VP, Integrated Client Commercial Lead

Merkle Italia; New York (NY); On-site; USD 163,000 - 230,000; Full time

Job summary

Dentsu in New York seeks a Global Integrated Client Commercial Lead (ICCL) to oversee the commercial and financial leadership of a group of integrated clients across service lines. You will partner with Integrated Client Leads to drive cross-geography growth, profitability, and contract excellence.

You will steer pricing, negotiations, staffing plans, and ad hoc analyses, coordinate with markets and sister agencies, and ensure strict contract compliance while building a Center of Excellence in

Qualifications

• 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 with strong follow-through.
• Strong communication, presentation, and interpersonal skills.
• Experience in budgeting/forecasting.

Responsibilities

• Commercial and financial leadership of a group of integrated clients across service lines.
• Lead client negotiations of contracts and service agreements.
• Support annual scope negotiations, analysis, and executive presentations including staffing plans.
• Lead pricing discussions and best practices.
• Ensure contract compliance and accurate reporting across staff utilization and AVB.
• Develop and distribute ad-hoc reports and financial models as needed.
• Track and review Global Client Profitability and revenue forecasts.
• Support preparation of client business plans and quarterly reviews.
• Build a Center of Excellence on select initiatives.

Skills

Client finance

Contract negotiations

Team management

Budgeting/Forecasting

Excel

Global account experience

Salesforce

Tools

Salesforce

Microsoft Excel

Job description

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.

Location: New York

Brand: Dentsu

Time Type: Full time

Contract Type: Permanent

Dentsu is committed to providing equal employment opportunities to all applicants and employees. We do this without regard to race, color, national origin, sex , sexual orientation, gender identity, age, pregnancy, childbirth or related medical conditions, ancestry, physical or mental disability, marital status, political affiliation, religious practices and observances, citizenship status, genetic information, veteran status, or any other basis protected under applicable federal, state, or local law.

Dentsu is committed to providing reasonable accommodation to, among others, individuals with disabilities and disabled veterans.

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About dentsu

For over 120 years, innovation has been a core tenet of our offering – exploring new ways to reach, engage and nurture relationships with audiences. Together we drive a multiplier effect for clients at a global scale, through the development of Integrated Growth Solutions that are underpinned by our promise to clients: innovating to impact. Be a force for good. Sustainability is a vital part of our business and an important area of focus for our clients. We’re leading the way – helping to build a more sustainable planet. Dream loud. In this moment of transformation, we need our people to be fearless, embracing change and ambiguity, driven by the love for their work and excitement for the future. Team without limits. We create opportunities for connection and collaboration between our colleagues and clients, building a sense of belonging and having some fun along the way. Find out more about us Who we are Our Social Impact Our work