Marketing / Database Development
Director Ecommerce
- Job # - 4203
- Salary - OPEN
- Director Ecommerce (North Jersey Location)
Position Description
Scope of Position:
Responsible for overall sales of the Ecommerce channel with direct responsibility for product assortment and merchandise presentation, product promotion, website design (overall look and feel of the site) and usability best practices (Customer Experience). The Director of Ecommerce works with the heads of Merchandising, Marketing, Merchandise Planning, Creative, IT and Operations to develop and execute a best-in-class website consistent with the company\\\'s brand strategy and overall standards of customer service.
Responsibilities:
Responsible for the overall sales of the Ecommerce Channel as well as the “look and feel” of the site.
Develop and refine a detailed merchandising plan for the Ecommerce Channel, including: selection of products, development of home page “events”, development of email “events”, direction of landing/category/sub-category pages as well as site hierarchy.
Develop and execute Internet promotional programs by leveraging the Customer Experience Data. Work with Interactive Marketing Manager in analyzing the results and modify future promotional activities to maximize channel sales and profitability.
Work with Merchandise Planning to develop a detailed SKU level forecast by month for all merchandise sold on the site. Analyze merchandise sell- through and inventory investment to maximize gross margin.
Work with merchandise leaders on channel harmonization & pricing (regular and clearance prices) of all merchandise to ensure consistency.
Establish the brand direction for message and brand content through working with the Marketing and Merchandise Leaders.
Develop and maintain a familiarity with shopping on the Internet and the actions and initiatives of our competitors and others in the marketplace.
Optimize the online customer experience by gathering requirements from internal clients, defining, prioritizing and managing new site and site administration features and functionality while integrating the web site into multi-channel promotions, and maintaining overall site usability.
Work with the merchandise managers and other stakeholders to develop business case for web enhancements and lead the creation of project design briefs that translate business and functional requirements into project deliverables.
Work with IT to define and develop scopes, schedules and review processes for individual projects
Identify necessary resources and coordinate the work of designers and copywriters and content provider(s) to ensure that projects are completed according to specifications and on schedule and communicate progress, status, issues, and resolutions to key stakeholders and management.
Manage site content administration function
Contribute to the development of the Internet Channel strategy. Keeps the group abreast of developing technologies and innovative ideas.
Identify and champion opportunities to build and leverage best practices across multiple web sites
Analyze site usage reporting, customer feedback, marketing and competitive research to inform and improve site experience and performance.
Enhance websites with new ideas/pages/modules to meet business goals, or solve uncovered usability issues
Serve as creative strategy lead by defining, approving and enforcing the web site’s creative look & feel, content, photography, copywriting, information architecture, navigation and best practices standards.
Requirements
1. Minimum five years experience in an on-line environment
2. Demonstrated ability to analyze and interpret data and make appropriate decisions to maximize sales and profitability in a direct to consumer merchandising environment.
3. Ability to handle multiple projects and priorities concurrently
4. Solid understanding of Internet infrastructure and design of web services
5. Must be able to work and communicate effectively with business and technical people at all levels of the company
6. Ability to get things done through existing production processes, as well as the initiative to help establish new processes and improve existing ones as needed, to improve efficiencies.
7. Strong communication and organizational skills
8. Experience with product forecasting, retail math, and desktop analytical applications (Excel, Access).
9. PC/Mac literate; familiar with and enthusiastic about the Internet
10. Strong interpersonal skills and history of success in a team environment.
11. Undergraduate degree with the concentration in business, marketing or economics.
Preferred Requirements:
1. Familiarity with company\\\'s existing systems.
2. Experience within the fashion industry.
3. Literate and experienced in all phases of web-site design, development and management.
Vice President Consumer Direct Sales and Marketing
- Job # - 4202
- Salary - OPEN
- POSITION FILLED MAY 2010
Position Overview
The “VP, Consumer Direct Sales and Marketing” role is a newly established position for this nationally recognized brand of gourmet confections, and in effect, this person will be the “Brand Manager” for one of the most beloved gourmet confection brands in the United States.
