Wavemaker | Group Business Director

Executive Leadership/Client Leadership North Sydney, Sydney


Description

Position at Wavemaker

Overview of job 

Wavemaker is an agency of GroupM, the world’s largest media investment company and are a part of WPP. In fact, we are responsible for one in every three ads you see globally. We are currently looking for a Group Business Director to join us. For this role, you should have a strong track record delivering tangible business results for clients, strong strategic skills and enjoy working with a dedicated team focused on bringing together a multitude of disciplines.

At GroupM APAC, our people are our strength, which is why fostering a culture of diversity and inclusion is important to us.

Reporting of the role

This role reports to the Managing Director.

3 best things about the job:

  1. An opportunity to establish a close working relationship with a strategically minded portfolio of clients where insights and sizable marketing budget allow for dynamic media planning management.
  2. Be your own boss; managing, leading and mentoring a team below you to drive your client’s business.
  3. Be part of a fast growing agency in the Sydney market that has gone from strength to strength, whilst working on one of their biggest clients.

Measures of success – 

In three months: 

  • Developed a strong understanding of your client portfolio including their brands, category, key business challenges and develop media strategies to align with key client business targets.
  • Established a clear relationship with all senior clients, proactively engaging with their business and established yourself as the team leader.
  • Understanding of the Wavemaker business and key product offerings.

In six months:

  • Proactively delivered additional value to the client, leading the team to successfully implement new ideas that will improve client’s business outcomes.
  • Identified commercial growth opportunities within existing client portfolio and developed mechanisms to support these and present concepts to the client. 
  • Understanding of strengths/opportunities of all team members and have developed a performance review programs and career path for them.
  • Established as the lead by both clients and the internal team alike; strong client service ways of working established with strong team communication.

In 12 months:

  • Considered a ‘business’ leader for the client and for Wavemaker, providing solutions that deliver a tangible business benefit for both client and agency.
  • Activating a business plans that deliver success to the client and secures Wavemaker client relationship; leading client, product, people, commercial and profile initiatives.
  • Have actively supported team members in delivering against goals and provided regular feedback and 3 monthly check-ins.  

Responsibilities of the role:

The role of Group Business Director has ultimate responsibility for the state of the agency's relationship and performance on assigned clients. They ensure that all recommendations drive our clients’ business whilst generating a strong commercial return.

  • Provide strong leadership & direction for your team and those around you.
  • Builds deep and influential senior client relationships, leading the path to a strong valued agency relationship.
  • Have a strong strategic view of the full client business - their big picture ambitions and challenges e.g. market share, purchase barriers, key competitors, drivers, tasks.
  • Work with the Management Team on client contract negotiations.
  • Proactively identify new commercial and organic growth opportunities across Wavemaker SBU’s within existing client portfolio and develop mechanisms to support these and present concepts to the client. 
  • Responsible for leading the planning and buying function across all media channels on your portfolio of clients and owns the overall responsibility for the workflow and quality control of the delivery from the group.
  • Maintain regular dialogue on campaign performance and market opportunities to ensure client KPIs and objectives are met and adjust strategy where appropriate.
  • Manage the work your team is producing with you or under your guidance.
  • Provide formal feedback at key times of year which is documented with clear action plan and ongoing constructive feedback to improve performance.
  • Have a complete understanding of the macro trends in the marketplace with regards to revenue, supply, innovationand development.
  • Articulate an objective point of view/opinion on trends/developments in the marketplace.
  • Demonstrates selling skills with the ability to sell in deals, media plans/initiatives to clients.
  • Literate, articulate and numerate / Clear and concise communication skills.

WHAT YOU SHOULD SPEND YOUR TIME DOING:

People

  • Constantly provides strong leadership & direction for your team to produce the best results for your clients which makes WM their most valued business partner
  • Demonstrate a strong understanding of how to "manage" the client to provide relevant best case outcomes using agency resources efficiently
  • Ensures that the team understands their roles within the agency and the team
  • Provides formal feedback at key times to year which is documented with clear action plan
  • Coach the team across the year with ongoing constructive feedback to improve performance
  • Put forward training needs of team and order or priority
  • Drives the creation of KPI's by the team
  • Contributes consistently to the growth of the WM business in conjunction with the Management Team
  • Demonstrate strong collaboration with your team and business partners
  • A professional approach with all people you come in to contact with, internal & external

Partners

  • Builds deep and influential senior client relationships, leading the path to a strong valued agency relationship
  • Leads the team to deliver against the client needs in a style which makes your client consider you their most valued business partner using the TRR benchmark
  • A strong strategic view of the full client business - their big picture ambitions and challenges e.g. market share, purchase barriers, key competitors, drivers, tasks
  • Provides clients with a well-informed POV at all times (across category, media and marketing etc)
  • Ensures that our trading relations are at the level required to deliver the best possible trading position with our media owner partners (working with Head of Investment)
  • Meets up with key partners and builds a senior relationship
  • Ensures that we have a collaborative and working relationship with key partners (creative, research, digital, etc)

