Digitas

  • Commercial Director

    Location UK-London
    ID
    2018-5292
    Category
    Finance
    Position Type
    Permanent Full-Time
  • Overview

    About Publicis Media

     

    Publicis Media is one of the four solutions hubs of Publicis Groupe alongside Publicis Communications, Publicis.Sapient and Publicis Healthcare. Led by Steve King, CEO, Publicis Media is comprised of Starcom, Zenith, DigitasLBi, Spark Foundry, Blue 449 and Performics, powered by digital-first, data-driven global practices that together deliver client value and business transformation. Publicis Media is committed to helping its clients navigate the modern media landscape and is present in more than 100 countries with over 23,500 employees worldwide.

     

    Harnessing the power of the modern media landscape to drive business transformation, Publicis Media creates value for clients through global media agency brands and scaled capabilities across investment, strategy, insights and analytics, data and technology, performance marketing and content.

     

    Department Overview:

     

    The Publicis Media UK Commercial team works with client leads and brand leadership teams across all Publicis Media UK brands to deliver improved commercial controls, reduce commercial risk, improve margin and enhance / emphasise the value of the solutions we provide to our clients.

     

    Job Purpose:

     

    The Commercial Director, Publicis Media UK has dual purpose:

    • Supporting the delivery of compelling, innovative and integrated commercial submissions that will resonate with our clients, and that provide long term commercially viable models for Publicis Media
    • Support the business in the delivery of key financial KPI targets (particularly margin, cash flow, payment terms) as part of the overall Publicis Media UK business plan

     

    Key Responsibilities:

     

    • To protect in a non-adversarial manner, the commercial interests of Publicis Media, and to communicate progress or issues to the CFO and brand leadership teams as needed
    • Responsible for coordinating and collating commercial proposals for the key Publicis Media UK brands – Zenith, Starcom, Digitas and Spark Foundry to support client pitches
    • Support Publicis Media and Publicis Groupe global pitches, providing inputs for Publicis Media UK brands
    • Work with Publicis Media Client Leads, ensuring deadlines and deliverables are met, providing timely updates
    • Ensure submission consistency (including staffing levels, margins, overheads, out-of-pocket treatment, AVB, etc)
    • Check and approve the conditions of contract for projects, prior to tender submission, or award of contract as appropriate
    • Support Client Leads in shaping the commercial narrative of proposals to improve the quality of our responses and frame negotiations
    • Ensuring commercial innovation is offered whenever possible to our clients to improve the competitiveness and enhance the individuality of our proposals (e.g. value based reward mechanisms, etc)
    • Coordination of Master Service Agreement / Contractual Terms, including negotiation support or direct participation in client negotiations

     

    In addition to the above, functional aspects of the role will include:

     

    • Support (or lead) the development of commercial procedures, processes, systems and controls
    • Ensure Publicis Media client contract compliance across all brands
    • Ensuring delivery teams are aware of key contractual terms
    • Play a key role in promoting commercial innovation, new thinking and methods for the group as a whole
    • Coordinating with client audits and other deliverables
    • Dealing with client procurement
    • Assisting the UK finance team with specific aspects of client reporting (e.g. Profitability forecasting / reporting)

     

    Experience Required:

    • Proven experience as Commercial Director or other relevant role
    • Proven experience in commercial negotiation and pricing of client proposals
    • Ability to recognise potential commercial issues and risks
    • Ability to manage relationships with key clients and internal stakeholders
    • Solid knowledge of performance reporting and financial/budgeting processes
    • Experience of Digital / Traditional Media desirable

     

    Skills Required:

    • Commercial awareness partnered with a strategic mindset
    • Contractually literate, and mentally agile and flexible in order to learn new systems and offer effective solutions to challenges or issues as and when they arise
    • Must possess excellent interpersonal and communication skills, being able to relate to people at every level of an organisation, and to establish and maintain respect both professionally and personally (internally / externally)
    • Should be robust and resilient, possessing drive determination and natural enthusiasm, as well as being a team player
    • Must have excellent time management skills, being able to effectively prioritise and delegate against deadlines, often set by clients which may overlap
    • Strong Excel / Cost modelling
    • Ability to work at a both detailed level (e.g. proposal cost preparation) and also more strategically (e.g. helping shape / develop commercial strategies for key clients)
    • Drafting of contractual agreements, quotations and correspondence
    • In depth knowledge of a wide range of commercial terms and agreements

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