Publicis Groupe

Company Description

Publicis Media is one of the four solutions hubs of Publicis Groupe, alongside Publicis Communications, Publicis Sapient and Publicis Health. Harnessing the power of the modern media landscape to drive one-to-one consumer engagement at scale, Publicis Media creates value for clients through global media agency brands and scaled capabilities across investment, strategy, insights and analytics, data and technology, commerce, performance marketing and content.

Publicis Media is comprised of Starcom, Zenith, Digitas, Spark Foundry, and Performics, powered by digital-first, data-driven global practices that together deliver client value and business transformation. Publicis Media is committed to helping its clients navigate the modern media landscape and is present in more than 100 countries with over 23,500 employees worldwide.

TRUST: Trust is the cornerstone upon which we build our relationships. We hold ourselves to the highest standards of how a partner should behave. We treat our people and our clients with respect, transparency and honesty.

TALENT: This is first and foremost a people business. We are committed to ensuring Publicis Media is a destination for the best talent in our industry. We value people as individuals, growing ourselves as we grow our client’s business.

TRANSFORMATION: True transformation comes when we stop managing change, and instead initiate change. We believe in our purpose to be the admired force for business transformation. We believe that focusing on performance and results has the power to transform client business.

Job Description

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

Qualifications

Core Competencies:

• Functional expertise – Has the functional and technical knowledge and skills to do his/her job at a high level of accomplishment, in line with his/her position in the organization and his/her seniority. Has a good command of the field. Must be comfortable with finance systems & excel formula (VLOOKUP/ SUMIF/ Pivot tables) and commercial contract law. Knowledge of commercial contracts terms and fee propositions are essential.
• Excellent communication skills - especially when seeking alignment with leadership team and dealing with colleagues where English is not their first language.
• Client focus - dedicated to meeting the expectations and requirements of external and internal clients; get first-hand information and uses it for improvements in product services; acts with clients in mind;
• Results orientated - Is action oriented and full of energy for the things he/she sees as challenging; not fearful or acting with a minimum of planning; seize opportunities and is very bottom-line oriented; steadfastly pushes self and other for results.
• Teamwork, proactivity, attention to detail and ability to meet deadlines is very important.

Experience Required:

• Good knowledge of Excel, Word, Powerpoint
• Commercial background, commercial negotiation experience advantageous
• Previous experience in a similar global/regional commercial role desirable
• Excellent communication skills