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VP of Client Strategy

A leading global provider of print and media solutions, Quad/Graphics is powered by a passion for innovation and the most advanced platform in the industry. Our collaborative team of "can-do" people continually challenge the status quo, creating groundbreaking solutions that push the boundaries of communications.
The VP of Client Strategy leads the strategic development and drives revenue growth of Key Accounts. Whether that be through complete ownership of the Key Account relationship and revenue targets, or by supporting an existing Strategic Account Executive on their Accounts. These responsibilities put greater emphases on the ability for a VP of Client Strategy to both be the trusted advisor to the Customer and help orchestrate resources needed across our organization. The role requires thinking beyond a single business segment and expertise to identify and deliver what is best aligned to the needs of the Customer.
Main Activities and Responsibilities:
Key Account Strategy
Assists clients in the development of their marketing / multi-channel objectives by understanding their business challenges and opportunities. Ongoing understanding of key industry (and client) best practices.
Actively engage in the Customer's business to gain a deep understanding of their unique challenges, goals and direction
Deep understanding of market vertical for which the Key Account operates and competes
Identify opportunities for strengthening, expanding, and elevating the relationship with Customer
Understand Quad's value proposition across the continuum and customize for alignment to the Customer's needs and strategy
Key Account Planning
Deep understanding of the Key Account organizational structure at all levels and relationships with key stakeholders
Comfortably navigate the senior most levels of client organizations with an ability to fluidly transition up and down the client decision hierarchy (connect with C-Level just as easily with procurement)
Collaborate with Sales team and business stakeholders to assess sales, profitability, account fit and establish relationship strategy and revenue growth goals with metrics
Develop cross-functional account team needed to meet overall account plan and obtain commitment to defined expectations for responsibilities, activities, and customer engagement
Lead the co-creation and ongoing management of the Strategic Account Plan with the account team including plan for renewing Key Account contracts, expanding revenue through incremental continuum new business, and growing strategic relationships
Annually present Strategic Account Plan to Sales Leadership/Executive review committee to enhance and innovate around client "board room level" initiatives
As appropriate, facilitate joint strategic planning with the Customer to define mutual expectations, initiatives, and key performance indicators
Key Account Management
Provide guidance regarding the Key Account's business directives and orchestrate account team interaction with the Customer by establishing and communicating expectations and managing accountability
Coordinate with Key Account's Executive Sponsor to develop an executive-to-executive engagement strategy, thereby expanding the Customer and Quad relationships
Source and allocate organizational resources to support strategic initiatives for the Key Account
Use deep understanding of the Key Account's business to take control of the sales conversation and to both challenge the Customers and the account team to think differently around challenges and widen the scope of possible solutions.
Ensure that solutions consistently achieve Customer's goals, expectations, and defined Key Performance Indicators
Manage Pre-Call and Post-Call process for significant customer touchpoints (presentations, meetings, site visits, etc.)
Manage the overall P&L for the Key Account to help drive EBITDA performance through both revenue generation and plant or process efficiencies
Qualifications:
Bachelor's degree with a minimum of 8-10 years work experience
Client side, agency or consulting experience preferred
Comprehensive experience across integrated multi-channel marketing; from media to creative across traditional and digital channels
Strong solution selling (consultative selling) expertise
General Management (including P&L)
Project management, exposure to the end to end project lifecycle, or managing substantial parts of the project lifecycle
A strong customer-centric approach
Heightened business acumen, particularly in assessing the Key Account's market vertical and business
Skill at managing stakeholder groups and balancing diplomacy and tact with assertiveness
Strong inductive and deductive reasoning with proven ability to hypothesize customer business direction and synthesize the implications for the Customer's business
Excellent organizing and prioritization of skills to balance key initiatives
Strong communications skills, both written and verbal
Ability and willingness to teach and challenge the Customer and within Quad
High EQ and IQ
Project Management
Influence without direct-report authority
Effectiveness in creating, unifying, and guiding teams of people with disparate skills
Is courageous and decisive; maintains a clear focus and sees action through to delivery
Is energetic, determined, positive, goal-focused and consistent - even under pressure
Builds trust and demonstrates integrity in all circumstances
Measurement and Goals
% increase in same Key Account revenue
% increase in growth of core based on Continuum opportunities
Goal attainment of initiatives and plans defined within the Strategic Account Plan
EBITDA performance of the Key Account
Additional Company Information:
We offer excellent benefits to eligible employees, including 401(k), holidays, vacations and more.
Quad/Graphics is an equal employment opportunity employer. The Company's policy is not to unlawfully discriminate against any applicant or employee on the basis of race, color, sex, sexual orientation, gender identity, religion, national origin, age, military or veteran status, disability, genetic information or any other consideration made unlawful by applicable federal, state, or local laws. The Company also prohibits harassment of applicants and employees based on any of these protected categories.
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