EVP, Group Commercial Director

Job Description:

The purpose of theGroup Commercial Directoris therefore to maximize revenue whileoptimising margin contribution mitigate risk and maximize growth across bothdentsusnew and existing client will be achievedby implementing a strategy of commercial excellence.

TheGroup Commercial Directoris a critical role within theregionand willcollaborateacrossbrandsfunctionsand geographies toimplementcommercialbest practicesand align with the globaloperations/efficiency Director is a key business partner togrowthleadershipbrand leadershippracticeleadership financeleadershipand the Global Commercial team.

Under the Directors leadership theCommercialteam willmaintainsolid client Procurement and Finance relationshipstoallow for the negotiation and closure of industry leading risk-mitigated commercial agreements delivery models and pricing structures to capture the value that ourdentsupartnership delivers to our role will also ensure stronggovernancecomplianceinnovationandtalent development as well as theimplementation andusage of standardizedprocesses and tools.

KEY ACCOUNTABILITIES & RESPONSIBILITIES

Growth Enablement

• Lead a community of Client Commercial Leads to support high priority globaland integratednew business pitches

• Optimizecommercial structures and innovative offers to create highly competitive commercial offers for new business

Relational Enablement

• Provide executive sponsorship for priority Global and integrated clients as assigned

• Manage escalation of commercial issues todentsuleadership

• Advise and strategize onproactive client renewals

CommercialExcellencePractice

• Lead a community of Client Commercial Leads to support high priorityglobal andregional Client Leaders in developing cross-practiceprofitable growth agendas

• Translate the globalcommercial excellencestrategy into a RACI defined andwave-bound program to enable the business to iteratively self-serve and achieve measurable progress as thestrategy is implemented

• Optimizepeople& structure processes and technology to support this agenda

• Define and manage interdependencies with other work streams in play indentsu

• Support the business to ensure that short term commercial gains do not take precedence over long term commercial sustainability when this would otherwise present unacceptable levels of commercial risk

People:Talent and capability development

• Develop and manage a team of strong commercial practitioners supportingexisting and potentialglobal and regionalclients

• Mentor and guide junior team members on commercialpracticesand strategies

Clients: Contract Risk Management

• Codify across-practiceprogram for management ofcontractlifecyclemanagement including client sales approvalswith relevant associated policies to ensure that both inter and intrapractice/geography contract approvals have theappropriate governanceby the business

• Develop toolkits and frameworks to support the business in the management of important commercial negotiations both around the curation of new business as well as the management of performance related and remediation related events

Work: Governing New and Existing Deals Managing Risk & Commercial Policy Setting

• Measure and drive clientfinancialperformance on new and existing business

• Providesenior commercial guidance on key client accounts when support neededby thepracticesor client leaders.

• Create a strong environment of governance for the functionspracticesand geographical leadership through which to implement and support the enterprise level commercial excellence program and to mitigate the risks associated with the delivery of services

• Ensure that a clear program of commercial excellence trainingis scaled acrossthe regionto ensure that the business has a deep working knowledge of such policies

• Assistin developingand implementingkeycommercialpolicies to govern the businesses management of areas such aspayment termsliabilitiesand indemnities etc as well as being equipped to appropriately manage negotiations around these topics

Financials: Talent and capability development

• Developmethodologies and processes for client P&L reportingbusinessmodelsand commercial analysis

• Define benchmarks KPIs and reporting for pricingclientfinancialperformanceand commercial success

Transformation:

• Supportdentsuin the realization of both itsfinancial yearand long term (5 year) commercial goals through the delivery of the commercial strategy

PERSON SPECIFICATION

Personal Knowledge/Experience/Attributes:

• 15 years experience in a commercially focused client finance or accounting role
• Extensive knowledge and experience in negotiating contracts and service agreements
• 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
• Relevanttrack recordoperating within large complex global organizations with proven commercial experience within media creative or data including staffing governance riskmanagementand financial budgetary aspects

• Demonstrates executive-level maturity and ability to collaborate with multiple levels of the business and functional leaders to streamline processes and work towards resolution of challenges constraints and roadblocks

• Experience in new business responses to client RFPs

• Experience in negotiationsleveraginginnovative commercial construct and terms

• Experience in building and managing client relationships commercialnegotiationsand account profitability

• Can do attitude and ability to work effectively in a matrix organisation structure with significant emphasis on collaborationinfluenceand persuasion rather than relying entirely on command and control

• Ability to recruit manage and develop a high performing team of client-facing businessoperationand transformation experts

TheGroupCommercial Directorwill alsodemonstratethe following role specific competencies:

• High Learning Agility - unbridled curiosity and the ability to discover trends ahead of time (look around corners) and glean valuable insights; not merely an effective executor of initiatives anticipatory in her / his approach and provokes senior level conversation

• Making Complex Decisions - can solve even the toughest and most complex of problems; great at gleaning meaning from whatever data is available; is a quick study of the new and different; adds personal wisdom and experience to come to the best conclusion and solution given the situation; uses multiple problem-solving tools and techniques

• Getting Organized - is well organized and resourceful; effective and efficient at marshalling multiple resources to get things done; lays out tasks in sufficient detail to mark the trail;is able toget things done with less and in less time; can work on multiple tasks at once without losing track; foresees and plans around obstacles

• Dealing with Trouble - fearlessly takes on all issues challenges and people; comfortably confronts and works through conflict; delivers negative feedback and messages without hesitation; deals promptly and fairly with problem performers; lets everyone know where they stand; thrives in crises and is energized by tough challenges; not afraid to make negative decisions and take tough action; challenges the status quo

• Focusing on Action and Outcomes - attacks everything with drive and energy with an eye on the bottom line; not afraid toinitiateaction before all the facts are known; drives to finish everything he/she starts

• Inspiring Others - skilled at getting individuals teams and an entire organization to perform at a higher level and to embrace change; negotiates with skill to achieve a fair outcome or promote a common cause; communicates in a compelling vision and is committed to what needs to be done; inspires others; builds motivated high-performing teams; understands what motivates different people

• Acting with Ethics Honour and Character - Is a person of high character; is consistent and acts in line with a clear and visible set of values and beliefs; deals and talks straight; walks his/her talk; is direct and truthful but at the same time can keep confidences

• Being Open and Receptive - at ease and relaxed; easy to talk to and get to know; listens attentively; is an open book; has a positive senseof humour; deals calmly with stress and gives people a chance to catch up

VALUES

The job holder willlive and breathe thedentsu8 ways at all times:

• We dream loud

• We inspire change

• We team without limits

• We all lead

• We make it real

• We climb high

• We choose excitement

• We are a force for good

As a leadership role the job holder will also role model the leadership competencies:

SET The Direction

Shapes strategy creates shared purpose andnavigatechange

GROW Our Talent

Nurtures talent builds teams and fosters inclusivity

ACTIVATE Radical Collaboration

Connects & influences Works as one andInnovatestogether

DELIGHT Our Clients

Transforms client thinking deepens client relationships and delivers meaningful progress

INSPIRE Others

Do the right thing showcourageand evolve as a leader

Theannualbase salary range for this position is ($196000 - $315000).Placement within the salary rangeis based on a variety of factors including relevant experience knowledge skills and other factorspermittedby this position is eligible for discretionary incentive compensation.

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Required Experience:

Senior Exec