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Commercial Director

4 months ago

London, United States Kantar Full time

Commercial Director

We are seeking a talented and experienced Commercial Director, a savvy commercial negotiator to join our Global Client Commercial Team, to help drive positive outcomes for Kantar. This is a challenging role incorporating commercial and financial acumen along with stakeholder management.

We are the world’s leading data, insights, and consulting company; we shape the brands of tomorrow by better understanding people everywhere.

KEY RESPONSIBILITIES

Provide financial and commercial support to the Global Client Leads (GCLs). Ensuring their views get reflected in the Budget/Reforecasting process, giving them an understanding of the performance and profitability of the client and managing working capital issues.

Lead all commercial & contract conversations with global and Kantar’s next tier international clients. Act as the main point of contact for Client Procurement on assigned global and international clients.

Partner with Global Client Leads in driving growth and financial performance improvement on global clients

Actively participate in Quarterly Business Reviews (QBR’s) with Chief Client Officer (CCO) as well as top to top client meetings.

Partner with Global Client Leads to develop annual plan and priorities for growing Kantar’s share of wallet with nominated global clients.

Be the main point of escalation for queries and/or unresolved contractual or commercial issues from around the Group for allocated global and international clients.

Escalate local market issues to Global Client Procurement where required such as adherence to MSA terms, working capital issues etc.

Get involved in large scale global pitches/RFPs, working alongside Global Client Leads, Client Service, Pricing and Finance teams.

Participate in and as appropriate initiate projects involving profit optimisation at a client, country & regional level, commercial/financial modelling on new product launches; working capital improvements.

Ensure that key internal stakeholders (GCLs, CFO and CCO) are kept up to date on any key Global Client issues, escalating for resolution where necessary.

Work alongside Kantar Legal to negotiate and implement Global MSAs; taking ownership of the commercial and financial and getting input from other areas of the business (IT, Operations, Client Service) where needed.

Grow commercial best practice with the Group through supporting on the creation of Group policies, creation and delivery of commercial training, development of materials on Commercial Team intranet site.

REQUIREMENTS

Significant (10+ years) hands-on experience of

leading

large (>$20m) client commercial negotiations is a key requirement, along with experience of commercial and pricing models, as well as reviewing commercial elements within agreements.

Commercial mind-set, the ability to analyse financial results including loss making work, growth opportunities and working capital, with a view to balance the business’s commercial interests with risk/compliance needs to achieve an optimal outcome.

Experience of working across multiple geographies in a matrix organization.

Excellent communication and influencing skills with external and internal stakeholders, both written and verbal; ability to harness a variety of in-person and virtual mediums.

Key team player with positive mind set and the ability to manage own workload /priorities, along with the ability to escalate for additional support or technical expertise when required.

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