About the position
The VP, Commercial Finance is accountable for building and maintaining the one dentsu relationship across practices (media, creative and CXM) and global geographies on key existing and new logo clients. You will be partner to and support the account leads in building and nurturing commercially healthy accounts through the creation of measurable and achievable cross dentsu growth, operational improvement, and profitability-focused key account plans. The role 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. The VP, Commercial Finance spearheads the commercial agreements, reporting and general day-to-day activities from both a commercial and financial standpoint. The role supports the account leads on all commercial and financial deliverables to the clients, including reporting, reconciliations and staff plan reviews. The role works closely with the various team leads across the organization, our Practices, and the sister agency finance teams to ensure financial and commercial elements of the client relationship are communicated, tracked, monitored, and managed. The VP will work directly with the client leads in various global regions and is responsible for managing the financials across multiple brands who service the clients. A key part and major success factor for this role will be the ability to use these relationships to resolve cross Practice, cross agency and cross functional discussions to ensure the arrival at the best solution for dentsu as a network and not any one internal group. This is both on existing client relationships and in leading new logo pitch pursuits.
Responsibilities
- Understand the terms of the client relationship and architect ways to drive growth and improve profitability over time.
- Lead client negotiations of contracts and service agreements.
- Support the account leads with preparation of annual scope negotiations, analysis, and executive presentations, including the management of client staffing plans.
- Lead pricing discussions and best practices, including working to remodel commercials to better fit client forward needs and market conditions.
- Support business re-organization and integration of multiple brands.
- Work closely with the client leads, markets, and sister agencies in the U.S. and globally where needed to ensure consistent contract compliance.
- Ensure we are contractually compliant and accurate on all committed reporting, including but not limited to staff utilization and AVB reporting.
- Develop, maintain and distribute ad-hoc reports and financial models as needed.
- Provide proactive analytical support and other ad hoc financial analyses to the business leaders.
- Track and review Global Client Profitability.
- Track and review major revenue forecasts (Budget and RFs).
- Own management of pipeline opportunities within our CRM system (Salesforce).
- Improve processes on reporting and build a 'Center of Excellence' on select initiatives.
- Champion the commercial narrative and storytelling in new logo pitches.
- Develop innovative pricing models with clear and concise messaging.
- Understand and address client needs through commercial response.
- Support the roll-out of commercial initiatives across the Americas.
- Develop and maintain relationships with colleagues across the dentsu network related to financial and commercial processes and deliverables.
- Build, nurture and sustain strong client relationships across multiple client Procurement and Finance touchpoints.
- Work with Global Operations Lead to provide support on scope interpretation and scope management.
- Partner with the legal team to ensure client contracts accurately reflect the commercial relationships and minimize risk to dentsu.
- Work directly with client teams to ensure revenue tracking systems are up to date.
- Work closely with the client teams to stay abreast of changes and modifications to client budgets.
- Be approachable and solution-oriented when presented with problems/issues by staff and team.
- Break down problems and issues into critical parts which can be resolved.
- Maintain and display high ethical standards including confidentiality, discretion, and exemplary judgment.
Requirements
- 10-15 years' experience in a commercially focused client finance role including support of innovative pricing models.
- Experience successfully managing a team.
- Understanding of client support / relationship management.
- 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) including a strength in developing clear and concise narratives.
- 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.
Nice-to-haves
- Experience in an international agency network.
- Experience in a professional marketing services environment.
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- 401(k) matching
- Paid time off
