Strategic Account Manager - California

About the role

Avery Dennison is a global materials science and digital identification solutions company serving industries worldwide—including home and personal care, apparel, general retail, e-commerce, logistics, food and grocery, pharmaceuticals, and automotive. The core mission of the Manager, Client Development is to identify client-specific challenges and growth opportunities, aligning them with Vestcom’s existing and emerging technology-driven solutions. This role is dedicated to accelerating top-line revenue by illustrating the substantial return on investment our data-integrated media platforms provide.

Responsibilities

• Meet annual revenue objectives for a portfolio of five or more mid-market accounts.
• Direct the overarching client development strategy and strategic planning for designated accounts.
• Construct comprehensive annual and long-term revenue projections aligned with client strategic goals.
• Cultivate and expand high-level partnerships with senior executive leadership within the retail sector.
• Orchestrate the negotiation and execution of contracts that enhance profitability and scale growth.
• Supervise, recruit, and mentor a cross-functional sales team to effectively address client requirements.
• Design and implement creative client development strategies across the assigned account base.
• Establish yourself as a primary advisor for executive decisions regarding shelf-edge and in-store media.
• Offer advanced thought leadership on retail technology and solutions that fit organizational strategies.
• Collaborate with Strategy, Solutions, and Shopper teams to build robust account growth plans.
• Secure new business by gaining executive buy-in and aligning diverse internal and external stakeholders.
• Match Vestcom’s emerging solutions with the most significant opportunities in your account portfolio.
• Analyze annual reports and strategic documentation to identify and capture client-specific objectives.
• Listen attentively to identify critical client challenges and obstacles to their organizational goals.
• Partner with innovation and strategy teams to deliver cutting-edge solutions to the client base.
• Demonstrate the ability to articulately present and defend the value proposition of our platforms.
• Work with Marketing to create tailored sales materials that illustrate clear return on investment.
• Master and guide retailer measurement standards for both top-line growth and bottom-line efficiency.
• Utilize strong analytical skills to translate data-integrated benefits into value that resonates functional-wide.
• Maintain a deep understanding of market dynamics to evangelize next-generation solution adoption.
• Coordinate with the shelfAdz® group to implement tactics that achieve media network and total revenue targets.
• Drive the reach and adoption of Media Solutions tactics across your entire designated client base.
• Guide prospecting and lead teams in developing proposals that pair business needs with targeted solutions.
• Provide accurate and detailed sales forecasting for components of the media network.

Qualifications

• Minimum of three years providing enterprise-level, multi-stakeholder outsourcing strategies or solutions within the retail sector; experience in systems or technology outsourcing is highly valued.
• Established history of building and nurturing influential partnerships with senior executive leadership at major retailers.
• Professional background with a marketing services provider, technology firm, management consultancy, or in complex industrial sales—ideally in a leadership or business development capacity.
• Proven track record of consistently meeting or exceeding established revenue and profitability targets.
• Demonstrated capability to expand and scale established business operations within a complex retail ecosystem.
• Advanced consultative selling skills, including sophisticated negotiation, conflict resolution, account management, and the implementation of next-generation sales strategies.
• Comprehensive understanding of positioning complex services across various retail functions, including Operations, Merchandising, IT, and Marketing.
• Superior analytical capabilities and interpersonal aptitude; exceptional verbal and written communication skills are essential.
• Ability to seamlessly transition between high-level strategic planning and hands-on, tactical sales execution.
• High degree of proficiency in delivering articulate oral presentations and developing impactful executive-level slide decks.
• Skilled in the use of standard CRM platforms, lead generation tools, and the core Microsoft Office suite.
• A Bachelor's degree is required for this role.
• Periodic travel to various sites is expected, estimating 25–50% travel time based on the business need.
• Preferred: Food industry experience directly or indirectly.

Supervisory Responsibilities

If applicable, carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Pay

The salary range for this position is $89,850 – $134,176 per year. Actual salaries will vary within the range based on a candidate’s relevant skills, experience, education and training, location, job scope and complexity, responsibilities, and regular and/or necessary travel required for the position.