Job Title:APAC Chief Growth Officer, B2B
Merkle is a leading data-driven, technology-enabled, global performance marketing agency and consulting firm that specialises in the delivery of unique, personalized customer experiences across platforms and devices.
For more than 30 years, Fortune 1000 companies and leading nonprofit organizations have partnered with Merkle to maximize the value of their customer portfolios. The firm’s heritage in data, technology, and analytics forms the foundation for its unmatched skills in understanding consumer insights that drive people-based marketing strategies. Its combined strengths in performance media, customer experience, customer relationship management, loyalty, and enterprise marketing technology drive improved marketing results and competitive advantage.
With ~10,000 employees, Merkle is headquartered in Columbia, Maryland, with additional offices in the US, Europe, and Asia Pacific. Today, Merkle is Dentsu CXM Service Line. Client-centricity core to our growth.
Within Merkle is Merkle B2B — an agency purpose-built to help companies succeed in today’s dynamic B2B environment. With over 1,000 talented individuals across the globe, we bring together the best B2B capabilities and competencies to architect modern-day customer experiences.
Merkle’s world-class data and technology expertise
gyro’s creative and brand transformation powers
B2B International’s research and insights experience
DWA’s performance media capabilities
Digital Pi’s marketing automation leadership
The B2B Enterprise Growth Lead is responsible for originating and responding to and leading efforts to close sales leads that support and scale Merkle B2B’s Growth in Asia (i.e. Dentsu CXM Service Line). This individual is highly driven/engaged, quick learner, self-starter able to lead sales efforts that are not only focused on the capabilities in which they serve but also able to cross sell / up-sell within and between capabilities within Dentsu and Merkle in the Asia region, essentially bringing the best of Dentsu to clients to achieve their business success.
A dynamic personality with a drive to reach and bridge key stakeholders and decision makers internally and externally is essential.
The B2B Enterprise Growth Lead is passionate about forming and driving client success, and a people-person whom values relationships yet objective about common objectives for Merkle B2B’s Growth. Consultative and value-selling comes natural with Mindset to first help solve client’s business problems, to unlock their growth potentials.
This individual manages growth and evolution of multiple strategic opportunities usually with opportunity value starting with $2M and above for Merkle B2B and can lead complex multi-dimensional customer experience engagements that combine media and creative services, data management, consulting, and large technology deployments.
The ideal candidate is a high-energy leader with the ability to originate and grow opportunities, essentially client relationships through presenting new strategies and innovative ideas as a Team Player with “in-market” and across service lines sales and account leads.
This role is for someone who loves being an independent contributor, but who can also partner with other team members across Solutioning and Delivery teams to drive New Work streams on existing business. This role will have direct reports, but this person should be able to lead complex, multidisciplinary teams through influential attributes in a matrixed environment. These individuals also have a strong business acumen developing profitable solutions for clients, including Proven track record demonstrating the value and business building story for your client(s).
Sets the growth vision for client’s business (C-suite dialogue elevation) with Dentsu/Merkle B2B as trusted advisor / partner for Brand, Creative and Digital Transformation programs
Model best practices and Ways-of-working to establish and scale B2B Integrated Marketing Offerings GTM (i.e. Transformational / Strategic / Integrated Sales)
Drive business growth for Merkle B2B with new/existing accounts in several ways:
Originating/responding to new logo opportunities and owning sales pursuit efforts for RFPs
Working with the in-market sales and client leads, regional solutioning leads, SMEs and global vertical leaders to partner in closing new logo and new to existing sales opportunities
The qualification, upsell and cross-sell within and across our core capabilities
Understands the prospect and client decision making process and organizational map
Leading renewal efforts if/when the opportunity needs extra sales expertise
Successfully supporting the sales cycle and Client Partners and Consultants architecting Merkle’s solutions during the sales phase of a deal
Architecting and setting up complex projects usually involving multiple Merkle B2B solutions
Analyzes customer business goals, objectives, needs, process and existing infrastructure
Applies business outcome-based sales principles and demonstrates relevant and transferable company experience in developing sales strategy, opportunity briefs and sales plans to drive new logo and client solution
Define client-centric strategic value narrative, associated credentials and orchestrate right teams/capabilities with pitch materials to drive and own client engagements
Work closely with the verticals, operating/functional groups to define and extend the core offerings including ecosystem partnerships, that brings the best to clients’ outcomes
Establishes trusted relationships with CMOs/CDOs/CTOs etc and other client executives to originate new opportunities with convincing propositions to help solve their business challenge and bringing value to the table
Develops and maintains an accurate, high quality pipeline to scale strategic and enterprise growths for Merkle B2B.
Bachelor’s degree from an accredited college/university; Master's degree a plus
>10 years consultative sales experience
Experience with originating-closing large, complex sales i.e. Creative rebranding, Digital Transformation deals
Knowledge and an understanding of the B2B marketing cloud and ad-tech marketplace
Experience architecting complex solutions for B2B Enterprises
Solid knowledge & Experience in B2B MarTech, CX, Data & Analytics and Digital Transformations
Must have deep technical experience in integration of multiple solutions and the ability to determine scope, duration, resources required prior to beginning a project i.e. Program Mgt
Experience in FSI/Banking, Commerce, HighTech, Healthcare, Telco and B2B is a plus
History of success working within an individual and team environment
Must have a history of quota attainment
Deep general business knowledge and acumen
Innovative, creative, highly collaborative and team orchestrator
Viewed as a thought leader in sales and well connected/networked
Exceptional communications and presentation skills
Ability to lead through influence over authority
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.
Working with us
Joining dentsu international, you’ll join a team of 48,000 people. It’s an opportunity to produce career-defining work. Along the way, you’ll team up with inspiring colleagues and encounter a richness of clients, cultures and experiences. We offer exciting challenges, memorable experiences and opportunities to shape your future.
Inclusion and Diversity
We’re proud to be different and that starts with our people. We believe in equal opportunities for everyone. We won’t define people by their race, gender, sexual-orientation, age or disability. Individuality is what makes us great, we want everyone to bring their full self to work and create something amazing. That’s what we care about.
So, whether you’re joining us, or looking to move to a different part of the business, we work hard to make sure we create equal opportunities for everyone.
Please visit our website to find out more and connect with us on social.
[...] of dentsu, dentsu international headquartered in London operates in over 145 markets worldwide with more than 48,000 dedicated specialists. We help clients to win, keep and grow their best customers and achieve meaningful progress for their businesses. With best-in-class services and solutions in media, CXM, and creative.
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Time Type:Full time