Sales and Account Manager – Shopper Marketing

Orases Shopper Marketing (OSM)

Orases Shopper Marketing (https://shoppermarketing.orases.com) is a turnkey shopper marketing agency built around deep grocery retail expertise, especially the Publix ecosystem. We're a lean, high-trust team where the people who bring in the business also run it, and we're looking for someone who can do both. Preference for this remote role will be given to applicants residing in the Southeastern region of the United States.

What you'll do

This is a sales and account management role. You will prospect, pitch, and close new client relationships, then stay at the center of those relationships to grow them. You will also own the programs you sell from concept through completion, and we'll teach you how OSM delivers them. You'll operate with real autonomy, working directly with agency leadership rather than through layers of process.

As a Sales and Account Manager, you are responsible for generating revenue by prospecting and closing new clients, and managing and growing those client relationships over time. This is not an entry-level position, and it is not a general sales role.

This position requires two things, both required, not preferred: demonstrated, quota-carrying experience personally prospecting, pitching, and closing new business, and direct professional experience in the CPG (consumer packaged goods) or grocery retail market. That experience can come from a CPG company, grocery retailer, food broker, or shopper marketing agency, or from selling marketing, media, or promotion programs to CPG brands or grocers. Candidates whose experience is outside CPG and grocery retail markets will not be considered.

You should have an established network and the ability to leverage relationships into sales opportunities, with proven success across the full sales cycle, including lead generation, driving new opportunities, and managing prospect relationships. Given the department's structure, this role operates with a high degree of autonomy and is expected to independently manage client acquisition and the programs you sell, with regular alignment with leadership.

Success in this role requires excellent verbal and written communication and high attention to detail in proposals and client communications. This role includes travel to client-facing meetings and presentations as needed; such travel is expected to be infrequent. This job description is not intended to include all duties and responsibilities. Team members may be requested to perform additional tasks that may or may not relate directly to the primary role, as business needs dictate.

Roles and Responsibilities

NEW BUSINESS DEVELOPMENT & SALES

• Develop and execute prospecting plans and sales strategies to secure new clients, sales opportunities, and revenue streams, including new products and services
• Meet and strive to exceed annual revenue targets aligned with Shopper Marketing and overall company goals
• Leverage your established network of CPG, grocery retail, food broker, and agency contacts to generate qualified opportunities
• Maintain working knowledge of in-store, out-of-store, and digital marketing channels (print, POS/displays, paid social, programmatic, email) to inform sales strategy and client recommendations
• Complete a thorough needs analysis to determine each client's needs
• Create proposals and pitch decks, and pitch and close programs with current and prospective clients
• Scope and price proposals to meet OSM's profitability targets
• Monitor sales and market trends, and refine the sales process to increase profitability
  

CLIENT RELATIONSHIPS & ACCOUNT GROWTH

• Create and maintain positive business relationships with current, new, and prospective clients, maximizing accounts both vertically and horizontally
• Remain the client's strategic point of contact after the sale, presenting post-campaign results and recommendations to drive renewals and expansion
• Maintain accurate records within the CRM consistently, reporting pipeline and activity to Leadership as requested

PROGRAM OWNERSHIP (WE'LL TEACH YOU OSM'S PROCESS)

Project management experience is preferred, not required. Your responsibilities in this area will grow as you learn how OSM delivers programs.

• Own every program you sell from concept through completion: scope, timeline, approvals, communication, and results
• Manage production for your programs (vendor ordering, creative proofing, trafficking), learning OSM's delivery process as you go
• Collaborate with the creative team to develop creative briefs and launch creative concepts, providing images, content, and templates as needed
• Create and manage program timelines across concurrent programs to meet client and vendor deadlines
• Review creative for accuracy and manage the proofing process with vendors
• Monitor program budgets and vendor performance

FORECASTING & REPORTING

• Manage sales projections and pipeline, tracking and reporting on KPIs to meet and exceed goals
• Analyze program results to identify upsell, renewal, and new-product opportunities
• Compare results across programs to identify ways to make future programs more efficient and profitable

What you bring

• Minimum of 5 years of quota-carrying proven sales experience with a documented track record of personally prospecting, pitching, and closing new business
• Established relationships and direct experience in the CPG or grocery retail market: with a CPG company, grocery retailer, food broker, or shopper marketing agency, or selling marketing, media, or promotion programs to CPG brands or grocers (Publix Super Markets is preferred)
• Bachelor's degree in Marketing, Business, or a communications-related field is preferred
• Proficient in Microsoft Suite, Google Suite, and HubSpot CRM
• Solid understanding of in-store, out-of-store, and digital marketing channels, including POS/displays, circulars, out-of-home, retail media networks, paid social, programmatic, and email
• Strong analytical capabilities to translate programmatic data (DSP), redemption metrics, and spreadsheet insights into client-presented post-campaign evaluations
• Experience managing client programs or projects from concept through completion is preferred
• Working knowledge of Adobe Creative Cloud (Photoshop, Illustrator, InDesign) is a plus
• Willingness to own delivery of the programs you sell
• Superior communication skills (verbal and written) paired with a critical eye for detail in proposals and client communications
• Highly organized and able to work independently with little supervision, managing time and multiple priorities effectively in a fast-paced environment
• Professional representative of company values, culture, and brand
  
  

Why OSM (https://shoppermarketing.orases.com/)

You'll have real ownership over your book of business, the relationships you build, and the programs you sell. You don't need to know our delivery process on day one: we'll teach you how OSM programs are scoped and delivered, along with the Publix-specific processes. If you're a hunter with a network in CPG and grocery retail, this role is built for you.

Our Core Values are D.R.I.V.E. and we use them to drive us forward in every way.

• Demonstrate Thoughtful Communication: Say what you mean in a respectful, timely and relevant manner, remembering that not everything needs to be said.
• Rise to the Occasion: Have the grit to dig deep when needed and to get it done.
• Integrity All the Time: Do what you say you are going to do.
• Value to Clients: Be present, contribute and be a good steward of the client's money.
• Excel at Your Craft: Constantly seek new ways to grow and learn to be the best you can be.
  
  

Compensation and Benefits:

• Annualized base salary range is: $95,000 - $110,000
• This position is bonus-eligible; bonus is variable and based on individual sales performance
• Comprehensive medical, dental, and vision plans with nationwide options to meet your needs wherever you hang your hat.
• Company-paid life insurance, short-term, and long-term disability. Let us pay for your peace of mind.
• 401K Roth and non Roth options with a 4% company match for the first 5% you contribute. This FREE MONEY is fully vested and portable should you make the decision to leave us one day.
• Fringe benefits to offer you lifestyle choices of where your benefits money goes. Options range from pet insurance, activity kits for kids, hotels and travel, health and wellness options, food delivery options, and the choices go on and on for you to decide what benefits YOU.
• Paid personal time off (3 weeks) and company holidays (typically 13 including full company shut down 12/25-1/1).
• Employee Assistance Program for confidential support. We offer a 3rd party confidential help line to call 24 hours a day for whatever life throws your way or just to talk if needed.
• Training and learning opportunities to help you excel in your career.
• Talented team of salespeople, software developers, and more to support you in building campaigns, automations, videos, and whatever else you may need to grow the Orases brand.
• Fun and silly events, celebrations, and team social opportunities both virtually and in person. We regularly fly in team members who want to visit the office or experience an in person event.
• Annual all employee retreat where the entire team comes together in person to bond and have fun!

Orases is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, gender identity, age, veteran status, national origin disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.