VP, Integrated Client Commercial Lead

dentsu•Detroit, NY

3d•Hybrid

About The Position

The Global Integrated Client Commercial Lead (ICCL) is accountable for the one dentsu relationship across service lines (media, creative and CXM) and global geographies. As the ICCL, you will be partner to and support the Integrated Client Lead (ICL) to build and nurture a commercially healthy account through the creation of measurable and achievable cross dentsu growth, operational improvement, and profitability-focused key account plans. The ICCL will develop solid client Procurement and Finance relationships that will allow for the negotiation and closure of industry leading risk-mitigated commercial agreements, delivery models and pricing structures to capture the value that our dentsu partnership delivers to our clients. The ICCL spearheads the commercial agreements, reporting and general day-to-day activities from both a commercial and financial standpoint. The role supports the Global Client Presidents (Integrated Client Leads aka ICLs) on all commercial and financial deliverables to the clients, including reporting, reconciliations and staff plan reviews. The role works closely with the various team leads across the organization, our Service Lines, and the sister agency finance teams to ensure financial and commercial elements of the client relationship are communicated, tracked, monitored, and managed. The ICCL will work directly with the client leads in various global regions and is responsible for managing the financials across multiple brands who service the clients. A key part and major success factor for this role will be the ability to use these relationships to resolve cross Service Line, cross agency and cross functional discussions to ensure the arrival at the best solution for dentsu as a network and not any one internal group.

Requirements

10-15 years’ experience in a commercially focused client finance or accounting role
Experience successfully managing a team
Understanding of Market regulations and working on a global client
Extensive knowledge and experience in negotiating contracts and service agreements
Advanced knowledge of Microsoft Excel
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
Experience in Budgeting/Forecasting
Ability to demonstrate an understanding of the importance of strict internal controls
Ability to identify financial risks and issues in commercial arrangements

Nice To Haves

Experience in an international agency network is desirable but not essential
Experience in a professional marketing services environment desirable

Responsibilities

Understand the terms of the client relationship and architect ways to drive growth and improve profitability over time (i.e. be a partner in the growth plan KAP)
Lead client negotiations of contracts and service agreements
Support the Global Client Presidents (Integrated Client Leads) with preparation of annual scope negotiations, analysis, and executive presentations, including the management of client staffing plans
Lead pricing discussions and best practices
Work closely with the client leads, markets, and sister agencies in the U.S. and globally where needed to ensure consistent contract compliance
Ensure we are contractually compliant and accurate on all committed reporting, including but not limited to staff utilization and AVB reporting
Develop, maintain and distribute ad-hoc reports and financial models as needed
Provide proactive analytical support and other ad hoc financial analyses to the business leaders
Track and review Global Client Profitability
Track and review major revenue forecasts (Budget and RFs)
Review pipeline opportunities within our CRM system (Salesforce)
Support preparation of client business plans and quarterly reviews
Improve processes on reporting and build a “Center of Excellence” on select initiatives
Develop and maintain relationships with colleagues across the dentsu network related to financial and commercial processes and deliverables
Build, nurture and sustain strong client relationships across multiple client Procurement and Finance touchpoints to ensure positive stickiness with dentsu and more collaborative partner negotiations
Attend senior client meetings to address commercial and financial issues
Provide reporting and analysis support to client teams as needed
Work with Global Operations Lead to provide support on scope interpretation and scope management
Partner with the legal team to ensure client contracts accurately reflect the commercial relationships and minimize risk to dentsu
Work with new business/growth teams to ensure pipeline tracking is up to date (Salesforce)
Work directly with client teams to ensure revenue tracking systems are up to date
Work closely with the client teams to stay abreast of changes and modifications to client budgets
Be approachable and solution-oriented when presented with problems/issues by staff and team
Break down problems and issues into critical parts which can be resolved
Maintain and display high ethical standards including confidentiality, discretion, and exemplary judgment as this position is responsible for handling highly confidential information