually update across the FY, with clear reporting back to SLT and internal stakeholders.
• Operate as the key stakeholder for your vertical, demonstrating a strong grasp on the nuances, patterns, needs, seasonality, and stay abreast of industry news and developments to ensure you are an industry expert
• Contribute to the development and maintenance of necessary documentation, both internal & external, including competitor insights, How To content, templates, objection handling, platform feedback, product roadmap
• Understand the set-up, functionality and Wow for the retailers within your remit
• Work with your supply side counterpart to provide regular pipeline and NB information to the retailer/s
• Manage agency and brand relationships, establishing yourself as the key POC for your clients
• Troubleshoot issues, both internal & external
• Work with your Account Manager to ensure full campaign success from launch to completion, provide required post campaign information to client including QBR’s, PCAs, additional data pulls in line with SLAs
• Attend Existing Business meetings to continually build and strengthen client relationships
• Build and maintain collateral including pitch decks, 1pagers, Full funnel, solution led, retailer led, vertical led, retailer partner lists
• Mentor newer members of sales team with training, guidance, day to day queries
• Support head of demand with key pitches, internal meetings, reporting and forecasting
• Report back to the business on your BoB and vertical, providing regular insight and commentary on your efforts, including the weekly update
• Use Salesforce to track your efforts both in terms of revenue and effort/outreach
• Support on events, conferences, agency roadshows, including presenting and content building
• Lead gen when the opportunity presents itself for other parts of the Epsilon business, always operating with a ‘Teamwork’ attitude
• Collaborate with your manager to set goals and objectives for the year ahead and then work towards these
• Fulfil on additional internal training requirements as and when needed to ensure business compliance

Who You Are

• What you’ll bring with you:
• Ideally 5 - 7+ years of professional sales, marketing, SaaS, and client management experience(client side, ad solutions, direct marketing, agency experience)
• Experience across key marketing components including strategy, analytics, media performance, forecasting.
• Self-motivation – able to identify opportunities, new business, and market gaps.
• Comfortable with consultative sales and solution selling.
• Strong business and strategic planning acumen
• Solid quantitative background with an understanding of analytic tools and techniques
• Understanding of marketing program design, execution, and measurement
• Strong negotiation and relationship-building skills
• Effective communication across multiple levels of an organization
• Works well in a team/highly collaborative environment
• Strong computer skills: Microsoft Office, Excel, and PowerPoint and Sales Management software (i.e. Salesforce.com)
• Why you might stand out from other talent:
• Highly driven, motivated and ambitious self-starter. Proactive, not reactive.
• Proven ability to launch media solutions
• Entrepreneurial commercial approach

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