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Group Account Director
Dentsu Aegis Network
London, , United Kingdom
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Job Introduction
The purpose of the role of Group Account Director [GAD] is total optimisation of costs, revenue, resources and workflow across a cluster of Vizeum Global Clients.
This person will:
• Own senior client relationships (in conjunction with the Global Client President where applicable) and be responsible for creating the strategic vision for the Client as well as the delivery of the appropriate business plan. This will include galvanising the Vizeum network and the Dentsu Aegis Network operating model around both the objectives of the client and the business. Leading the clients advance and competitive edge in the digital economy.
• Lead the entire unit team to deliver business value for all clients in the client cluster, leveraging Vizeum products and services, and driving the Dentsu Aegis Network commercial agenda.
• Motivate and inspire their whole team whilst having a positive cultural impact within Vizeum Global that unites and drives a Vizeum Global culture across the agency.
Role Responsibility
The GAD will be responsible for the following areas for their cluster of clients.
• Client Vision – Develop the strategic vision and plan for the client that delivers their business objectives, which is proactively shared with the team and cascaded through their plans and objectives. The strategic vision/plan for the client should challenging client and status quo, providing a strong POV on where the brand(s) and client(s) should be heading.
• Thought Leadership - Thought Leadership: opinion leader with regards to the media & marketing industry, able to identify and talk about key trends relevant to clients.
• Managing budgets – delivery of cost to revenue ratio and agreed financial targets for the operating unit; with input and guidance from the client president when appropriate.
• Managing the business – delivery of the full end to end leadership of the business (in conjunction with the Global Client President where applicable).
• Relationship management – ownership of the senior client relationships and the relationship strategy with the client and are truly the first point of contact. Responsibility to effectively manage Internal stakeholders (client president/CEO) when needed so issues are highlighted and resolved effectively through strong upward management.
• Proactive client development – delivering against specific global cross sell and upsell opportunities with the client as defined by the client president.
• Network client team management – building an integrated and motivated cross market team around the clients objectives and culture.
• Local team resourcing – ensure that the local market teams are skilled and resourced appropriately for that client, supporting with up-skilling as required and that contractual obligations are being met.
• Talent mobilisation – ensure the right mix of skills and talent exist within the team and that the team have clearly defined roles and responsibilities; embrace the diversity agenda.
• Central team resourcing – build a strong central hub to both lead client relationships and mobilise local markets.
• Commercial edge – own, manage and report commercial targets within the budget and other financial processes.
• Local and global new business – leadership of relevant new business initiatives in conjunction with the New Business and Marketing team and relevant client president.
• Team Management – drive a high performance culture in the team; own the delivery of Performance reviews including development plans for the team; proactive identification and management of performance issues (with support from HR); career mapping of senior team members and proactive talent and succession planning, to ensure minimal employee turnover.
• Global media partnerships – identify the strategic role for global media partnerships and ensure team is mobilised to deliver this.
• Global new business – lead relevant new business initiatives as and when required.
The Ideal Candidate
Client Relationship Management
• Negotiation skills: ability to lead and close a negotiation to meet strategic objective and adapt style depending on situation and stage of negotiation.
• Relationship-builder: thinks and acts proactively to create regular contact opportunities; shares information, experience and insight with client to build trust and mutual respect; aims to attain position of Trusted Advisor to client.
• Expert understanding of the impact of each area of the Dentsu Aegis Network business on your clients’ businesses.
• Ability to navigate the operating model: proactively reaches out to make connections in the other operating companies.
• Strategic thinking: demonstrates excellence in strategic approach, including presenting innovative solutions to client challenges.
Commercial Acumen
• Full understanding of budget management and the financial mechanics of running a large client team.
• The ability to see situations from a commercial perspective.
• Thorough understanding of business models and trends, particularly within the client sector.
• Know your clients: Thorough knowledge and understanding of their key drivers i.e. clients’ culture, business objectives and media strategy, appetite for innovation, in short what they want and need, and how they work.
• Spot the threats and opportunities ahead for clients.
• See the connection between which services we currently offer them and opportunities to drive the cross and upsell pipeline.
Media and Product Skills
• Deep knowledge of all Dentsu Aegis Network services.
• Thorough understanding of marketing, media and communications concepts, models, skills, practices, tools, frameworks, etc.
• Holistic view of BOE media.
• Strong understanding of holistic digital media concepts, propositions, Dentsu Aegis Media digital services.
• Excellent analytical ability, ability to analyse numerical data and pull out reasonable and rational conclusions to underpin innovative strategic plan.
Communication
• Creates a collaborative culture within team and within the wider Dentsu Aegis business;
• Presentation skills; must be able to present to senior level clients and peers;
• Influencing skills and diplomacy; ability to listen, manage different individuals and tailor your approach to suit needs.
Self-awareness and organisation
• Resilient: adopts energised and enthusiastic approach even when under pressure.
• Project management skill: creates plan for delivery of work to deadlines with clear milestones and risks and mitigating actions identified; follows up key deliverables to ensure timely delivery.
• Handles conflict/adversity keeping emotions in check and with an ability to express self without anger or frustration.
• Strong personal impact and capacity to inspire diverse groups of people.
• Team
• Ability to galvanise others and to get the best out of people with different motivations and skillsets.
• Demonstrates a coaching style of leadership, comfortable giving praise and constructive feedback, sets clear objectives for team which cascade down from top.
• Removes barriers and obstacles which could hinder results and creates the conditions for others to succeed.
• People management: sense of ownership in carrying out direct reports’ reviews and giving feedback.
• Shares information: understands how much to share and when, ensures team have all the information they need to be accountable for their objectives.
• Ability to handle difficult and sensitive conversations with direct reports.
• Delegates, checking in for support where necessary.
• Listens actively.
About the Company
Vizeum is a new generation agency created for the new era of media: a convergent world where consumers and content come together, in real time, on platforms and devices; a global world massively impacted by digital technology which is totally reshaping the environment that brands and people live in. We have grown to 78 offices in 56 countries.
Vizeum has recently won global pitches for IKEA, Huawei and 21st Century Fox in the US, pitch wins based on innovative solutions and strong cultural alignment. Our global vision is to ‘Accelerate Business Growth Through Media’.
We are looking for a highly motivated and experienced Group Account Director to join us and lead the business on a wide range of exciting clients such as Honda, VF, IKEA, Commerzbank and Pernod Ricard, as part of a high achieving team.