Commercial Director, APAC

Job Description Role Purpose: To lead and oversee development of commercial proposals for new business opportunities and existing client contract renewals for Asia Pacific region. Leading the delivery of compelling, innovative and integrated commercial submissions that will resonate with clients and provide a long term commercially viable model for Publicis Media.

Key Responsibilities:

Coordinate all Publicis Media capabilities into innovative and competitive commercial proposals, connecting our approach to media pricing and core business media planning and buying terms

Establish a collective responsibility across key APAC markets for our commercial approach

Explore and create new, sustainable, revenue streams for Publicis Media

Seek out and drive commercial appointments for other Groupe Solution Hubs

Establish a global database for media pricing and for commercial terms, ensuring a consistent approach

Develop new commercial models, in particular monetization for platforms and value based pricing

Working with legal, be accountable for the development and agreement of Media Service Agreements (MSAs)

Ensure consequent network understanding of global and pan-regional MSAs to facilitate contract compliance

Educate the network around development of commercial proposals and negotiation skills

Build connections with Regional Leadership including CEO/CFO, PM CEOs/CFOs across APAC markets to educate regional clients, and inform on existing client contract negotiations

Develop relationships with the procurement community and intermediaries

Lead, design and organise a commercial team to deliver against above role goals

Resources, Partners and Direct Reports: This role is based in Singapore and will report directly to APAC CEO of Publicis Media Exchange. Functional reporting to Global CCO, and in close collaboration with Head of Commercial EMEA. Global Commercial community, Regional and Local CFOs are key strategic partners. PM, PMX and Business Development leads are also key partners (internal stakeholders leading new business opportunities). Re:Sources legal and treasury are key partners - this role should be responsible for building a strong collaborative relationship with this team.

Success Metrics and KPIs: Revenue conversion on new business pitches, Retention rate on existing business, Improvement in key client contribution margin, Subjective assessment of contribution to development of commercial proposals, including sustainability over extended period, improved investment insight and price benchmarking.

Qualifications Core Competencies: Functional expertise – Has the functional and technical knowledge and skills to do his/her job at a high level of accomplishment, in line with his/her position in the organization and his/her seniority. Has a good command of the field. Must be comfortable with finance systems & excel formula (VLOOKUP/ SUMIF/ Pivot tables) and commercial contract law. Knowledge of commercial contracts terms and fee propositions are essential. Excellent communication skills - especially when seeking alignment with leadership team and dealing with colleagues where English is not their first language. Client focus - dedicated to meeting the expectations and requirements of external and internal clients; get first-hand information and uses it for improvements in product services; acts with clients in mind; Results orientated - Is action oriented and full of energy for the things he/she sees as challenging; not fearful or acting with a minimum of planning; seize opportunities and is very bottom-line oriented; steadfastly pushes self and other for results. Teamwork, proactivity, attention to detail and ability to meet deadlines is very important. Experience Required: Good knowledge of Excel, Word, Powerpoint. Commercial background, commercial negotiation experience advantageous. Previous experience in a similar global/regional commercial role desirable. Excellent communication skills.

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