Managing Director, Australia & New Zealand – Sydney

WANTED:  Proven, ambitious commercial leader, with experience building and managing high performance national sales and delivery teams in Australia to lead the Australian arm of our award-winning video marketing company.  We’re looking for an experienced leader with an outstanding track record in digital media sales to help move the fast growing Unruly’s business forward. As MD, Australia & NZ, you will work closely with Unruly APAC senior management to set clear vision and strategy, articulate and refine the Unruly value proposition to resonate in the local marketplace, evangelize and educate the AU marketing community and position yourself and Unruly as the thought leader for data driven video marketing.

You’ll be responsible for managing a high-performance and strategic sales, ops, publisher team and enabling proactive, strategic, verticalized selling into the highest levels at clients and agencies in the FMCG, auto, retail, tech and entertainment segments. You’ll act as a “rainmaker” on key accounts, cultivating relationships with C-suite and VP level marketers, and will coach the Australian sales team on client segmentation, strategic customer-centric selling, techniques for improving sales productivity, and the right ways to navigate programmatic buying platforms.  You’ll liaise closely with News Corp AU senior commercial teams to ensure cross selling and a joined up sales strategy which maximises all assets, as well as identifying and maintaining critical video advertiser relationships to joint benefit of News/Unruly. In this role you will lead sales/commercialisation of Unruly video inventory that will directly benefit News’ video inventory (for example. lead joint video brief responses, identify and share market intelligence, develop proactive commercial opportunities etc).

Another big part of this role will also be to drive our publisher side proposition by selling the Unruly suite of video formats to key publishers in ANZ.   If you feel ready to join a really cool company with a proven business model and a start-up feel, we’d love to learn what makes you Unruly.

Reports to: CRO, APMEA

Location: Sydney, Australia

Employment Type:  Permanent

Working Hours: Full time

About the Role: Mission

Your mission will be to: Build, lead and manage a multi-national sales organization in their proactive, strategic, verticalized mission of selling into the highest levels at clients and agencies in the FMCG, auto, tech and entertainment segments and grow Unruly’s Australian revenues, especially from programmatic PMP sources alongside News, and drive Unruly ‘solutions business’ across our range of content solutions incl. Unruly EQ, Pulse, Storyful (News). You will also lead the charge on developing a joint video ad product, Unruly Screens. You will be responsible for development proposition, trade marketing and sales activation for this exciting new venture. 

About the Role: Key Relationships

  • Unruly APMEA CRO
  • Managing Director Digital- News Corp Australia
  • News Corp AU digital and commercial leadership
  • Unruly Exec board, London
  • Unruly APAC Ops Lead
  • Unruly APAC BD Lead
  • Unruly Marketing Lead, APAC


About You: Experience

You must have:

  • 15 years digital and preferably cross platform experience
  • Built and run a national sales organisation with revenue in at least the $20-30m range
  • Sold into major brand advertisers and agencies at C and VP-level
  • Operated within a top level corporate environments
  • Achieved significant top-line growth in a highly competitive, rapidly changing environment
  • Negotiated deals with both direct and programmatic trading teams at agency holding companies
  • Run programmatic sales and trading


About You: Skills

You must be:

  • Thoughtfully set and clearly communicate the vision, and the strategy for achieving that vision, across Australia/NZ
  • Articulate and refine an Unruly value proposition that will resonate in Australian marketplaces – be a programmatic thought leader with deep understanding of technology
  • Evangelize and educate the Australian marketing community, speaking at conferences, writing articles, being the Australia figurehead and ambassador for Unruly and positioning yourself and the company as the thought leader for social marketing within key verticals
  • Able to navigate large, blue chip commercial organisations and be adept at stakeholder management
  • Coach Sales managers on client segmentation, strategic customer-centric selling, and techniques for improving sales productivity
  • Isolate and build publisher pipeline alongside Publisher Development Manager APAC and close down publishers in ANZ to drive our non-News Corp publisher volumes
  • Delegate responsibility for field execution, listen to and support subordinates, and hold them accountable for results
  • Drive behavioural and organizational change
  • Create a stable, respectful, productive and high performance environment in which marketing, sales, media and operations personnel can work together as a team


About You: Behaviour

You must be:

  • An exceptional communicator – clear, consistent and persuasive
  • Focused on accountability – rigorous, relentless on execution and persistent on follow through and adherence
  • Obsessed with performance and productivity measures (and know which levers to pull to improve them)
  • Disciplined, highly organized and self-controlled
  • Decisive, courageous and swift to take action
  • Seeking respect rather than popularity
  • Comfortable working in a lightly matricized organization
  • Able to work collaboratively with teams in HQ and elsewhere in Unruly to help you get the job done


The WOW Factor

We’d love it if you:

  • Have relationships with CMOs & VP-level marketers in the territory, especially at P&G, Unilever, L’Oreal, Nestle, Coke, Toyota, Kelloggs
  • Are well-known and respected amongst the agency, advertising and marketing communities, e.g. speaks frequently – several times a quarter – at marketing conferences
  • Have previously executed programmatic trading deals with key agency holding groups


About You: Education & Qualifications

  • Honours-level degree or equivalent preferred (University of Life also counts)

Other Details

  • Travel throughout the Australia, New Zealand and APAC region will be required for this role. 
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