Sr Manager, Deal Desk

Overview Are you ready to take the next step in your career? Join us for an exciting opportunity at Albertsons Companies, where innovation and customer service go hand-in-hand. At Albertsons Companies, we are looking for someone who wants to make an impact and lead, innovate, and contribute to the growth of a company that values great service and lasting customer relationships. This position offers the chance to work in a fast-paced, dynamic environment that’s constantly evolving. The Sr Manager Deal Desk will play a critical role in shaping the commercial architecture of our media business, focusing on CPG media, agency negotiations, upfront commitments, value exchange structures, and non-standard commercial terms. This role requires both strategic and tactical capabilities, including advising on high-value deals, building scalable governance, partnering with Legal on contract structure and risk, and creating repeatable deal frameworks for faster, more consistent decision-making. The position is in office 4 days per week and will be based in the following locations: Pleasanton CA, Boise ID, Itasca IL, NYC, Denver CO. Core responsibilities include building and refining deal structures, governance, and processes to enable the sales organization to move faster with confidence while maintaining financial discipline and operational feasibility. Main Responsibilities Deal Strategy & Commercial Structuring Serve as a strategic partner to Sales, Revenue Operations, Finance, and leadership on the design and execution of complex media deals. Structure and evaluate custom commercial terms across CPG media partnerships, agency agreements, annual commitments, upfronts, test-and-learn programs, added-value frameworks, and integrated omnichannel media packages. Develop strategic deal constructs that balance revenue growth, client value, operational feasibility, and margin protection. Evaluate and guide proposals involving non-standard terms, volume-based incentives, commitment tiers, makegoods, discounted pricing structures, added-value investments, and bundled product offerings. Support high-impact negotiations by providing commercial recommendations, risk assessment, and scenario modeling. Agency, CPG, and Upfront Expertise Partner closely with sales teams on agency-led and client-direct deal negotiations. Help shape annual and upfront deal strategies, including commitment-based incentives, value exchange models, and governance around performance and delivery expectations. Bring fluency in the realities of CPG planning cycles, agency buying structures, joint business planning, and retail media investment strategies. Serve as a subject matter expert in structuring long-term, scalable commercial agreements that align with client objectives while maintaining internal rigor. Legal, Risk, and Cross-Functional Leadership Partner with Legal to review and guide contract language, custom terms, and deal-specific provisions to ensure business protection and executional clarity. Assess legal, financial, and operational implications of non-standard requests and recommend paths forward. Build strong working relationships across Legal, Finance, Sales, Ad Operations, Product, Billing, and leadership to streamline approvals and accelerate deal cycles. Serve as a central escalation point for complex deal issues requiring cross-functional decision-making. Create tools, templates, training, and playbooks to improve commercial fluency across the sales and cross-functional teams. Process Design & Operational Excellence Build and refine a scalable deal desk framework, including approval matrices, commercial guardrails, intake processes, exception management, and documentation standards. Create repeatable and strategic deal structures that reduce friction, improve consistency, and enable the sales organization to move faster with confidence. Establish governance for pricing exceptions, custom terms, added value, and strategic investment decisions. Drive consistency in how deals are reviewed, approved, documented, and handed off for execution. Identify process gaps and implement improvements that enhance deal velocity, transparency, and operational accuracy. Insights, Analytics, and Decision Support Use data and business judgment to evaluate deal economics, revenue impact, and potential tradeoffs. Partner with Finance and Rev Ops leadership to assess deal performance, margin implications, discounting behavior, and long-term commercial effectiveness. Help define reporting and KPIs for deal cycle time, exception trends, pricing discipline, and deal outcomes. Translate complex deal dynamics into clear recommendations for executive stakeholders. Qualifications 8+ years of experience in deal desk, commercial legal, revenue operations, ad sales, or a related function. Strong media industry experience, with hands-on expertise in structuring and supporting complex advertising deals. Familiarity with media planning and buying processes, agency economics, insertion orders, MSAs, SOWs, and custom commercial agreements. Experience supporting annual joint business planning, upfront negotiations, or enterprise-level commercial partnerships. Strong understanding of pricing strategy, packaging, inventory considerations, and revenue tradeoff analysis. Experience designing approval workflows, commercial policies, and scalable deal governance frameworks. Experience operating in highly cross-functional environments where legal, finance, product, and operations alignment is essential. Proven ability to support or lead negotiations involving custom deal structures, annual commitments, upfronts, pricing exceptions, added value, and non-standard commercial terms. Strong business and financial acumen, with the ability to assess deal economics and structure commercially sound recommendations. Highly organized and detail-oriented, with strong operational instincts and the ability to manage multiple high-priority deals simultaneously. Comfort working with CMS, CRM, CPQ, order management, and Excel. Ability to thrive in a fast-paced, evolving environment and bring structure to ambiguity. Benefits Competitive wages paid weekly Access to up to 50% of earned wages before payday via our partnership with Stream Associate discounts Health and financial well-being benefits for eligible associates (Medical, Dental, 401k and more) Time off (vacation, holidays, sick pay). For eligibility requirements please visit myACI Benefits Leaders invested in your training, career growth and development An inclusive work environment with talented colleagues who reflect the communities we serve Our Values – Click below to view video: ACI Values A copy of the full job description can be made available to you. #J-18808-Ljbffr Albertsons Media Collective