The scope of the role is quite broad, and includes:
• P&L accountability for the Consumer Direct Business
• Brand positioning/architecture
• Strategic marketing planning
• Tactical (communication) plan development
• Ongoing support for the business development process
• Competitive intelligence
• Innovation and new product development/configuration
• Gifting program development and how these would fit/reinforce the brand’s positioning and long-term growth
Staff
The new “VP, Consumer Direct Sales and Marketing” will oversee a small Marketing team, the call center and an offsite firm as well as collaborate closely with the leadership responsible for Investor Relations, Wholesale Sales and Public Relations. Going forward, resources can be added as the business situation demands additional talent, expertise, and increased capacity.
Scope of Responsibilities
• Consumer Direct P&L Accountability – responsibility for development and successful execution of the financial plans for the consumer direct business
• Brand Stewardship – The company has built a very successful brand and business within the Interactive/Direct Marketing space. That said, this marketplace is increasingly competitive, and customers and businesses are increasingly scrutinizing dollars spent. This position will serve as steward for the brand, ensuring its positioning, and advertising claims—and the firm’s value proposition—are clearly defined, supported, and optimized for growth. In additional it is imperative this position maintains growth and profitability in an accelerated fashion. Critical stakeholder segments include DTC, B2B, channel partners, and the press.
• Client Experience – Responsible for ensuring, development/refinement that there is clear and consistent alignment between the fundamental brand promise, and the “experience” the brand creates and delivers to gift recipients, day-to-day. The fact is that in the service industry, loyalty is driven by two fundamental forces, the quality and consistency of the product delivered, and the quality of the experience. For recipient and the viral affect—during or immediately after the engagement. This individual will be responsible for defining, capitalizing, mapping, and ultimately enhancing the overall customer/recipient experience, by ensuring that the brand lives at each and every touch point, and that the Brand Team who interact with customers understand how to consistently deliver this experience.
• Innovation – Working very closely with vertical practice leaders, and key Partners, seek opportunities to enhance delivery of the overall brand promise, by innovating both the way the product is made and delivered, and the type of product being delivered. This product ties closely to the above point on “Customer Experience,” and will be a critical strategy for the company going forward, particularly as the brand grows and rebounds, and the marketplace continues to become increasingly competitive.
• Marketing Communications – Responsible for developing all critical corporate and brand communications (or standards for development), including tactical elements like Business Development materials, Direct, Print Advertising, all aspects of interactive Marketing social, Web, partner Marketing, etc.
• Business Development – Develop annual strategic and tactical Marketing plans that are consistent with—and supportive of—the Business Development agenda. These plans must be designed to drive the company’s three, most critical measures of performance and success: (1) New customer acquisition; (2) Existing customer retention and satisfaction; and (3) cross-selling/up-selling additional products to existing customers. This work will also include ongoing creation and review of all Business Development materials and content, ensuring alignment with the brand standards and core positioning (current and future).
• Partnership Channel Marketing (Big Box/Clubs) – responsible for ensuring there is a tight, coordinated Marketing plan in-place to support and help drive channel partner activity that fuels the delivery on the back end of this cycle.
• Acquisitions – With the brand\\\\\\\'s long-term, strategic growth in-mind, work closely with the internal operations team, as well as key vertical leaders/Partners, on potential plans to develop or opportunistically acquire other brands, businesses, technologies, and other assets, that will enhance the position of the Brand
Reporting Relationship
The new “VP, Consumer Direct Sales and Marketing” will report directly to the CEO.
Performance Measures
• Increased annual revenue and profitability through optimized product mix and occasion driven offerings
• Improved the brand awareness and preference in the gourmet food-gifting arena
• Improved/develop the brand health measures (scored on key brand attributes)
• Improved customer feedback against the core brand\\\\\\\'s Value Proposition (RVP)
• Drive LCV (lifetime customer value) by increasing customer retention/satisfaction rates in year
• 360-degree internal feedback from the company\\\\\\\'s executive team and vertical leaders for process and SKU creation improvement
• Create a robust and fiscally centric R & D merchandise model
Travel & Location
There will likely be some occasional domestic travel with this position, but limited. The ideal home base for this person would be the headquarters in Englewood, NJ.
