Sales and Account Manager – Shopper Marketing

About this role

Orases Shopper Marketing (OSM)
Orases Shopper Marketing () 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…