Product

  • The driver of maximising the use of the WM resource to answer clients’ needs
  • Strong understanding of other GroupM and WPP resources that can help deliver success for your clients.
  • Ensures that the agency’s output answers clients business needs and is packaged accordingly
  • The driver of maximising the use of the WM planning process across your clients
  • The driver for best use of media planning principles (e.g. scheduling, flighting, recency, effective reach theories, seasonality, market prioritisation, roles of all communication channels)
  • Oversees the delivery of media KPIs to ensure they are met and to contract for clients
  • Can talk confidently and sell in all of WM/ GroupM products and tools (Momentum,Xaxis, etc) where relevant to their clients and know how to charge for them
  • Develops new commercial opportunities for WM based on client needs
  • Strong understanding of how to sell client benefits vs. agency jargon to ensure your teams idea is bought
  • Provides client(s) with Thought Leadership relevant to their business throughout the year

 Pride

  • Own and have 100% pride in all work that comes out of your team
  • A positive face of Wavemaker at industry events, either related to client’s category or our media partners
  • Inspire their team in everything they do
  • Be a source of positive energy for your team, WM and the wider industry

 Power

  • Runs their assigned client(s) and is responsible for revenue forecasts and anything tied to the overall profitability of the client
  • Manages and updates accurate revenue forecast throughout the year – sharing relevant information with CEO & Commercial Director in monthly revenue forecast meetings
  • Works with the Management Teamon client contract negotiations
  • Ensures we are applying the right resources to clients’ business via a resource plan and scope of work (signed off by our Commercial Director and the client)
  • Ensures team delivers hours to agreed SOW where possible and that any client related resource issues are understood and managed
  • Ensures remuneration KPIs are met to contract (where applicable) for clients
  • Spots new commercial opportunities across their client portfolio (based on client business needs) so that revenue grows in line with targets set and all diversified service revenue opportunities (i.e. SBU’s, Xaxis, Astus etc.) are maximised
  • Help build on the agency's reputation for outstanding/ award winning work.
  • Works on new business & contributes to award winning work

PROCESS

  • Produces an WM Growth Plan at the beginning of each year for their assigned clients
  • Drives client team to work effectively across departments and with other parts of GroupM and WPP
  • A proactive approach to the best brief inputs through your intel into the client & intimate knowledge of how to work with the client to get the best inputs for the agency team
  • Enabling the best ideas to come to life through your experience & strong understanding of ideas
  • Leads regular team WIPs and has a full view of all projects and deadlines that need to be met, which leads to quality and timely output across their client portfolio
  • Contributes consistently to the growth of the WM business in conjunction with the Management Team
  • Finds best practises and efficiencies on processes which can be used in the team and shared across the agency

PROFILE

  • Represents what WM stands for in all their actions when representing work
  • Strong profile amongst senior members of the clients business, outside of just marketing
  • Known in the industry and attends key publisher presentations and events
  • Works with the WM international network where required, influencing our global and regional team’s agenda and ensuring that Australia is represented in the best light and our agenda/ needs are being considered
  • Write award entries and case studies to showcase the work of the agency
  • Contributes to trade press and events to grow profile amongst future clients

PIPELINE

  • Contributes and leads to new business pitches
  • Seeks out opportunities for new client business through network
  • Grows current client business into other areas including research, analytics, creative and experiential

What you will need:

  • Min 10 years media agency experience.
  • Experience in traditional and digital channels.
  • Proven experience managing a large team, negotiating different situations, skillsets and personalities.
  • Good at building & maintaining strong client relationships.
  • A proven strategic thinker equally supported by the ability to develop clear, actionable consumer/industry insights.  
  • Strong experience and understanding of the media industry and all channels within it.
  • Strong presentation& negotiationskills.
  • Experience in using industry tools Roy Morgan, MOVE, Adex, Move, SMI, BMD, Etametc.
  • Literate, articulate and numerate / Clear and concise communication skills.

About Wavemaker

Wavemaker is a billion dollar revenue agency that sits at the heart of GroupM and WPP. Our ambition is to be the most distinctive and admired media, content and technology agency in the world.

Wavemakeris a global network that operates locally in over 90 countries and 139 offices. We are aligned behind our purchase journey obsession, and we help our clients translate audience behaviours and insights in to smart decisions for today and tomorrow. Our commitment to our clients it to be the “Future Makers’. We demonstrate this in how we think, how we work and our relationship to technology and content to better serve their needs. We are leading the way in re-inventing the role of a media agency in the digital age, embracing media planning and buying, but fit for the modern marketing requirements of seamlessly connecting media, content and technology.

To do this, we attract experts from diverse backgrounds that can share in our vision for the future.

We believe in the essential relationship between the vitality of our 8,500 people and our commercial success. This can best be encapsulated in the values we uphold, and the way in which we demonstrate our commitment to them. We are Passionate, Agile, Collaborative, Entrepreneurial and Diverse (PACED) 

With PACED as our backdrop, we require our people to be self-starters, with high standards. We know that ‘great teams still have star players’, and we expect everyone to bring their own uniqueness to the party and contribute their value with their own flair. We do not tolerate exclusion of team members and their ideas. We are here to make waves with our clients, and we can only do that as a collective.

About GroupM

GroupM leads and shapes media markets by delivering performance enhancing media products and services, powered by data and technology. Our global network agencies and businesses enable our people to work collaboratively across borders with the best in class, providing them the opportunity to accelerate their progress and development. We are not limited by teams or geographies; our scale and diverse range of clients lets us be more adventurous with our business and talent. We give our talent the space, support and tools to innovate and grow. 

Discover more about GroupM at www.groupm.com
Follow @GroupMAPACon Twitter
Follow GroupM on LinkedIn - https://www.linkedin.com/company/groupm

GroupM APAC is committed to fostering a culture of diversity and inclusion. Our people are our strength so we respect and nurture their individual talent and potential.