Executive Job Description | Summary: The North America Retail Marketing Director will be responsible for co-leading the planning, development, implementation and monitoring of integrated marketing plans, and driving profitable revenue and market share growth for the Retail segment to maximize enterprise value for the North America region.
Duties and Responsibilities:
Provide Retail segment leadership:
Implement segment marketing strategies to exceed NA Retail financial performance objectives and accelerate recurring revenue growth
Work with key stakeholders to effectively position our retail business in-synch with a broader strategic field of view. Enable transformation of a hardware centric business into a software-based solutions business model.
As part of comprehensive our clients NA Retail marketing plan, implement and execute marketing and solution strategies, programs and initiatives within North America.
Support global retail messaging and branding plans and ensure global framework aligns with regional-specific needs.
Develop deep understanding of competitive retail strategies, product and service portfolios, pricing, and distribution strategies in NA.
Partner with North America Director, Pricing and Product Management to establish profitable pricing strategies and policies for the Retail customer segment.
Represent the company’s retail strategic vision with external stakeholders (i.e. Analysts, Trade Media, etc…).
Responsible for creating simple and cohesive messaging to promote enhanced awareness and clear understanding in the marketplace and with the sales organization of key retail business strategies and initiatives..
Plan and execute innovative marketing and business development strategies that accelerate North America Retail market share growth:
Manage channel marketing programs and budgets to include sales enablement and support, advertising, demand creation, promotion, publicity and public relations, customer-facing events, and voice of market research. Guide internal marketing support and marketing agency resources to link Marketing plan to market activities to achieve channel business objectives.
Function as a channel thought leader internally, and as an external spokesperson.
Gather information on NA Retail best practices, account wins/losses to develop actionable programs to help increase sales and market share.
Work with global and regional training teams to develop & deliver solutions selling training curriculum that will enable NA Retail Sales organization to successfully achieve revenue goals.
Leverage account wins to secure customer testimonials, quantifiable proof points and solution case studies.
Support success within targeted global accounts, leveraging NA relationships to capture new business in other regions, and identify opportunities from global accounts expanding into the NA Retail marketplace.
Co-lead annual solution gap analysis to include in the product management road-mapping process.
Communicate in-bound regional marketing activities to Global Marketing and Product Management teams.
Coordinate voice of customer research and business cases/economic projections with our clients North American team and Product Management to determine ongoing customer requirements.
Evaluate size and scope of market opportunities for new solution sets.
Determine, support and introduce new, differentiated and value-creating Security and Store Performance Solutions that provide value to the NA Retail market:
Participate with global & regional Product Management, Sales Management and Business Development teams to develop channel solutions, via Product Management’s Rally Point development process, and concluding with market introduction and sales support.
Position information-based solutions for the Retail industry properly with executive retail decisions makers in IT, Operations and Merchandising.
Support Channel Sales Development Strategies:
Support and augment channel sales strategies regarding Store Performance Solutions through integrated channel marketing plans to include demand creation, lead generation and customer education.
Drive profitable customer acquisition and retention initiatives, teaming with channel sales teams in developing scalable channel account successes.
Develop cross-sell and up-sell marketing strategies that maximize share of wallet with new and existing customers.
Measure, monitor and manage overall channel program effectiveness, and optimize initiatives as required, leveraging NA metrics and dashboards. Measure Retail Marketing productivity, including budgetary spend and marketing mix optimization.
Change Leadership and Management skills are essential to position. Ability to lead and effect meaningful change within the business is expected. In this highly dynamic environment, routine dynamics will include:
Navigating a complex matrix environment
Comfort with ambiguity
Driving awareness and alignment across the retail enterprise
Perseverance
Displaying managerial courage
Rallying the teams
Generating energy and excitement
Position Requirements:
Education:
BA/BS degree
MBA degree preferred
Work Experience:
10+ years marketing management or equivalent experience in a B2B provider environment.
Experience with integrated hardware, software and services based solutions, and/or experience as a consultant or business integrator a plus.
Experience in businesses that transformed from a highly successful and established hardware centric business to a software and services-oriented solutions model is preferred.
Deep Retail industry expertise and/or knowledge are required.
Track record of successfully managing multiple projects under time-sensitive deadlines.
Ability to successfully navigate a complex matrixed environment, successfully interfacing with marketing team resources and wide range of key functional groups (i.e., Sales, Product Management, Operations and Finance) to achieve channel objectives.
Proven ability in developing and executing channel business plans, based on sales, product, pricing, promotion, advertising and brand strategies that produced measurable results.
Working knowledge of effective retail marketing media channels including online, offline, and alternative media.
Strong business analytical and problem solving skills; excellent interpersonal and written communications and presentation skills.
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