Director, Global Commercial

Company Description

Dentsu is a modern marketing solutions company. Our mission is to help clients navigate, progress and thrive in a world of change. Businesses rely on our integrated network of agencies and specialized practices to champion meaningful progress through creative, media, commerce, data and technology. Part of Dentsu Group, our global network comprises 66,000 diverse people in 143 countries, who are dedicated to teaming for growth and good. Some of our award-winning agencies include 360i, Carat, dentsumcgarrybowen, DEG, dentsuX, iProspect and Merkle. Follow us on Twitter @DentsuUSA and visit dentsu.com/us. 

Diversity is embedded in who we are and all that we do: our mindset, our solutions, and our teams to empower an inclusive, equitable environment. We put our people at the center, creating space for growth, understanding and learning so they can thrive. Our differences make us richer and enable stronger relationships with each other and foster greater impact for our clients. We engage with our communities to drive positive social impact by fostering equity and working to create a digital society that works for all.

Job Description

The 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.

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)
• Own management of pipeline opportunities within our CRM system (Salesforce)
• Improve processes on reporting and build a “Center of Excellence” on select initiatives

Key Areas of Responsibility

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 cl