VP, Integrated Client Commercial Lead

Job Description:

The Global Integrated Client Commercial Lead (ICCL) is accountable for the one dentsu relationship across service lines (media, creative and CXM) and global geographies. As the ICCL, you will be partner to and support the Integrated Client Lead (ICL) to build and nurture a commercially healthy account through the creation of measurable and achievable cross dentsu growth, operational improvement, and profitability-focused key account plans. The ICCL will develop solid client Procurement and Finance relationships that will allow for the negotiation and closure of industry leading risk-mitigated commercial agreements, delivery models and pricing structures to capture the value that our dentsu partnership delivers to our clients.

The ICCL spearheads the commercial agreements, reporting and general day-to-day activities from both a commercial and financial standpoint. The role supports the Global Client Presidents (Integrated Client Leads aka ICLs) on all commercial and financial deliverables to the clients, including reporting, reconciliations and staff plan reviews. The role works closely with the various team leads across the organization, our Service Lines, and the sister agency finance teams to ensure financial and commercial elements of the client relationship are communicated, tracked, monitored, and managed. The ICCL will work directly with the client leads in various global regions and is responsible for managing the financials across multiple brands who service the clients. A key part and major success factor for this role will be the ability to use these relationships to resolve cross Service Line, cross agency and cross functional discussions to ensure the arrival at the best solution for dentsu as a network and not any one internal group.

KEY AREAS OF RESPONSIBILITY

Commercial and Finance / Commercial and financial leadership of a group of integrated clients (ICLs):

• Understand the terms of the client relationship and architect ways to drive growth and improve profitability over time (i.e. be a partner in the growth plan KAP)
• Lead client negotiations of contracts and service agreements
• Support the Global Client Presidents (Integrated Client Leads) with preparation of annual scope negotiations, analysis, and executive presentations, including the management of client staffing plans
• Lead pricing discussions and best practices
• Work closely with the client leads, markets, and sister agencies in the U.S. and globally where needed to ensure consistent contract compliance
• Ensure we are contractually complaint and accurate on all committed reporting, including but not limited to staff utilization and AVB reporting
• Develop, maintain and distribute ad-hoc reports and financial models as needed
• Provide proactive analytical support and other ad hoc financial analyses to the business leaders
• Track and review Global Client Profitability
• Track and review major revenue forecasts (Budget and RFs)
• Review pipeline opportunities within our CRM system (Salesforce)
• Support preparation of client business plans and quarterly reviews
• Improve processes on reporting and build a “Center of Excellence” on select initiatives

Client & Internal Relationships:

• Develop and maintain relationships with colleagues across the dentsu network related to financial and commercial processes and deliverables
• Build, nurture and sustain strong client relationships across multiple client Procurement and Finance touchpoints to ensure positive stickiness with dentsu and more collaborative partner negotiations
• Attend senior client meetings to address commercial and financial issues
• Provide reporting and analysis support to client teams as needed
• Work with Global Operations Lead to provide support on scope interpretation and scope management
• Partner with the legal team to ensure client contracts accurately reflect the commercial relationships and minimize risk to dentsu
• Work with new business/growth teams to ensure pipeline tracking is up to date (Salesforce)
• Work directly with client teams to ensure revenue tracking systems are up to date
• Work closely with the client teams to stay abreast of changes and modifications to client budgets

• Be approachable and solution-oriented when presented with problems/issues by staff and team
• Break down problems and issues into critical parts which can be resolved
• Maintain and display high ethical standards including confidentiality, discretion, and exemplary judgment as this position is responsible for handling highly confidential information

EXPERIENCE/KNOWLEDGE REQUIRED

• 10-15 years’ experience in a commercially focused client finance or accounting role
• Experience successfully managing a team
• Understanding of Market regulations and working on a global client
• Extensive knowledge and experience in negotiating contracts and service agreements
• Advanced knowledge of Microsoft Excel
• Initiative and ability to manage multiple projects, as well as strong follow-through skills
• Strong communication, presentation, and interpersonal skills (written and oral)
• Superior organizational abilities, strong attention of detail, and advanced project management/customer service skills
• Experience in Budgeting/Forecasting
• Experience in an international agency network is desirable but not essential
• Experience in a professional marketing services environment desirable
• Ability to demonstrate an understanding of the importance of strict internal controls
• Ability to identify financial risks and issues in commercial arrangements

The annual base salary range for this position is ($163,000 - $230,000). Placement within the salary range is based on a variety of factors, including relevant experience, knowledge, skills, and other factors permitted by law. Additionally, this position is eligible for discretionary incentive compensation.  

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