VP, Commercial Finance

Job Description:

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.  

Specific responsibilities include:

Create and maintain a strong partnership with the Integrated Client Lead to facilitate the growth, success, and health of the respective client relationships

• Participate in annual Key Account Plan and Profitability Roadmapping to development and regularly reviews/updates
• Consolidate and review client performance and delivery metrics and financials and then review with Integrated Client Lead to empower data driven decisions.

Create and maintain strong professional relationships across multiple client Procurement and Finance touchpoints to ensure positive stickiness with dentsu and more collaborative partner negotiations

• A key role for the ICCL and a major factor in your success will be the ability to use these relationships to orchestrate mutually beneficial solutions to our client and dentsu
• Lead negotiations of all client/ dentsu commercial relationships across service lines as the lead and primary point of contact for the Client on commercials
• Create innovative & bespoke fee structures to meet individual requirements for integrated clients.

As defined in the respective client RACI business process, lead or support operational and financial management across practices and within practices lines to ensure compliance and delivery against client and internal performance and delivery metrics:

• Accurate revenue forecasting and pipeline status
• Intercompany requirements and agreements
• Billing schedules and compliance with client agreements
• Staff plan management to scopes and margin
• Project and campaign tracking and reconciliation
• Tracking and reporting on performance and delivery metrics (financials) including performance incentive (PRIP)

In support of these responsibilities, key responsibilities include:

• Oversee client Procurement and Finance conversations and negotiations, e.g., master service agreement negotiations, pricing negotiations, client required reporting reviews
• Maintain aggregated dentsu commercial reports to track and report Key Account Plan growth and profitability milestone progress
• Understand all active client pricing methodologies and leveraging them to ensure dentsu attains the most value for its services
• Continuously monitor and assess services provided within all brands to identify potential operational efficiencies to improve margin (including offshoring)

Manage and mitigate dentsu risk and liability through the understanding of and adherence management to dentsu policies and client contract requirements:

• Ensure all elements of a client deal (including profitability) are in line with dentsu policy and have received the appropriate approvals.
• Champion across the network the service agreements and scopes that govern the client relationship and work
• Centrally manage contract compliance audits by client auditors, in conjunction with Contracts and Compliance Team.

Whether needed globally, regionally or for the U.S. only, facilitate, negotiate, and ensure connected internal decision making throughout dentsu by networking and forming relationships with key partners/stakeholders:

• Practice Commercial teams
• Practice CFO’s
• Integrated Global and Regional Client Leaders
• Brand & Practice CEO’s, Presidents & Client Partners
• Media Investment Team
• Growth team
• Solutions Client Development team
• Legal team
  • A key role for the ICCL and a major factor in your success will be the ability to use these relationships to resolve cross practice and cross functional discussions to ensure arrival at the best solution for dentsu and not any one internal group

Other Key Success Factors

• Thoroughly know and understand respective clients’ industries, competitors, customers, and partners
• Define annual professional and personal objectives to further your acumen of key commercial aptitudes and skills to outperform industry peers
•  Collaborate across Service Lines to ensure consistency in client facing materials and models, e.g., scopes of work, pricing models, etc.
• Alongside the ICL, use cross Service Line relationships to facilitate the completion of work when limited capacity within current Service Line teams is brought to light (ensure fluid, open teaming model for staffing)

Qualifications:

Proven experience in the lead role for commercial activities from beginning to end; leading teams to create solutions and deals that drive business growth and profitability while developing solid, long-standing internal and external partnerships

• Adept at the development of strong relationships and partnership at all levels of the client and internal organization
• Exemplary negotiation skills that focus on making the client marketing and procurement teams successful while doing the same for our internal client and commercial teams (delivering risk-mitigated, profit-healthy agreements)
• Ability to creatively construct value-based pricing models that deliver on internal targets
• Solid financial acumen of project, client and agency profitability and working capital drivers
• Deep knowledge and proficiency of business law especially as it is related to marketing and advertising
• Thorough understanding of agency operations including the effort behind the services and assets to be delivered

EXPERIENCE/KNOWLEDGE REQUIRED 

• 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 

• Experience in an international agency network is desirable but not essential 

• Experience in a professional marketing services environment desirable 

• Ability to demonstrate an understanding of the importance of strict internal controls 

• Ability to identify financial risks and issues in commercial arrangements 

The anticipated salary range for this position is ($136,000-$219,650). Actual salary will be based on a variety of factors including relevant experience, knowledge, skills and other factors permitted by law. A range of medical, dental, vision, 401(k) matching, paid time off, and/or other benefits also are available. For more information regarding dentsu benefits, please visit dentsubenefitsplus.com 

#LI-AW1 #LI-Remote #LI-Hybrid

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Dentsu is committed to providing equal employment opportunities to all applicants and employees. We do this without regard to race, color, national origin, sex , sexual orientation, gender identity, age, pregnancy, childbirth or related medical conditions, ancestry, physical or mental disability, marital status, political affiliation, religious practices and observances, citizenship status, genetic information, veteran status, or any other basis protected under applicable federal, state, or local law. 

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