Compensation Package
• highly competitive compensation package (includes base and performance based incentives)
• Health benefits
• 401K
Vice President Catalog Marketing (Online/Print)
- Job # - 4201
- Salary - OPEN
- VP of Marketing, Catalog (On-Line/Print)
Los Angeles, California
POSITION FILLED AS OF 5/1/2010
Job Description
Overall:
• The main focus of this position is to develop and ensure execution of an overall catalog strategy, both on and off-line, to drive increased customer sales, ROI and LTV.
• Develop the overall business vision for the role of the on and off-line catalog; develop and lead the strategic and creative catalog plans for all brands, with primary focus on beauty brands.
• Ensure that the creative treatment of catalog, both on and off-line, are effectively and appropriately reflecting THE COMPANY’S marketing/merchandising frameworks, sales promotion calendar, brand guidelines and multi-channel contact strategy business initiatives.
Strategic Responsibilities:
• Develop direct mail, email, in-box, Customer Service and on-line member site programs that drive catalog sales for actives, one-shots and recent cancels and contribute to sales objectives.
• Identify criteria for success (on and off-line). Evaluate and respond to web and catalog analytics.
• Work with data, analytic, digital and database teams to develop strategies that target best respondents and engender retention and loyalty among top performing segments, while driving desired behavior from all other segments.
• Work with analytic teams to understand the role of data in predicting and optimizing catalog layout and targeted outbound communications
• Collaborate with Online Team to effectively merchandise the online catalog,
• Actively monitor competitive activity and foster use of industry best practices both on and off-line.
• Actively test new promotions.
• Understand and optimize the role of the catalog within the contact strategy as a whole. Work effectively with others to ensure the customer experience as a whole is optimal. Collaborate with Retention and Online Teams to develop best strategy, including trigger events.
• Have an understanding of the role of social media in impacting promotions and catalog sales
• Understand, optimize and incorporate appropriate communication strategies around customization to increase customer satisfaction and LTV.
• Leverage on-line tactics such as BazaarVoice to increase catalog sales, customization participation and response both on and off-line.
• Maximize database mining, segmentation and modeling opportunities. Recommend initiatives and changes to help increase ROI and customer LTV.
• Manage catalog budget and P&L. Also recommend new strategies to reduce costs.
Creative/Production:
• Establish and communicate strategic priorities to the creative team in advance of creative catalog development, and maintain strategic priorities to final production (working with creative, inventory, and merchandise teams) to ensure that the catalog “stories and sections” are obvious and relevant to the target consumer.
• Participate in ensuring that catalog goals are successfully achieved through creative pacing, and pagination, while uncovering creative opportunities for merchandising to increase catalog sales.
• Oversee all external agencies executing catalog programs to ensure executional excellence
• Liaise with and coordinate all on and off-line catalog program execution with appropriate departments
• Understand all brand guidelines and apply for brand consistency
Overall Management
• Manage project status and briefing sessions with SVP for all initiatives.
• Maintain monthly/weekly visual direct marketing maps for management review.
• Manage related promotional budget expenses, monthly forecasting, and actuals reconciliation
• Create and maintain web and catalog master creative archives.
Minimum Job Qualifications:
• 8-10+ years direct marketing experience with e-catalog and off-line print catalog experience a must. Emphasis on on-line experience preferred.
• Solid marketing foundation and creative development/process experience having developed proven successful on-line and off-line programs previously.
• Solid understanding and experience with use of database, segmentation and targeted marketing
• Strong and proven understanding of analytics
• Continuity program and beauty, skin care or fashion experience is a plus
• Word, Excel, and strong PowerPoint skills a must
• Bachelor’s Degree, MBA preferred
• Proven results and demonstrated sustainable achievement in a competitive environment with aggressive deadlines
• Demonstrated skills in delivery of innovative catalog strategies, action-oriented plans
• Proven ability to plan and execute catalog marketing plans that drive sales results
• Proven track record of setting aggressive goals and delivering results within a team structure
• Proven ability to build strong partnerships and leverage both internal and external resources.
