Strategic Accounts Leader

Job Title:
Strategic Accounts Leader

Reports to:
Head of Advertiser Strategy

Department:
Commercial (Advertiser Strategy)

Location:
London

Job Grade:
L1

DEPARTMENT DESCRIPTION

JOB PURPOSE

Reporting to the Head of Advertiser Strategy, the Strategic Accounts Leader will be a key member of the Channel 4's Sales Leadership team with responsibility for setting up a small, highly skilled team of verticalized Strategic Accounts Leads to strengthen, elevate and expand Channel 4 partnerships with C-Suite stakeholders across some of the UK's largest and most complex advertiser organisations.

The role will be instrumental in shaping and executing an advertiser-direct strategy, with a focus on driving long term revenue at scale through high value strategic partnerships, joint business plans and category-specific sales strategies.

The Strategic Accounts Leader will have responsibility for setting the pace and direction of the newly formed Strategic Accounts team, developing and implementing GTM initiatives that drive both significant and sustainable business growth.

They will be responsible for the design and execution of Joint Business Plans (JBPs), working in collaboration with the Head of Advertiser Strategy and broader Sales Leadership to create solutions across Channel 4's ecosystem to meet the evolving needs of the UK's largest advertisers.

KEY RESPONSIBILITIES

• Advertiser Sales Strategy & Execution
  : Own and lead Channel 4's strategic accounts strategy, creating and delivering an approach that aligns with broader business objectives and long-term commercial targets.
• Establish a strategic framework to identify and prioritise high potential advertisers, ensuring focus, tailored value creation and accountable progression through Annual Account Planning.
• Design, develop and execute Joint Business Plans (JBPs) that connect advertiser goals with Channel 4's multi-platform capabilities – with a focus on unlocking long term revenue growth, innovation and demonstrating effectiveness.
• Advertiser Relationship Development:
  Define and lead the execution of high-impact engagement strategies that strengthen relationships with C-Suite stakeholders and embeds Channel 4 Sales within the broader leadership and marketing ecosystems of advertiser organisations.
• Advertising Effectiveness
  : Champion the role of advertising effectiveness finding smart, insight-led ways to demonstrate the value of TV, Streaming and social channels according to business objective.
• Translate marketing objectives into measurable outcomes, using proxies, case studies and innovative measurement frameworks to build confidence and commitment.
• Work cross-functionally to develop strategies that reflect the unique needs and challenges of specific categories. Ensure insight and audience intelligence sits at the heart of advertiser partnership.
• Strategic Leadership & Innovation:
  Act as a key voice in shaping and influencing Channel 4 Sales strategic direction – collaborating with senior leads across Advertiser Strategy, Trading and Commercial Innovation teams to create and pilot market leading, client-centric solutions that support long term revenue diversification.
• Team Leadership:
  Recruit,
  lead and inspire a team of vertical Strategic Accounts Leads equipping them with the tools, frameworks and clarity to deliver exceptional advertiser engagement and revenue performance. Foster a high performing culture built on collaboration, accountability, innovation and continuous improvement.
• Performance & Growth Leadership:
  Own revenue performance across the Strategic Accounts team, regularly reviewing results, identifying risks and opportunities and course correcting where required. Ensure accountable progression and clear growth plans are in place.
• Collaboration and Commercial Connectivity:
  Work closely with Sales Leaders to ensure alignment and consistency, keeping all Agency stakeholders informed. Contribute actively to the broader sales leadership team – offering insight, challenge and strategic direction to help Channel 4 deliver a unified, best in class offering.
• Industry Leadership & Influence:
  Act as a senior ambassador for Channel 4 Sales within the advertising and marketing industry – representing the voice, values and vision of the brand in high profile forums, marketing leadership circles and industry events. Build meaningful relationships across the marketing ecosystem to ensure Channel 4 remains front of mind, trusted and respected as a market leading commercial partner.

ESSENTIAL EXPERIENCE & SKILLS

• We expect the candidate to have a wealth of experience in Marketing, Media Sales or Commercial roles (ideally within TV, digital media or integrated marketing), having operated in a senior position of Strategic Account Leadership or Category Development for a significant period of time.
• Experience must include team management with demonstrable success in building high performing teams.
• Proven track record of influencing and building rapport with CMOs and senior Marketing leaders.
• Established expertise in leading advertiser growth strategies, including the design and execution of Joint Business Plans (JBPs).
• Deep understanding of advertising effectiveness, with a proven ability to link campaign strategy to commercial outcomes in environments without direct access to performance data. This includes the use of insights, proxies and creative measurement strategies to build client confidence and long-term investment.
• Proficiency in CRM and revenue tracking systems (e.g. Salesforce, Microsoft Dynamics), with the ability to interpret data to drive strategic account planning, forecast performance and identify growth opportunities. Comfortable embedding CRM best practice to support consistency, accountability and commercial rigour.
• Comfortable operating in matrixed organisations and evolving commercial environments.
• Collaborative mindset with ability to align internal functions around shared client outcomes.
• Ability to instil a team culture of collaboration, accountability and excellence.
• Strong track record of
  coaching, mentoring
  , and performance management.
• Thought leader with strong industry visibility and influence.
• Passion for Channel 4's mission and values.

DESIRABLE EXPERIENCE & SKILLS

• Experience using Microsoft Dynamics and Power BI