Dentsu is a modern marketing solutions company. We are champions for meaningful progress and we strive to be a force for good—for our people, for our clients, for the industry and for our society. We keep our people at the center, creating space for growth, understanding and learning so they can thrive. We embed diversity, in our mindset, in our solutions and in our teams to empower an inclusive, equitable and culturally fluent environment. Building this culture within our teams makes us better collaborators with each other and with our clients, driving better outcomes for all.

The Integrated Commercial Client Lead (ICCL) is accountable for the one dentsu relationship across service lines (media, creative and CXM). As the ICCL, you will be a 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 Service Line 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:

1. 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
  • Support the development of actionable and achievable plans to drive growth and profitability across the dentsu Service Lines / Master Service Sets
  • Create objectives that monitor and track the delivery of great work while staying within staffing and financial budgets agreed with clients
  • Assist in the identification and analysis of areas where operational efficiencies or automation could improve the delivery of dentsu services and assets better, faster, and more profitably
  • Identify opportunities to improve and deliver on profitability and working capital benchmarks
• Consolidate and review client performance and delivery metrics and financials and then review with Integrated Client Lead to empower data driven decisions.

2. 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.

3. As defined in the respective client RACI business process, lead or support operational and financial management across service lines and within service 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)

4. 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:
  • Salesforce opportunity monitoring and change communications
  • Monthly flash revenue forecast and commentary by dentsu brand
  • Quarterly client profitability commentary by dentsu brand (report from dentsu central FP&A team)
  • Partner with markets to aggregate and report effort against planned staffing to support external client reporting and internal in-life cycle commercial management
  • Understand the portfolio capacity and utilization of resources
  • Any and all other reporting necessary to track and facilitate the achievement of Key Account Plan objectives
• Understand all active client pricing methodologies and leveraging them to ensure dentsu attains the most value for its services
  • Perform risk/reward analyses around new pricing models to be proposed ensuring both growth and margin targets are considered
• Continuously monitor and assess services provided within all brands to identify potential operational efficiencies to improve margin (including offshoring)

5. 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
  • Maintain self-monitoring assessments and regular compliance reporting across the entire client team network
  • Communicate interpretations of commitments outlined in client service agreements with each local market client and financial teams ensure consistent contract compliance
• Centrally manage contract compliance audits by client auditors, in conjunction with Contracts and Compliance Team.

6. 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:

• Service Line Commercial teams
• Service Line CFO’s
• Integrated Global and Regional Client Leaders
• Brand & Service Line 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 Service Line and cross functional discussions to ensure arrival at the best solution for dentsu and not any one internal group

7. 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)

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

Part of Dentsu Group, Dentsu International is a network designed for what’s next, helping clients predict and plan for disruptive future opportunities and create new paths to growth in the sustainable economy. Dentsu delivers people-focused solutions and services to drive better business and societal outcomes. This is delivered through five global leadership brands - Carat, Dentsu Creative, dentsu X, iProspect and Merkle, each with deep specialisms.

Dentsu International’s radically collaborative team of diverse creators unifies people, clients and capabilities through horizontal creativity to help clients create culture, change society, and invent the future.

Powered by 100% renewable energy, Dentsu International operates in over 145 markets worldwide with more than 46,000 dedicated specialists, and partners with 95 of the top 100 global advertisers. www.dentsu.com

The anticipated base salary range for this position is $113,000-$174,500. Salary is based on a range of factors that include relevant experience, knowledge, skills, other job-related qualifications, and geography. Additionally, this position is eligible for discretionary incentive compensation. The company’s incentive compensation plan is subject to change. 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

Employees from diverse or underrepresented backgrounds encouraged to apply.
Dentsu (the "Company") is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee of the Company, on the basis of age, sex, sexual orientation, race, color, creed, religion, ethnicity, national origin, alienage or citizenship, disability, marital status, veteran or military status, genetic information, or any other legally-recognized protected basis under federal, state or local laws, regulations or ordinances. Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and/or certain state or local laws. A reasonable accommodation is a change in the way things are normally done that will ensure an equal employment opportunity without imposing an undue hardship on the Company. Please contact recruiting@dentsuaegis.com if you need assistance completing any forms or to otherwise participate in the application process or to request or discuss an accommodation in connection with a job at the Company to which you are applying.

Dentsu (the "Company") is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee of the Company, on the basis of age, sex, sexual orientation, race, color, creed, religion, ethnicity, national origin, alienage or citizenship, disability, marital status, veteran or military status, genetic information, or any other legally-recognized protected basis under federal, state or local laws, regulations or ordinances. Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and/or certain state or local laws. A reasonable accommodation is a change in the way things are normally done that will ensure an equal employment opportunity without imposing an undue hardship on the Company. Please contact dentsurecruiting@dentsu.com if you need assistance completing any forms or to otherwise participate in the application process or to request or discuss an accommodation in connection with a job at the Company to which you are applying.

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About dentsu international

Part of Dentsu Group, Dentsu International is a network designed for what’s next, helping clients predict and plan for disruptive future opportunities and create new paths to growth in the sustainable economy. Dentsu delivers people-focused solutions and services to drive better business and societal outcomes. This is delivered through five global leadership brands - Carat, Dentsu Creative, dentsu X, iProspect and Merkle, each with deep specialisms.

Dentsu International’s radically collaborative team of diverse creators unifies people, clients and capabilities through horizontal creativity to help clients create culture, change society, and invent the future.

Powered by 100% renewable energy, Dentsu International operates in over 145 markets worldwide with more than 46,000 dedicated specialists, and partners with 95 of the top 100 global advertisers.
www.dentsu.com

We are champions for meaningful progress and we strive to be a force for good—for our people, for our clients, for the industry and for our society. We keep our people at the center, creating space for growth, understanding and learning so they can thrive. We embed diversity, in our mindset, in our solutions and in our teams to empower an inclusive, equitable and culturally fluent environment. Building this culture within our teams makes us better collaborators with each other and with our clients, driving better outcomes for all.

Dentsu (the "Company") is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee of the Company, on the basis of age, sex, sexual orientation, race, color, creed, religion, ethnicity, national origin, alienage or citizenship, disability, marital status, veteran or military status, genetic information, or any other legally-recognized protected basis under federal, state or local laws, regulations or ordinances. Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and/or certain state or local laws. A reasonable accommodation is a change in the way things are normally done that will ensure an equal employment opportunity without imposing an undue hardship on the Company. Please contact dentsurecruiting@dentsu.com if you need assistance completing any forms or to otherwise participate in the application process or to request or discuss an accommodation in connection with a job at the Company to which you are applying.