Global Commercial Director

Job Description:

Dentsu is an integrated growth and transformation partner to the world's leading organizations. Founded in 1901 in Tokyo, Japan, and now present in over 145 countries and regions, it has a proven track record of nurturing and developing innovations, combining the talents of its global network of leadership brands to develop impactful and integrated growth solutions for clients. Dentsu delivers end-to-end experience transformation (EX) by integrating its services across Media, CXM and Creative, while its business transformation (BX) mindset pushes the boundaries of transformation and sustainable growth for brands, people and society.

Role Purpose

The purpose of the Commercial function within dentsu is to drive profitable growth and mitigate risk across both new and existing client business. The team's primary focus is on Global Clients, which are mainly the largest international clients in the Media Practice.

The role of the Commercial Director is to be the dentsu commercial lead, accountable for delivering the commercial team goals on a selection of existing Global Clients, potential Global Client new business pitches and dentsu internal projects.

This is a new role being added to the team to focus primarily on a large client in the luxury sector.

Key Responsibilities

• Own the commercial strategy (development and execution) which informs how dentsu approaches commercial matters with the client:
  • For pitches this would include creation of pitch winning, innovative & bespoke commercial models which are tailored to the needs of a specific client.
  • For existing clients this would include delivery of anticipated level of profitability.
• Lead discussions with clients on commercial terms and challenges. This includes ownership of any negotiation strategy and leadership of negotiations of key commercial and contractual terms.
• Ensure all elements of a client deal (including profitability) are in line with dentsu policy and have received the appropriate approval.
• Ensure all elements of a client deal are understood by the relevant area of the business, including briefing markets on commercial teams to ensure contract compliance.
• Collaborate closely with other areas of the global team:
  • Client Presidents: partner with client presidents to ensure that commercial relationship with the client is healthy (client happy and dentsu profitable)
  • Amplifi (media investment): partner with Amplifi to understand the opportunities and risks associated with our media price and quality commitments.
  • Legal team: partner with the legal team to ensure client contract accurately reflect the commercial relationship and minimise risk to dentsu.
  • Finance: partner with the finance team to manage the client's requests around payment terms and understand the client profitability.
  • New business: ensure robust commercial input into pitches.
• Partner with teams in local markets as required.
• Lead, manage and review the work of more junior members of the commercial team to ensure client and internal requirements are delivered. This includes pitches where more "hands-on" input is required.
• Manage escalation of any commercial issues to dentsu leadership.
• Drive process improvement for both new businesses pitches and existing clients.
• Work on internal projects within the Commercial Function team.

Experience Required

• Proven experience in a similar role within a media agency.
• Candidates without direct experience should demonstrate the following:
  • Strong understanding of media industry dynamics.
  • Success in leading commercial client relationships, including remuneration and contract negotiations.
  • International work experience, preferably in a global, matrixed organization.
  • Proven ability to deliver projects, such as pitches, under tight deadlines while managing competing priorities.
  • Interaction with senior business leaders, including creating and presenting proposals to address opportunities or challenges.
  • Accountancy, legal, or similar qualifications/training are a plus.

Skills and Attributes Required

• Commercial Acumen: Ability to assess scenarios, identify opportunities and risks, and balance business priorities (e.g., financial, legal, and client considerations) to develop effective strategies.
• Leadership & Influence: Proven ability to command respect, lead teams, and persuade stakeholders to adopt a course of action.
• Problem Solving: Capable of both strategic (big-picture) and detailed thinking to develop innovative commercial solutions.
• Financial Literacy: Solid understanding of financial principles.
• Communication & Presentation: Strong verbal and written communication, with excellent presentation skills.
• Negotiation & Persuasion: Skilled in influencing and driving outcomes.
• Adaptability: Comfortable managing competing priorities and navigating ambiguity.
• Team Leadership: Ability to lead and mentor junior team members.
• Collaborative Approach: A self-motivated team player who thrives under pressure.

What we offer

• This is a permanent role.
• This role will be based in our London office where we currently operate under hybrid working arrangements.
• As well as a competitive salary, you'll enjoy a benefits package that you can tailor to your needs.

Inclusion and Diversity

Our diverse and inclusive culture enables our employees to bring their whole selves to work and be proud of doing so. For us, this is the foundation for great innovation which, in turn, generates better outcomes for our people, partners and communities. This is why we encourage applications from people with disabilities, and of all ages, nationalities, backgrounds and cultures.

We are happy to discuss flexible and agile approaches to working for all our roles - we can't promise we will be able to offer you everything you want or need but we do promise to discuss it with you openly and honestly. If you have any reasonable adjustment needs arising from a disability or medical condition to fully participate in the recruitment process, please discuss this with our recruitment teams.

Location:
London

Brand:
Global Functions

Time Type:
Full time

Contract Type:
Permanent]]>