The Role
Lead net-new enterprise sales for incentive marketing solutions, targeting Fortune 1000 and large mid-market accounts. Own full sales cycle, develop account strategies, architect custom incentive and payments solutions, manage pipeline and CRM, negotiate contracts and pricing, ensure handoff to delivery teams, and collaborate cross-functionally to meet revenue quotas.
Summary Generated by Built In
Group O’s Incentive Marketing division delivers enterprise-scale engagement solutions that drive measurable customer and employee behavior. Our offerings include prepaid reward card programs, digital incentives, loyalty solutions, and promotional campaigns for Fortune 1000 clients across telecommunications, automotive, and consumer goods industries.
We are seeking a Vice President of Sales to drive net-new enterprise revenue growth through complex, consultative selling. This is a strategic, individual contributor role focused on originating, developing, and closing high-value opportunities with large organizations.
Key Responsibilities
Job Responsibilites:
- 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
Strategic Account Development
- 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
Contract Negotiation & Deal Execution
- 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
Cross-Functional Leadership
- Collaborate across Sales, Marketing, Operations, and Account Management
- Ensure seamless transition from sale to execution while maintaining client satisfaction and retention
Job Qualifications
Education/Certification:
- Bachelor’s degree
Experience:
- 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
Leadership & Sales Capabilities:
- 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)
Preferred Experience:
- 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
Skills and Qualifications:
- 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
Physical Requirements : N/A
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.
Skills Required
- Bachelor's degree
- 10+ years B2B consultative sales experience
- Proven track record closing complex, multi-million-dollar deals
- Experience selling incentive, loyalty, or engagement programs
- Experience with prepaid card or payments solutions
- Experience selling martech, promotional, or customer engagement platforms
- Demonstrated success selling to Fortune 1000 organizations
- Strong experience managing long, complex sales cycles
- Executive presence and ability to influence C-level stakeholders
- Expertise in account strategy, opportunity qualification, deal structuring and negotiation
- Strong financial acumen (pricing, margin modeling, ROI positioning)
- CRM experience and accurate CRM pipeline management
- Proficiency in Microsoft Office Suite (Excel and PowerPoint)
- Moderate understanding of information technology and willingness to learn modern technologies
- Experience with prepaid card issuers or sponsor banks
- Experience with payments processors (e.g., Fiserv/FSV) or similar
- Experience with incentive fulfillment providers or loyalty platforms
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The Company
What We Do
Group O is an end-to-end business process outsourcing provider specializing in innovative, technologically driven marketing, supply chain, and packaging solutions. The Marketing Division specializes in loyalty and reward program management utilizing O-vations™ Loyalty and Reward platform, Omni-channel customer care and sales centers, as well as program analytics and supportive creative services. The Supply Chain division is committed to giving clients a competitive edge through comprehensive solutions. Services include kitting and sub-assembly, forward and reverse logistics, device management, spend management and order and inventory management solutions. The Packaging Division is dedicated to keeping client packaging operations running efficiently by procuring and distributing packaging materials, maintaining equipment, and optimizing packaging materials utilizing Smart Audit™ Analysis. Headquartered in Milan, IL, Group O is one of the largest Hispanic-owned companies in the United States with more than 1,200 employees. To learn more, visit www.GroupO.com.
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