• Outstanding written/communication skills
• Responsibility for P&L preferred
• Excellent communications skills
• Ability to stay flexible and multi-task in a fast-paced environment
• Proactive problem-solving skills
• Highly organized and extremely detail-oriented
• Sense of humor
Additional qualifications:
• Excellent project management skills; ability to plan, manage, and execute on simultaneous projects under tight deadlines in a fast-paced, team environment; must be able to drive project, debate merits of approach and collaborate effectively with others.
• Excellent relationship management skills, especially interpersonal, verbal and written communications
• Ability to work effectively in a leadership position by leading, motivating and developing others using partnership and collaboration skills across multiple teams
Director of Circulation
- Job # - 4200
- Salary - $100+
- POSITION ON HOLD
A nationwide leading direct marketer/distributor of packaging and industrial supplies, is currently recruiting for a Circulation Director in their Illinois corporate office due to tremendous growth.
SUMMARY: Plans and directs the direct marketing function by performing the following duties, personally or through subordinate supervisors.
ESSENTIAL FUNCTIONS:
•Recruits, retains and motivates staff to ensure optimum utilization of the department and the highest levels of service.
•Directs the day-to-day operations of the Circulation and Advertising areas.
•Monitors customer acquisition strategy and house file development, performance and execution.
•Oversees customer and prospect database development and procedures.
•Oversees and manages the capital and operating budgets.
•Analyzes business trends, catalog performance, customer files and product sales.
•Develops working relationships with managers in Customer Service, Creative and Merchandising.
•Provides analysis and data support for other departments including customer service, merchandising, creative and operations.
•Oversees processes and negotiates contracts with list brokers, service bureaus and other key vendors.
•Performs other duties as required or assigned which are reasonably within the scope of the activities enumerated above.
Primary sales piece is our 280 page catalog, which is mailed to over 40 million existing and new customers each year through weekly catalog drops.
EDUCATION/EXPERIENCE:
•Bachelor\\\\\\\'s Degree in Business, Marketing or related field
•7 plus years experience in Circulation and or Marketing, business to business experience preferred
•Proficient in Microsoft Office skills, AS/400 and Oracle experience a plus
Sr. Manager, Marketing Analytics and Planning
- Job # - 4130
- Salary - $90 + bonus
- POSITION FILLED 12/2/09.
A high-growth direct merchant of cosmetic products and vitamin supplements,selling through TV, Internet, radio, direct mail and magazines. This position reports to the Vice President Marketing, supporting the Marketing department by developing and creating financial models, financial analysis, presentations and any other research and analysis as needed. The individual must possess strong analytical, organizational, and communication skills. Candidate must be able to work in a fast-paced, rapid growth environment and possess superior analytical skills.
Responsibilities include:
• Perform analysis of marketing and financial data.
• Develop and present models for new business initiatives and business development projects to determine viability, profitability, and overall impact to the business
• Build marketing financial models that incorporate forecasting attrition, return rates, and cancellations into Life Time Value Profit Model by channel and product line
• Work directly with Finance group to develop detailed P&L to be used in business decision making process
• Implement statistical methodologies to make more informed and accurate marketing decisions
• Create templates and automation tools for re-occurring reports and analysis to increase the efficiency of the department
• Design and generate customized marketing reports.
• Develop and monitor reports to ensure marketing program data integrity.
• Work directly with Senior Management on reports and analysis.
• Explore potential customer marketing initiatives via ad hoc analysis
• Perform regular analysis to monitor the business and identify trends and opportunities.
Experience, Skills and Qualifications:
• Marketing and financial analysis experience.
• Direct Marketing experience a plus.
• Expert Excel knowledge (SAS, SPS or SQL a major plus)
• Requires strong attention to detail and strong computer and analytical skills required.
• Ability to multi-task, prioritize, take on responsibility and work well under deadlines.
• Must be able to work independently, and have the tenacity to research and overcome problems.
