Job Description

Role Purpose:

The Chief Growth Officer, Americas, leads a team responsible for growing Merkle/CXM revenues across all practice offerings and verticals through relationship building with prospects, clients, Alliance Partners and the Dentsu entities.

Working with the Global CGO, Alliance Growth Leads, Chief Client Officer, Vertical Practice Leads and Americas President – the Americas CGO is responsible for developing and executing a sales strategy integrated with the marketing strategy for the Americas region.

The key growth channels are direct generated new logo business, existing clients (Tiers 1, 2 and 3 accounts), alliance partners and cross sales into the dentsu Media and Creative service lines.

CGO is also responsible for the Americas Growth Platform which includes Sales Operations (revenue forecasting, reporting, sales effectiveness), Pursuit Management (sales content management, bid management including proposal and pitch development), and Growth Orchestration (cross-sell / up-sell / inside sales).

A major lever for growth is our ability to create value for clients by packaging and selling multiple capabilities from across the CXM practice areas. The CGO needs to be able to articulate a coherent value proposition for clients across CXM transformation to include business strategy and transformation (marketing strategy, outcome modelling, target operating model, etc.), commerce, customer experience, digital and advanced analytics, data strategy and multiple technology offerings. They will be able to articulate the unique consumer (and business) value we enable our clients to deliver across Merkle's CXM Transformation offerings.

Reporting Structure & Key Stakeholders:

This role has a dual reporting line into Global Chief Growth Officer & Americas President for Merkle/CXM. It will be important for the CGO to forge strong relationships with leaders across the business.

Key Responsibilities:

• Direct management of sales teams responsible for driving new business from new logo brands and existing clients. This includes our capability/practice-based Growth Officers and ESLs (Enterprise Sales Leads) that report to our Growth Officers.
• Direct management of the Americas growth platform including the sales operations, pursuit management and growth orchestration teams.
• Works with stakeholders to establish growth plans, budgets and targets including:
• Alliance practice leads and growth officers.
• Chief Client Officer and Vertical Practice leads including Client Partners
• Practice Area Leads including Commerce, Experience, Loyalty, Messaging, Technology, Data & Analytics, and B2B.
• Ensures each Growth Officer and sales teams meets and exceed their revenue targets /quotas.
• Provides senior sales leadership to the total Americas Growth community (ESLs, Client Partners, and Client success leaders).
• Key integration point for acquired companies in the Americas for growth and sales.
• Accountable for Sales Management to include:
• Intake
• Manages lead flow (including opportunity qualification) and coordinates closely with broader GTM team comprised of sales, solutions, client services, account management and multiple dentsu service lines.
• Pipeline Growth
• Conducts regional pipeline reviews, ensuring teams are leveraging best practices, best content, and maintaining accuracy of data in SF.
• People Leadership
• Responsible for sales coaching and leading team to individual and team performance goals. Including direct and matrix reports.
• Account Planning:
• Works with CCO, Vertical Practice Leads and Client Partners on targeted accounts to develop growth plans.
• Participates in select account growth planning for designated Global and dentsu key accounts.
• Marketing interface:
• Partner with Marketing to define market targeting plan, including campaigns, events, and targeted prospects/clients.
• Measurement/KPI's:
• Americas total revenue including budgeted organic revenue growth.
• Qualified Pipeline and Pipeline Growth
• Development of Sales and Growth plans and quotas across all practice areas (CX/Commerce, Data & Tech, Strategy & Transformation, Loyalty, CRM, Marketing Activation (media and performance creative), Analytics, B2B)
• Avg. Deal Size
• Close Rate
• SFDC accuracy in reporting and forecasting
• Channel Management:
• Alliances: Alignment and teaming with Global Tech Alliances team which manages our relationships with our strategic partners (Salesforce, Adobe, Google, Amazon) and next tier foundational partners (14 additional key technology partners). Alliance growth teams work with the sales leads (ESLs and Client partners) to identify, develop, and close new business that leverage our partner technology.
• Oversees all Alliance partner deals with ESLs and consults on Client Partner pursuits.
• Works with internal teams to develop alliance partner offerings and go-to-market strategy.
• dentsu:
• Establish effective partnerships with dentsu international creative and media service lines and dentsu SSCM (Sales, solutions & client management)
• Acquisitions:
• Works effectively with growth team from acquired companies in the region, cross-selling into accounts to achieve sales synergy targets and supports growth needs and provides input to the M&A team.
• Sales Management:
• Direct management of the Growth Officers and ESLs, Americas Growth Operations Lead, Pursuit management, and Growth Orchestration Lead

Qualifications

Key Skills and Experience:

• Bachelor's degree from an accredited college/university; master's degree a plus
• Strong knowledge and understanding of Customer Experience, Commerce and Digital/Performance marketing industry.

• 15 years consultative selling and sales leadership success in a services business or agency.

• Established contacts and relationships with potential customers at the C-suite
• . Ability to set a strategy and lead and motivate a senior team across multiple countries to deliver on that strategy.
• Strong commercial skills. Proven track record of creating large strategic deals (multi-year, multimillion dollar) deals for clients which deliver value to client and agency alike.
• An ability to gain access and influence decision-makers at the highest levels in client organizations.
• Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners
• Ability to lead through influence over authority.
• Strong collaboration capabilities are critical to this role.
• Relationship building/maintenance skills.
• Excellent organizational, communication and presentation skills with an attention to detail

This job description is a summary of the essential functions of the job, not an exhaustive or comprehensive list of all possible job responsibilities, tasks, and duties. The responsibilities, tasks, and duties of the jobholder might differ from those outlined in the job description. Other duties, as assigned by the supervisor, might be part of the job.

Additional Information

The anticipated base salary range for this position is $357,500 - $476,500.00. Actual salary will be based on a variety of factors including relevant experience, knowledge, skills and other factors permitted by law. Additionally, this position is eligible for discretionary incentive compensation. The company's incentive compensation plan is subject to change. A range of medical, dental, vision, 401(k) matching, paid time off, and/or other benefits also are available. For more information regarding dentsu benefits, please visit dentsubenefitsplus.com

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About dentsu
Dentsu is the network designed for what’s next, helping clients predict and plan for disruptive future opportunities in the sustainable economy. Taking a people-centered approach to business transformation, dentsu combines Japanese innovation with a diverse, global perspective to drive client growth and to shape society www.dentsu.com.

We are champions for meaningful progress and we strive to be a force for good—for our people, for our clients, for the industry and for our society. We keep our people at the center, creating space for growth, understanding and learning so they can thrive. We embed diversity, in our mindset, in our solutions and in our teams to empower an inclusive, equitable and culturally fluent environment. Building this culture within our teams makes us better collaborators with each other and with our clients, driving better outcomes for all.

Dentsu (the "Company") is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee of the Company, on the basis of age, sex, sexual orientation, race, color, creed, religion, ethnicity, national origin, alienage or citizenship, disability, marital status, veteran or military status, genetic information, or any other legally-recognized protected basis under federal, state or local laws, regulations or ordinances. Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and/or certain state or local laws. A reasonable accommodation is a change in the way things are normally done that will ensure an equal employment opportunity without imposing an undue hardship on the Company. Please contact your recruiter if you need assistance completing any forms or to otherwise participate in the application process or to request or discuss an accommodation in connection with a job at the Company to which you are applying.