Vice President, New Business Ventures, Business Development, Strategic Partnerships, & Loyalty Programs

Position closes on Wednesday, 29 February 2012

Location: Beverly, MA
Company: Orchard Brands
Reports To: Chief Operating Officer

Position Summary:

Lead the New Business Ventures team to drive strategy, third party income, new business development, and alternative media.  Identify strategies and implement initiatives to leverage Orchard Brands’ 40 million + customer database and 17 catalog titles to generate non-organic growth opportunities.  Own the P&L and manage budgeting and forecasting processes for third party income and alternative media.  Be accountable for significant annual EBITDA generation. 

 

Essential Position Responsibilities: 

• Lead New Business Ventures Third Party Income strategy, business and program development including value proposition definition, launch program management, testing and optimization, benefits utilization tracking, competitive benchmarking, and research and analysis
• Maximize profit and revenue through identification, planning and execution of new business development programs and marketing strategies related to the Orchard Brands database
• Manage New Business Ventures Third Party Income programs to maximize Orchard Brands EBITDA
• Lead team to launch and manage simultaneous programs with a cross-functional team, partnering with Orchard Brands corporate, the individual catalog brands, strategic vendor partners, call center leadership and others
• Centrally manage alternative media program, increasing utilization of Orchard Brands online and offline marketing assets
• Communicate strategy and results to Steering Committee and Presidents as appropriate
• Support Orchard Brands strategic planning process and key initiative development as necessary

 

Third Party Program Management

• Strategy Development

o  Articulate Orchard Brands strategy for Third Party Marketing (overall, existing, and new programs)
o  Lead consumer research and  Industry, channel and market analysis to identify and benchmark strategic opportunity areas
o  Analyze performance targets, deal structure and pricing models for existing and new programs
o  Execute and review contracts and monitor privacy policies and compliance

 

• Third Party Income Value Proposition Enhancement

o  Transform current programs to maximize customer satisfaction and program value proposition for consumers
o  Track and maximize program performance, discount and benefit utilization, customer satisfaction and loyalty
o  Suggest, test, and implement enhancements to maximize program value proposition for consumers
o  Where appropriate, source new customer benefits or program partners

 

• Loyalty Program and Customer Relationship Management

o  Build upon existing initiatives to develop, launch, and manage an overarching loyalty marketing program that is differentiated by brand
o  Lead due diligence on potential vendors and partners
o  Liaise with brand marketing teams on contract strategy and customer preference tracking
o  Establish and monitor Life Time Value of Third Party Program customers

 

• Program Management

o  Manage the team that deploys income-generating third party programs for Orchard Brands operating companies
o  Partner with call center, IT, and brand leadership to identify and manage new programs to maximize Orchard Brands EBITDA
o  Build strong client/vendor relationships; Facilitate sharing of best practices for implementation and partner management
o  Guide development of multi-channel marketing plans for third party programs including direct mail, web marketing, telemarketing, and alternative media

 

New Business Development and Non-Organic Growth Initiatives

• Strategy Formulation

o  Define New Business Ventures market entry strategy
o  Lead team to execute industry, channel and market analysis to identify strategic opportunity areas; Guide development of key player landscape and target company profiles to inform positioning; Align on go to market strategy by partner

• Business Development

o  Identify and prospect with potential partners outside Orchard Brands’ core apparel business, focusing on organizations that are a strong fit with our 40 million customer database and initially concentrating on the health vertical
o  Facilitate Business Plan development for new programs and initiatives
o  Analyze deal structure, pricing models, and funding for proposals; guide due diligence efforts on potential partners

 

• Start Up Execution and Launch Management

o  Play a foundational role in the team(s) that will develop, launch, and manage New Business Initiatives
o  Negotiate, execute and review contracts
o  Partner with team to ensure on time execution of plans and robust testing pipeline
o  Support development of robust multi-channel marketing strategies for strategic partners

 

Alternative Media

• Facilitate plans to maximize utilization of Orchard Brands marketing assets such as package inserts and blow-ins
• Manage Orchard Brands’ insert media broker; collaborate with the individual brand marketing teams on clearances and to review results; partner with Marketing Services team on blow in availability
• Partner with the Orchard Brands Masterfile list manager to generate incremental revenue for the brands while avoiding cannibalization of individual list rental sales
• Identify and where appropriate, manage key strategic partner relationships and programs

 

Forecasting / Budget Management

• Lead development of five year plan, annual budget, and monthly forecasting
• Accountable for delivering against targets as well as identifying and managing risks and opportunities
• As necessary, travel to client, vendor and/or Orchard Brands’ facilities
• Ensure team is overseeing the maintenance of scripts, team pipeline review, and monitoring complaints and compliance efforts
• Help team manage multiple projects or programs at one time; identify issues in a timely manner before they impact quality and on-time, on-budget performance
• Exhibit professional conduct in all business relationships, actions and communications
• Supervisory Responsibility, two Program Managers as well as a Manager of Business Development / Strategy

 

Essential Requirements:

• Education: Bachelor’s degree required, MBA preferred
• Experience:

o  10+ years of business experience, including:

§ 3+ years experience in strategic partnerships or new business development
§ 3-5 years supervisory and management experience including staff development

o  Experience in loyalty, third party or membership program management and marketing preferred
o  Understanding of strategic planning, direct marketing, CRM, LTV, data mining, web marketing, credit card processing and/or continuity billing a plus

• Skills:

o  Excellent written and oral communication as well as strong presentation skills
o  Exceptional Microsoft Excel and Powerpoint skills
o  Proven leadership and management skills in process, people and results
o  Proven analytical and problem solving skills
o  Strong organizational skills to handle multiple tasks, and demonstrated ability to manage a complex array of strategic and tactical projects with multiple partners
o  Proven initiative and good judgment
o  Ability to work effectively in a team and matrixed environment
o  Strong interpersonal skills and the ability to work with people at many levels.  Ability to successfully influence people or departments

• Background in direct mail or catalog a plus
• Database management experience, strategy consulting, P&L management, and/or health industry experience a plus
• Familiarity with circulation planning, modeling, house and acquisition strategies, testing plans and strategies
• Knowledge of and experience in internet marketing strategies and alternative media

Orchard Brands offers a competitive salary commensurate with experience and an excellent benefits package including Health/Dental insurance, Life, Long Term and short Term disability insurance, flexible spending accounts, 401K match, EAP, and employee discount.  For consideration, please submit your resume, along with a cover letter and salary requirements to jobs@orchardbrands.com .  Orchard Brands is an equal opportunity employer.