Commercial Director Jobs

Who are Kantar?

Kantar, backed by Bain Capital, is the world’s leading data, insights and consulting company. We understand more about how people think, feel, shop, share, vote and view than anyone else. Our insights colleagues are experts in human understanding. With expertise covering brand, innovation, creative, media, commerce and customer experience, they help clients define what brands should stand for, how to redefine and renew their offer, how to connect with audiences and how to win with consumers and customers.

Job Title: Commercial Director (reporting to Managing Director)

Purpose: We are looking for a candidate with strong Client Management background and strong people management skills to reinforce our presence in the Indonesia by enhancing our service and our client base. The goal is to continue the strong double-digit growth of Kantar Worldpanel in Indonesia, through the on-going development of a strong local servicing team, the development of contracts/negotiations with local and global clients, and the implementation of a successful commercial strategy.

Experience: 16+ years relevant (client/agency) experience, with high level management, communication, business insight and commercial management experience. Fluent in English.

Responsibilities/Accountabilities

Client Relationship

• Devise and implement sales strategies to grow client base and revenue in Indonesia
• Capable of presenting to very senior audiences
• Represent clients ‘internally’ with Ops team also balancing the client requirements with ensuring operational consistency both locally and regionally
• Personally identify opportunities and lead pitches for high ticket projects, talking about our advanced solutions with credibility and expertise.
• Build and manage the relationship with all clients, directs all accounts in portfolio, including account plans
• Define material/arguments to explore complex client issues in presentations and genuinely bring insightful contributions to client projects
• Closely monitor client satisfaction and to minimize risk to Kantar Worldpanel business
• Undertaking negotiations with accounts, with support from management as required.

Financial Management

• Manage the annual budget setting process
• Be responsible for maintaining the profitability of clients in own portfolio (in terms of revenue per head), allocating resource appropriately and pushing back on excessive demands even in the context of a competitive pitch.
• Own the delivery of revenue for the Client Service team
• Lead your team to identify revenue gaps and plans for closing these over the course of the year, ensuring achievement of budget is always top of mind.
• Take the lead in orchestrating and delivering contract renewals, personally managing major competitive pitches when required and ensuring that no contracts are lost in anything but exceptional circumstances

Service Development

• Clearly establish where there is potential for our services to increase share and the actions which need to be taken to realize this, influencing at board level to secure support and investment as required.
• Lead the implementation of one or more region/global wide initiatives as identified by the Worldpanel strategy
• As part of the senior management team ensure that the Worldpanel strategy implementation plans for your part of the business are suitably prioritized, are achieved and remain appropriate in changing business conditions.
• Clearly establish where our services are at risk and defensive actions which need to be taken, influencing at board level to secure support and investment as required.
• Regularly seek input from clients about the ongoing relevance of our services in relation to their changing priorities ensuring these are recognized by the senior team and future opportunities are identified in good time.
• Champion relevant new Worldpanel tools and services and drive the introduction of these into client businesses.
• You will have the ability to pitch all Worldpanel services and should ensure that the revenue growth from Expert Services outstrips that of the core service

Analysis & Strategic Insight

• Where relevant introduce Kantar experts to clients to boost Worldpanel’s reputation as a thought leader.
• Engage with the Worldpanel Innovations team to make sure new developments will be relevant to your clients and, as appropriate, identify partner clients to jointly pilot new techniques.
• Deliver thought leadership in your area of expertise, making sure that you develop and communicate new intelligence on key topics to Worldpanel colleagues and the wider industry.
• Seek out new insight from colleagues, making sure that clients are exposed to our best and latest thinking on key topics.
• Manage high profile or revenue generating projects making sure that key milestones are hit, particularly where expert resource from outside of the client service team is involved.

People Development

• To ensure the strong focus on developing the team to deliver the best service to their respective clients
• Identify the high potential people and ensure good career development and retention for them
• Manage the large Client Service of over 50 people
• Ensure that Inclusion and Diversity agenda of Kantar is adhered to

At Kantar we have an integrated way of rewarding our people based around a simple, clear and consistent set of principles. Our approach helps to ensure we are market competitive and to support a pay for performance culture, where your reward and career progression opportunities are linked to what you deliver.

We go beyond the obvious, using intelligence, passion and creativity to inspire new thinking and shape the world we live in. Apply for a career that’s out of the ordinary and join us.

We want to create an equality of opportunity in a fair and supportive working environment where people feel included, accepted and are allowed to flourish in a space where their mental health and wellbeing is taken into consideration. We want to create a more diverse community to expand our talent pool, be locally representative, drive diversity of thinking and better commercial outcomes.

At Kantar, the diversity of our employees provides a richer environment for our employees and broader depth and breadth of thinking for our clients. Kantar is committed to inclusion and diversity; therefore, we welcome applications from all sections of society and do not discriminate on the basis of age, race, religion, gender, pregnancy, sexual orientation, gender identity, disability, marital status or any other legally protected characteristics.

If this sounds like you, apply now!