Commercial Director

BRAND: Starcom
Job Function: Client Management
Location: London, United Kingdom
Experience Level: Specialist
Workplace Type: Hybrid

Company description

With a history that dates back over 80 years,Starcom is a global communications planning and media leader. We are an agency still grounded in our founding principle that people are at the centre of all we do. Each day, we apply this belief to harness the transformative power of data and technology to inspire and move people and business forward. With more than 7,000 employees in over 100 offices around the world, we are the flagship Publicis Media agency that uses our 'Power of One' business model, with teams that span multiple disciplines across clients such as Aldi, P&G, P&O Ferries, Primark, Samsung, Stellantis, and Visa.

We place a huge focus on our People and have driven flagship D&I and L&D programmes within Publicis Media; our goal is to help every individual reach their fullest potential and we encourage everyone to make "Brave Plays" in how they approach their work and their own career development. As a result, we have an exceptionally energised and committed talent base, all of us proud of our welcoming and supportive culture, as evidenced by our recognition as one of Campaign's Best Places to Work for three years in a row (2021, 2022 and 2023) and most excitingly, Media Week's Agency of the Year 2023!

Overview

The Commercial Director is charged with creating a win‑win commercial environment for Publicis Media and our clients. Reporting to the CGO/COO, you'll lead pricing strategy, contract negotiation and commercial modelling for new business and existing accounts. You will develop innovative fee structures and incentive models that enhance agency profitability while maximising client value.

You'll partner closely with agency brand heads, Finance and Legal to shape rate cards, RFP responses, pitch decks and ongoing contract governance. You'll also build relationships with procurement and intermediary communities, ensuring our commercial approach is competitive, transparent and dynamic.

Responsibilities

• Collaborate with the CGO on new‑business pricing frameworks and commercial propositions.
• Develop, maintain and update consistent rate cards in partnership with agency brands and client negotiations.
• Design innovative commercial models (performance‑linked fees, blended rates) that balance agency margins and client outcomes.
• Lead end‑to‑end contract negotiation, working with Legal to ensure business needs are embedded and contracts remain live documents.
• Craft clear, compelling commercial narratives and charts for pitch decks and written RFP responses.
• Build strong relationships with procurement teams, intermediaries and senior client finance contacts.
• Provide commercial counsel during renewal and upsell discussions, identifying value‑add opportunities.
• Monitor deal performance against margins and profitability targets; recommend adjustments and optimisations.

Qualifications

What are we looking for?

• Extensive experience in commercial or business development roles ideally within a media/creative agency.
• Deep understanding of P&L drivers, margin management and commercial modelling.
• Proven ability to negotiate complex contract terms with clients and procurement teams.
• Strong analytical skills; able to translate market trends and data into strategic commercial decisions.
• Excellent written and verbal communication - fluent in crafting clear, persuasive commercial narratives.
• Works effectively with Finance, Legal, Growth and agency leadership.
• Meticulous approach to contract terms, fee schedules and governance processes.

Prior experience in a fast‑paced media or marketing services agency environment

Additional information

Starcom has fantastic benefits on offer to all of our employees. In addition to the classics, Pension, Life Assurance, Private Medical and Income Protection Planswe also offer;

• WORK YOUR WORLD opportunity to work anywhere in the world, where there is a Publicis office, for up to 6 weeks a year.
• REFLECTION DAYS - Two additional days of paid leave to step away from your usual day-to-day work and create time to focus on your well-being and self-care.
• HELP@HAND BENEFITS 24/7 helpline to support you on a personal and professional level. Access to remote GPs, mental health support and CBT. Wellbeing content and lifestyle coaching.
• FAMILY FRIENDLY POLICIES We provide 26 weeks of full pay for the following family milestones: Maternity. Adoption, Surrogacy and Shared Parental Leave.
• FLEXIBLE WORKING, BANK HOLIDAY SWAP & BIRTHDAY DAY OFF You are entitled to an additional day off for your birthday, from your first day of employment.
• GREAT LOCAL DISCOUNTS This includes membership discounts with Soho Friends, local restaurants and retailers in Westfield White City and Television Centre.

Full details of our benefits will be shared when you join us!

Publicis Groupe operates a hybrid working pattern with full time employees being office-based three days during the working week.

We are supportive of all candidates and are committed to providing a fair assessment process. If you have any circumstances (such as neurodiversity, physical or mental impairments or a medical condition) that may affect your assessment, please inform your Talent Acquisition Partner. We will discuss possible adjustments to ensure fairness. Rest assured, disclosing this information will not impact your treatment in our process.

Please make sure you check out the Publicis Career Page which showcases our Inclusive Benefits and our EAG's (Employee Action Groups).