Manager, Performance Media

BMG360•Shelton, CT

6h•$95,000 - $100,000•Hybrid

About The Position

BMG360’s Performance Media department is hiring a Client Services Manager to lead campaign strategy and client management for an assigned book of accounts, supported by a team of Senior Analysts and Analysts. This is a commercial role, not a coordination role. Performance Media buys media at risk and is paid on delivered performance, which means every account carries both a volume commitment to the client and a margin commitment to BMG360. The Client Services Manager owns both on their book: hitting the client’s call and lead thresholds while protecting the profitability of the buys that produce them. Reporting to the Director, Performance Media, this role is the early warning system for the group. The Director owns the department P&L and approves media risk while the Manager is the person closest to the accounts, responsible for seeing a problem or an opportunity first and bringing it forward with a recommendation attached.

Requirements

Proven experience managing television and radio campaigns and the client relationships attached to them, ideally in a direct response or performance-based structure.
Commercial literacy. Comfortable with margin, cost-per-lead pricing, volume commitments, and the mechanics of how a campaign turns a profit.
Forecasting ability. Can project revenue, response, and call volume for a book of accounts and stand behind the number.
Strong analytical and problem-solving capability, with the ability to turn campaign data into a recommendation rather than a report.
Strategic thinker with a proactive client service approach, and the communication skills to hold a senior client conversation.
Effective prioritization across multiple concurrent accounts with varying budgets, objectives, and performance expectations.
People leadership. Has mentored or managed analysts and is ready to own a team’s output.
Proficiency in MS Office Suite, Core Direct, lead tracking platforms, and Google Workspace.

Nice To Haves

Experience in direct response radio, DRTV, CTV, or performance-based media and strategy strongly preferred.
Exposure to insurance (preferably auto), home services, or another regulated or high-volume lead generation category is a plus.

Responsibilities

Maintain and expand client relationships across all campaigns assigned to the team, managing all aspects of those campaigns and owning the revenue deliverables for every account on the book.
Negotiate campaign and client budgets, volume commitments, and cost-per-lead pricing to optimize client performance and BMG360 revenue growth.
Negotiate within the margin floors and pricing parameters set by the budget, and escalate any deal that requires an exception before committing to the client.
Serve as the senior day-to-day point of contact, with the strategic credibility to lead a client conversation about performance rather than relay it.
Own gross margin on the assigned book, not revenue alone. Understand how each campaign makes money and where it stops making money.
Source and evaluate cash buy opportunities on assigned accounts, building the case for approval based on rate, projected response, margin at risk.
Operate buys within approved margin thresholds, and flag any campaign trending below floor inside the week rather than at month end.
Manage pacing against both volume commitments and profit targets, and know how to dial volume up or down when either is at risk.
Manage, report, and forecast weekly, quarterly, and annual revenue and profitability for all accounts and campaigns within the team, to management and finance.
Build response and call volume forecasts the Director can roll up with confidence; forecast accuracy is a measured standard of this role.
Work closely with Analyst and Media teams to develop comprehensive media plans for existing and prospective clients.
Direct campaign creative strategy in collaboration with the Creative team to maximize performance across all initiatives.
Coordinate performance updates across media and creative teams to ensure strategic alignment and execution excellence.
Optimize for lead and call quality, not cost per lead alone and track conversion quality through to the client’s downstream outcome wherever the data allows.
Coordinate with the Call Routing team on concurrent call volume and capacity limits across assigned campaigns.
Ensure all lead generation environments on the book remain fully compliant with applicable regulatory requirements, and raise any compliance exposure immediately.
Support the rollout of new performance media bundles on assigned accounts, including client positioning, delivery, and early performance read.
Proactively identify and communicate performance risks and growth opportunities with actionable recommendations attached.
Prepare and present the department’s pacing and margin reviews including what changed, why, what is being done, and the financial consequence.
Coordinate with analysts to maintain consistent reporting and tracking of all relevant internal and client media spend, campaign KPIs and actions, and account reconciliations.
Escalate early. A problem surfaced in week one is a decision while the same problem surfaced in week four is a loss.
Provide strategic direction and workflow coordination to maximize team efficiency and revenue generation, with continuous improvement across team capabilities, campaign performance, client satisfaction, productivity, and process.
Mentor analysts and account managers through guidance and training to support professional development and career progression.
Contribute to capacity planning for the business and flag where the team is stretched before quality degrades, and make the case for resourcing.
Lead accelerated implementation of AI tools across the team, working directly with key teams and stakeholders on future tech stack solutions.
Identify and execute cross-selling opportunities across any and all BMG360 services to expand revenue and profitability on existing clients.
Collaborate with Business Development by identifying and evaluating recommendations for new business opportunities alongside the associated team members.
Bring a point of view on which new opportunities fit the Performance Media model and which do not.