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
