POSITION SUMMARY: The EVP of Retail Client Development is responsible for executing a customer-centric growth strategy that drives measurable business results. The position has primary responsibility for identifying and developing sales and marketing strategies, new client relationships and market-driven initiatives/solutions for customers and the organization.

Reports To: CEO

Supervisory Responsibilities: Retail and Financial Services teams.

JOB FUNCTIONS:

• Own entire sales process and deliver on Miller Zell’s growth strategy for the Retail industry which includes a diverse array of segments including home centers, financial services, and healthcare. Establish and deliver aggressive sales targets.
• Identify additional verticals that could benefit from Miller Zell’s best-in-class offerings. Present findings and corporate wide strategies to the executive team.
• Accountable for developing, implementing, and executing key strategies and processes that enable the sales, marketing, and business development teams to meet the established growth and profitability goals.
• Oversee that sales generation and pipeline management is functioning at the highest level. Ensure Miller Zell aggressively manages the sales process by developing leads, winning business and reinvigorating the pipeline with new leads. Encourage cross department partnerships to satisfy current as well as ignite innovation in offerings. Establish accountability to drive results.
• Ensure customer’s visions and obstacles are communicated to Miller Zell’s senior leadership.
• Set the culture by being a “player-coach” with the proven ability to recruit, onboard, develop, and retain strong teams. Be a leader by example.
• Ensure teams have the support for sales generation and pipeline management.
• In addition to commercial responsibilities, the EVP will oversee delivery and project management teams for the Retail vertical.
• Continue to build on an environment that fosters trust, collaboration, and personal accountability, and come with a “roll up your sleeves” mentality and level of humility.
• Inspire cross functional collaboration through complexity in a matrixed organization.
• Position the go-to-market strategy and messaging in terms that are differentiated in addition to being relevant and compelling.
• Ensure lines of business are maximizing commercial opportunity with new and existing clients.
• Develop go to market strategies for both mature and emerging customer targets.
• Enhance marketing assets and train customer-facing colleagues to collaborate with customers on Miller Zell’s unique service offerings while encouraging creativity. Lead the translation of customer and market insights into effective solution strategies and commercial tactics to drive growth and increase engagement with current and prospective customers.
• Ensure optimal level of sales resources (investment, time, and people) to deliver the business plan and long-term strategy.
• Challenge teams to optimize the use of Miller Zell’s data and other digital tools to maximize the power of technology.
• Lead and motivate the sales leadership team to advance employee engagement and develop a high-performing sales team dedicated to being trusted advisors to customers.
• Encourage all Miller Zell team members to be customer-centric and collaborative internally and externally.
• Serve as the ultimate customer champion, ensuring that Miller Zell’s offerings meet and exceed customer expectations.
• Manage key customer relationships while mentoring team leaders on the hard and soft skills of developing partnerships with customers.
• Work closely with direct reports to address important customer management issues and problems as they arise; encourage teams to be creative in solving problems and creating opportunities.
• Develop effective relationships with numerous external constituencies including customers and business partners.
• Participate actively in major retail industry events.

MEASURES OF EFFECTIVENESS:

• Commercial Strategy: Has a proven track record in business services commercial strategy and execution, strategy that resulted in extensive market penetration and experience creating/contributing to an account-based model; has abilities in customer retention. Highly accomplished in new customer acquisition as well as expanding existing customers.
• Leadership: Executive will have earned consistent increased responsibilities throughout their career with sights on additional responsibilities within Miller Zell. Successfully created and executed succession plans to allow employees to evolve and take on additional responsibilities.
• Data Orientation: Drives decisions and monitors performance using data and business intelligence tools. Able to use market intelligence, client feedback and data to drive better pricing and product offerings to enable higher profitability.
• Trusted Advisor: A strong preference for executives with deep relationship driven retail expertise. Has a track record of winning in fast-paced companies, through improving the company and functions while strategically aligning resources to accelerate success.
• Strategic Acumen: Ability in analytical rigor, broader cross-functional and general management mindset beyond sales. They will be an innovative thinker and leader, seeking new opportunities.
• Complex Problem Solver: Aptitude for framing complex business problems and translating into analyses and recommendations to inform decision-making. Ability to quickly understand new business models, conduct analysis directly to diagnose gaps in opportunities and derive insights.
• Customer Driven: Demonstrated customer-centric/market focus and the capacity to create and lead the implementation of strategic, creative, and fiscally sound programs that drive business results.
• Sets Clear Objectives: Has the ability to set measurable objectives, delegate responsibility, create accountability, reward, and recognize outstanding performance and take appropriate action to correct low performance. They will expect and model a strive for excellence and a sense of ownership by setting clear priorities.

KEY COMPETENCIES:

Miller Zell is seeking a dynamic Executive Vice President of Business Development (“EVP”) with a track record of successfully scaling organizations in the retail strategy and marketing solutions space. As a key strategic leader, the EVP will work closely with the Chief Executive Officer to build and lead a team through its next phase of growth. Specifically, the EVP will have:

• Extensive B2B sales and marketing experience in a high-growth and innovative marketing solutions environment (ideal scale of > $70M Annual Revenue).
• Experience in identifying and building new revenue streams with a strong understanding of how to create and deliver the ideal customer experience in their spaces.
• Experience leading a division or organization that manages all sales, marketing, account management, and project management.
• Strong commercial orientation working closely with CFO to prioritize enterprise value creation work and manage budgets.
• Expertise in building partnerships with national or Fortune 500 companies.
• Expertise in developing trust inside C-Suite levels at national accounts to establish and grow new customer relationships.
• Expertise identifying and capturing key customers groups with highest likelihood of winning and leading hands-on execution.
• Energetic and collaborative leader with experience leading and managing remote and multi-location teams.
• Established track record of building and developing a strong team and implementing a culture of accountability.
• Strong communicator with a track record of fostering collaborative environments, negotiating challenges, mentoring not only his team, but other members of the Leadership Team and key players across the organization.
• Ability to assess and align all potential revenue streams to deliver client value and optimize margin.

POSITION REQUIREMENTS/QUALIFICATIONS:

Education: Bachelor’s degree in marketing/communications/sales/business Administration/Public Relations. Master’s Degree preferred.

Experience: 5 years of sales experience in related field. 10 years of experience in a privately held business.

Location: Atlanta, GA

Special Skills/Qualifications: P&L Responsibility, Business Building, Sales, Team Building, Delegation, Strategic Planning, Public Speaking, Motivating, Consumer Insights, Strategy/Research, Industry Authority, Presentation Skills, Relationship Building

PERSONAL CHARACTERISTICS

• Authentic purpose of meaning and contribution to organization
• Understands and enthusiastically aligned with Miller Zell mission and core values
• Open, honest, genuine, transparent, thoughtful, trustworthy, and respectful
• Highly contributing/inclusive person
• Strong group dynamics
• Good reputation in business and other communities
• Direct and strong communications skills (can constructively challenge and ask questions of leadership without being judgmental)