Client Partner Lead – London
WANTED: Highly entrepreneurial sales lead to lead the global partnership with a key global client of Unruly. The person we are looking for will match commercial acumen with a passion for the technology that is driving the video advertising market. You’ll be highly skilled in making technology solutions simple for brands and their agencies and will be interested in social media, technology and research.
In this role you’ll lead the revenue development of the client revenues through great influencing and collaboration with other Unruly stakeholders. You will be working closely with all Unruly teams to ensure that we deliver to expectation and beyond. You will think creatively about the commercial partnership we need to evolve as we deliver the Unruly product set across new markets, and scale our capacity to meet the client’s demands.
About You: Behaviour
You must be:
- Self-motivated – it is critical that you are able to influence and gain trust with both client contacts and Unruly stakeholders
- Inspirational – inspiring confidence in the client and the high quality delivery capability and expertise that underpins it
- Confident – calm under pressure and able to work to tight deadlines, on own initiative, and with limited supervision; confident escalating business critical issues internally/externally
- Analytical – able to think analytically, solve problems creatively and articulate solutions and suggestions in a cool, calm and collected manner
- A superb communicator – with the ability to effectively liaise with different teams, both internal and external
- Flexible – able to deal confidently with fast developing and complex market conditions
- Exceptionally motivated – constantly seeking self-improvement
Reports to: VP Strategy
Location: Aldgate (London, UK)
Employment Type: Permanent
Working Hours: Full time (9.30am to 6pm, Mon – Fri)
Salary: Highly competitive plus bonus
Benefits: Private health for you & your partner, iPhone or Android phone, Cycle to Work scheme, childcare vouchers, season ticket loan. There are monthly bowling nights, weekly deliveries of muffins, beer, and fruit, an interdepartmental foosball contest… occasional poker nights and an annual Unruly Festival. Plus we spend way too much time watching and sharing the most awesome videos on the Web.
About the Role: Mission
Your mission will be to:
Identify and share best practice in terms of super serving this client. Using the lessons learned and successes earned to push this through the Unruly organisation to drive revenue and opportunity. Being the tip of the spear to coordinate and assist wherever possible so that execution by the local teams is as effective and impactful as possible. Ultimate goal is to drive sustainable revenue and growth.
About the Role: Key Relationships
- CRO US and EMEA
- CRO APAC
- Global CMO Marketing
- VP Strategy
- Global local market business heads (Commercial Director/Country Manager)
- Heads of BD, Operations, Insight/Data and Finance
About the Role: Key Specifics
- Global partnership / trading:
Overall ownership of Unruly’s commercial partnership with the nominated Global Client/s.
Ensure the Global Key Account Playbook is kept up to date with relevant updates, actions and KPIs, and use this to keep the wider Unruly business informed on the account on a regular basis.
Manage Unruly’s trading relationship with your client – provide quarterly updates to their trading team to encourage maximum investment at both a global and local market level, and manage rebate accrual and spend with local teams and Unruly’s Finance team.
Maintain and develop relationships with key stakeholders in the client’s global media, brand and CMI teams, and with the global planning team at agency side too, in order to ensure they are kept up to date with regular updates to Unruly’s product offering.
Attend fortnightly update meetings with Unruly’s Global Media representative at that key client, ensuring any success stories or new initiatives are cascaded to relevant local market teams within their organisation.
Lead the global Unruly/key client’s in house team towards achieving annual global revenues (stated by the CRO, CFO and CEO) in FY20/21
2. Unruly local market support:
Hold regular 1:1s with Unruly’s local market commercial teams to understand opportunities, challenges, revenue forecasts and support needed from the wider business.
Act as a Centre of Excellence for local teams, to ensure the nominated clients commercial partnership is serviced at a consistently high standard across all markets.
Provide product updates, training and support to Unruly’s local market commercial teams to develop and grow local revenue streams from that client, and ensure any new global initiatives are communicated effectively.
Ensure Unruly has the formats, data products and media in place to deliver against the client’s needs in each local market – work closely with local market commercial teams and Unruly’s Ops, BD and EQ teams to share market feedback and inform Unruly’s product roadmap, taking into account any market-specific variations that may be needed.
3. Local client/agency education:
Travel to meetings / presentations with local market client leads and associated agencies where required, to support Unruly’s local commercial teams in key markets and open conversations in new markets.
Plan and execute a client specific roadshow to raise awareness of Unruly in all relevant local markets.
4. Data strategy:
Work alongside the UnrulyEQ team to develop bespoke data strategies for your client to maintain a strategic long term partnership, to include:
Applying NewsIQ 1st party data to Unruly campaigns
Ingesting your clients 1st party data from client DMP
Creating unique 1st party data sets specifically for your client to maintain a competitive advantage over other media partners
Important Note: This is a UK based role, any travel must be planned and agreed in advance with your line manager and financed by the local market T&E Budgets or client (definite revenue forecasts from the trip will be required)