Associate Director - Commercial Partnerships

JCDecaux UK; Greater London; On-site; GBP 90,000 - 120,000; Full time

Job summary

JCDecaux UK is seeking an Associate Director to drive revenue growth by managing specialist partnerships and leading a high-performance team. You will work with senior leadership to execute strategy and maximise profitability while representing JCDecaux with professionalism.

The role requires deep market knowledge, strong relationships with agencies and clients, and a track record of delivering revenue targets in a dynamic media landscape.

Qualifications

• Experience leading a media sales team and driving revenue growth.
• Strong negotiation and closing skills.
• Up-to-date knowledge of the media landscape and agencies.

Responsibilities

• Build relationships with media agencies, clients and specialists to grow revenue.
• Develop and implement sales strategies and forecasts to hit revenue targets.
• Lead and motivate the specialist team and collaborate with senior leadership.
• Maintain expert market knowledge to position JCDecaux as first-choice partner in OOH.

Skills

Sales leadership

Negotiation

Relationship building

Strategic thinking

Job description

This role is expected to evolve as the digital out of home advances. You will be expected to adopt a change mind-set that leads, encourages and supports this business growth and evolution

Purpose

As an Associate Director you are accountable for the performance of Media Specialist-driven business, you are responsible for, managing and delivering strategic specialist partnerships, creating professional and profitable relationships with Partners generating maximum revenue for the Company. You will act as an expert in your field. In partnership with the Head of Sales and the Director of Activation Implementation you will contribute to and execute the strategy and activity of the Media Specialist team and the achievement of key objectives. Key to the role is to operate as an ambassador for JCDecaux and as such, there is an expectation that behaviour which expresses our corporate values every day and celebrate others who do the same.

What you'll be doing...

Commercial

• Build relationships with Media Agencies, Clients and Specialists to grow revenue for JCDecaux.
• Show awareness of strengths and weaknesses of other media and a detailed understanding of clients' business, marketing and media objectives.
• Devise Specialist development strategies, sales reporting, and revenue forecasts to hit pre-determined revenue targets.
• Lead the diversification of the customer base across multiple Specialist and organisations
• Focus efforts and time on the development and performance of the Specialist business. May be required to spend a minority of time with other organisations (e.g. Agency) to support and enable Specialist performance.
• Own relationships with specific Specialist accounts with a sound knowledge of JCDecaux's portfolio to influence activity and planning decisions towards OOH market and to JCD specifically, and to ensure proactive pitching to Specialists is effective.

Team Management and Motivation

• Manage recruitment, development, motivation, and management of team members
• Support the Head of Specialist and represent the team in their absence
• Influence strategy and goals in own area based on business needs and priorities in the medium to long term and translates these strategies into deliverable objectives and actions.
• Lead and advocate the wider adoption of the established business and commercial policies, and enabling processes and governance, in place to achieve our business strategy

Future Sales Leader

• A visionary who can inspire colleagues and clients to bring new revenues in from other media.
• Ability to engage, lead and influence others to drive business growth and JCDecaux's position in the marketplace.
• Lead the diversification of the customer base across multiple agencies and organisations, sharing best practise.
• Maintain expert up to date market knowledge and a thorough understanding of your clients' business marketing strategies and media objectives to ensure that JCDecaux is their first-choice partner in OOH advertising.
• To build and maintain effective internal working relationships with key stakeholders to act as the two‑way conduit for marketplace insight between agencies and specialist teams and manage a smooth transition from; responding to a brief, booking the campaign, right through to excellent after sales service.
• To identify new business opportunities by actively networking by attending industry events and conferences.
• Actively building your agency network by attending industry events and conferences.

A little bit about you...

Capabilities

Sales Expertise:

• Internally and externally recognised as a best practice sales expert within your area and experienced providing input to the selling strategy.
• Expert negotiation and sales closing skills.
• To be aware and keep up to date with the market and competitor media landscape (across media channels) to challenge the status quo and drive market leading innovation and JCDecaux revenue growth.

Proactive Approach

• Manages own time and that of others on key objectives
• Develops effective medium to long term project plans for own area.
• Challenges the status quo and looks for and removes (or reduce) constraints on getting things done effectively
• Promotes an agile approach and reduces ineffectiveness or inefficiency so that aims are achieved in the most successful way.
• Proactively works to improve the performance of the department and business
• Addresses complex issues or problems within the team in a timely manner
• Anticipates skills, knowledge and behaviours required of role and continuously seeks to learn and develop these
• Follows up on delegated work and collaborates across departments to ensure delivery on commitments

Communication and interpersonal skills

• Acts as a facilitator and mentor, encouraging dialogue between team members so that they understand the links between their ideas
• Gets to the root of what the team think or feel about an issue or plan and encourages others to work effectively with people with diverse styles and backgrounds

A key technical