VP Sales- Incentive Marketing

Key Responsibilities

• Revenue Generation & Enterprise Sales
• Own and deliver against an annual new revenue quota through net-new client acquisition
• Target and close business within Fortune 1000 and large mid-market organizations, including:
  • Telecommunications
  • Automotive & tire manufacturers/dealers
  • Consumer packaged goods (CPG)
  • Retail and home services
• Drive full sales cycle ownership: prospecting → discovery → solution design → proposal → negotiation → close

• Identify, prioritize, and penetrate target accounts using an account-based selling approach
• Lead executive-level conversations with CMOs, CFOs, Procurement, and Operations leaders
• Develop and execute account strategies that align client business objectives with Group O solutions
• Consultative Selling & Solution Development
• Translate client needs into custom incentive and engagement solutions
• Partner with internal teams (Solution Design, Operations, Finance) to architect scalable, profitable programs
• Lead development of complex proposals including pricing, margin modeling, and contract structuring
• Pipeline & Forecast Management
• Maintain a robust pipeline (3–4x quota coverage) with accurate CRM tracking
• Provide reliable weekly forecasting and deal progression updates
• Manage opportunities through multi-stakeholder buying processes

• Lead negotiations on contracts, terms, and pricing structures
• Ensure proper alignment with financial, legal, and operational guardrails
• Drive deals through implementation in partnership with delivery teams

• Collaborate across Sales, Marketing, Operations, and Account Management
• Ensure seamless transition from sale to execution while maintaining client satisfaction and retention

Job Qualifications

• Bachelor’s degree

• 10+ years of expertise B2B sales experience with a consultative selling approach
• CRM experience
• Proven track record of closing complex, multi-million-dollar deals
• Experience selling one or more of the following:
  • Incentive, loyalty, or engagement programs
  • Prepaid card or payments solutions
  • Martech, promotional, or customer engagement platforms
  • Demonstrated success selling to Fortune 1000 organizations
  • Strong experience managing long, complex sales cycles

• Executive presence with ability to influence C-level stakeholders
• Deep expertise in:
  • Account strategy development
  • Opportunity qualification
  • Deal structuring and negotiation
• Strong financial acumen (pricing, margins, ROI positioning)

• Experience working with:
  • Prepaid card issuers or sponsor banks
  • Payments processors (e.g., Fiserv/FSV or similar)
  • Incentive fulfillment providers or loyalty platforms
• Familiarity with marketing-driven revenue programs and promotions

• Excellent sales skills, lead development and qualification skills – especially at the executive level.
• Excellent oral and written communications skills include strong presentation/demo skills both in person and via phone/web presentation.
• Excellent organizational skills
• Proficiency in Microsoft Office Suite (emphasis in Excel and PowerPoint)
• Moderate understanding of information technology
• Must be able to learn, understand, and apply modern technologies.
• Strong people skills
• Strong ambition to succeed and grow with the organization.
• High aptitude for learning

Benefits

• Medical, Dental, Vision, and Life Insurance
• Flexible Spending Accounts (Medical and Dependent Care)
• 401(k) Plan with Company Match
• Generous Paid Time Off
• 10.5 Paid Holidays
• Career Development Opportunities

About
At Group O, it’s our employees who we value most. That’s why we provide a supportive environment where employees are given every opportunity to excel. Group O offers a wide variety of careers with room for professional growth and advancement, and we are always looking for motivated individuals to join our team. At Group O, our employees’ health and well-being is equally as important as the work they perform. We back up that philosophy by providing a competitive benefits package that supports now and for their future.In 1974, Bob Ontiveros saw an opportunity to live the American dream and build a company for himself and his family. 50 years later, the packaging company he originally founded out of the back of his station wagon - Group O is ranked by the United States Hispanic Chamber of Commerce as one of the top five Latino-owned businesses in the country. Group O has gained prestige for helping Fortune 500 companies like Samsung, Michelin, Caterpillar, and PepsiCo turn their most complex business challenges into centers of profitability and efficiency. Headquartered in Milan, IL, Group O employs over 1,200 employees.