Enterprise Sales Leader
Integrated Marketing Solutions

Who we are:
Merkle is the largest privately-held customer relationship marketing agency in the United States. As a leading provider of fully integrated customer relationship marketing solutions, we provide the framework for organizations to apply quantitative strategies to their marketing programs across mass, direct, and digital media. By combining a complete range of marketing, technical, analytical and creative disciplines, Merkle works with clients to design, execute and evaluate connected CRM programs. With more than 2,000 employees globally, Merkle is headquartered near Baltimore in Columbia, Maryland, with additional offices in Boston; Denver; Little Rock; Minneapolis; New York; Philadelphia; Pittsburgh; San Francisco; and Shanghai.
At Merkle, we are avidly intent on being a company where exceptionally talented people want to work and clients want to do business. Our employees are engaged in solving complex client issues, and we work hard to ensure that we are keeping our employees happy – these things drive us.  Merkle has been experiencing sustained 25% growth since 1989, and we hire individuals that thrive in a growth environment. We are people centric culture and proud of the recognition we have received including:

• Advertising Age A-List: Top Agencies to Watch in '12;
• SmartCEO Magazine as a Future 50 Company ’11;  
• Baltimore Magazine-Best Places to Work 2009, 10, 11
• David Williams named to the “Power 20 List” in Baltimore Business Journal ’11

What we need:

Reporting to the Vice President of Enterprise Sales, the vertical Enterprise Sales Leader (ESL) is responsible for the growth of Merkle’s revenue through the acquisition of New Logo prospects and select New Existing opportunities. This individual will develop the go to market and sales strategies for their respective Vertical and drive the sales process in the attainment of new business. The ESL will effectively work across Merkle BU’s to identify and drive specific solutions for their prospects, present solutions, negotiate contracts and drive the kick-off of new client engagements working closely with the Client Relationship Leader and/or Client Engagement Leader.
Responsibilities:

• Achieve pre-established sales and revenue goals, complete training plans and hitting all assigned quarterly/annual objectives
• Develop and maintain current and accurate territory plans, competitive analysis and assessments for their respective vertical.
• Generate and develop New Logo opportunities in order to increase revenue through cold calling/prospecting.
• Schedule appointments with influencers and decision makers at New Logo prospects, with the goal of identifying new opportunities.
• Schedule appointments with influencers and decision makers at Existing Clients, with the goal of identifying new revenue opportunities. These existing clients must be agreed upon by VP of Sales and Vertical General Manager,
• Create and distribute meeting summary and action items to the pitch team and VP of Sales following the meeting. (see end of document)
• Develop strong internal relationships within their respective Vertical, Business Units and across Merkle.
• Design and present professional demonstrations and presentations of Merkle’s products and services.
• Effectively and proactively attend conferences and trade shows at both an Industry and Vertical level.
• Provide competitive and market intelligence to VP of Enterprise Sales and Vertical Market Leader.
• Gain and maintain knowledge on all Merkle products, services and tools by attending MU, departmental, Sales and corporate training meetings.
• Maintain professionalism and tact to portray the company in a positive manner.
• Prepare reports for sales and marketing and maintain up to date expense accounts.
• Perform updating and maintenance of accounts of customer including contact names, numbers, call history and opportunity details in SalesForce.com
• Serve as a role model for the company culture.
• Maintain selected customer relationships and develop and implement strategies for expanding the company’s customer base leveraging existing clients and solutions.
• Manage their specific sales process, set appropriate metrics for sales funnel management.

Requirements:

• Knowledge and understanding of the database marketing and agency marketplace.
• 8-10 years consultative sales experience
• At least 5 years sales experience in marketing services or related industries with a focus on database, data, analytics and consulting products and services.
• Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
• Recent proven success with New Logo wins in the Financial Services, Insurance, Life Sciences, Travel/Media/Entertainment, Retail, or Hi-Tech marketplace; Established contacts and relationships with potential customers.
• Strong ability and desire to prospect.
• History of success working within an individual and team environment.
• Must have a history of quota attainment in outside sales and strong client/agency relationships.
• Internet savvy and proficient with a sales database (Salesforce.com) and office productivity tools (i.e. Outlook, Word, Excel)
• Excellent organizational, communication and presentation skills with an attention to detail.

• Proven evangelical sales track record in highly competitive environment.
• Understanding of what Merkle does and the role different capabilities play.
• Entrepreneurial and driven personality, relentless go-getter.
• Ability to complete multiple tasks and high volume of work on deadline in pressure situations.
• Able to prioritize, multitask and manage time effectively.
• Takes ownership of deliverables.
• Capacity to assume more significant executive responsibilities over time.