Operating Company

EssenceMediacom

Job Title

Commercial Manager, Global Commercial

Reporting To/Reporting Relationships

Director, Global Commercial

Location

London

Role Outline

Position: Commercial Manager, Global Commercial

Reporting to: Director, Global Commercial

The Commercial Manager provides support and assistance to the Commercial Director, local and regional CEOs, Client teams, Trading functions and digital teams and specialist departments (as well as regional or local commercial teams), and where applicable the Global CFO and GADs and Client Presidents.

Objective of the role:

The EssenceMediaCom Commercial Manager, Global Commercial is tasked with the job of guiding the organisation through the commercial landscape. This means assisting our commercial remuneration approaches with current and potential new incoming clients.

1. To assist, explore and exploit the commercial opportunities that arise within the business and to ensure that the business is best placed to take advantage of those opportunities
2. Assist with the creation and development of bespoke commercial solutions for our clients and our business
3. Support a portfolio of clients (which the Directors / Associate Directors lead), for which they manage key client relationships with their relevant commercial counterpart (client side) and ensure smooth / pragmatic running of the overall accounts. This role will also take “lead” of at least one client in their portfolio with their Associate Director’s / Director’s support.
4. Safeguard the agency. Ensure that the Agency is protected by ensuring that all appropriate contractual paperwork is in place.

Key Responsibilities:

• Primary commercial contact point for specified cluster of clients and internal stakeholders
• Primary commercial contact for regional leads and local markets
• Assist with leading and developing the following:
• Existing client fee and contract negotiations
• Construct and negotiate all commercial proposals for new business pitches
• Red / Green Schedule Management
• Client Incentive Management
• Client payment term extension requests alongside the market CFO
• Client rate card creation
• Assist Client Commercial Dispute Management alongside Commercial Director, CEO and FCFO
• Support the CFOs with client audit management (NDA's, scope agreement, pre-audit, supervision of audit, audit report review and commenting, client management)
• Work with the trading team to ensure trading linked incentive mechanics are achieved
• Out of scope service fee negotiation (e.g., Creative Systems, Social, Sports, and other specialist services)
• Support the Legal team with data processing and client contracts
• Lead client status calls for the clients in your cluster
• Ensuring compliance and best practice in the set-up of new business operations, and reminding markets of contractual obligations on a regular basis
• Ensure all appropriate contractual paperwork is in place, signed and stored centrally
• Recommend and drive organisational change where and as required by the business
• Maintaining client reporting timetable and ensure all contractual deadlines are met.
• Collect, review, analyse and interrogate key commercial client reports. Including, but not limited to, AVBs and unbilled media.
• Lead and engage in ad hoc special project work

.

About You:

• Must show a proactive approach to problem solving
• Desire for continuous improvement
• Must be good with teamwork and managing the expectations of others
• Must have a passion for developing your direct reports if applicable
• Innovation/Initiative required
• Communication at all levels of the company
• Ability to affect change, positively influence others and propose solutions / decisions to the Director
• Must take ownership of all your projects
• Shares thoughts about own strength and limitations with your line manager to aid your development

What is the difference between Senior Analyst, and this Manager role?

A manager:

• Attends and generally leads client status calls. Feels confident to tackle general client queries on their own
• Owns, completes and manages client PRF(s) - understanding the contractual KPIs, ensures we receives results and creates / completes the reconciliation
• Responds to client emails that are within their capability to respond to
• Project manages any client pitch they are working on
• Is accountable for creating / updating any Key Commercial Terms emails or Commercial Briefing Decks
• Has a solid base understanding of all legal points that can be reasonably expected of the commercial team to understand
• All documents are either put together by, or reviewed by the Manager, catching any fixes required by the Analysts/Senior Analysts, before sending to an Associate Director or Director
• Ensures analysis is fully complete and relevant documents client ready after Manager review
• Is taking on incremental work proactively, by asking for it, relative to aspects that are not in their current role / tasks that sit outside of their knowledge base to further learn