Associate Director

This job is with JCDecaux, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.

This role is responsible for building and maintaining professional and profitable relationships with key Media Agency accounts, and their associated clients, identifying new business opportunities with new and existing advertisers, developing creative opportunities, and establishing and handling sales deals generating maximum revenue for the Company. As a member of the airport management team you will also be accountable for the performance, development and growth of the Account Planner.

What you'll be doing...

Commercial

• Identify and Maximise key sales opportunities within new and existing Media Agency as well as building up a book of senior level contacts Client Direct.
• Proactively source new areas for future business development including programmatic revenue
• Grow a comprehensive understanding of advertisers' business and media objectives.
• Be an ambassador on behalf of our business ensuring JCDecaux is perceived as the brand market leader
• Devise Client development strategies, sales reporting, and revenue forecasts to hit pre-determined revenue targets.
• Own relationships through the line (client and agency) with specific Media Agency accounts to influence activity towards the OOH market and to JCDA specifically, and to ensure proactive pitching to Media Agencies is effective and drives revenue via specialists.
• Influence and encourage at senior level to bring revenue into Airport from other media and ensure that the Company is perceived as a brand leader.

Team Contributor

• Work closely with Head of Agency and Client Sales and Marketing to deliver the best representation for owned accounts.
• Ensure CRM is used daily to handle appointments and communications
• Forward-thinking, creative and innovative member of the team to influence planning decisions.
• Adhere to and advocate wider adoption of the established business and commercial policies, and enabling processes and governance to achieve our business strategy.

Leadership

• Actively support the Account Planner to develop skills and experience in order to progress their career within the organisation
• An innovator who can encourage colleagues and clients to bring new revenues in from other media.
• Collaborate with departments to establish best business practice and maximize revenue
• Understand the impact of business and media trends in order to establish best business practices for JCDecaux Airport ; Understand the impact of business and economic developments on the media landscape
• Influence and encourage at senior level to bring revenue into Airport from other media and ensure that the Company is perceived as a brand leader.
• Influence strategy and goals in own area based on business needs and priorities in the medium to long term, translating these into strategies, objectives and actions.
• Be a ambassador for JCDecaux Airport at both Media Agency and Industry events.
• Acts in place of/on behalf of the Group Head- Client & Agency when required, both internally and externally
• Foster a culture that delivers collaboration, innovation, creativity and autonomy across the team.

Sales Generation

• Strategic problem solver who can encourage colleagues and clients to bring new revenues in from other media and supports the diversification of the customer base across multiple agencies and organizations.
• Provide feedback, sales leads, and standard process methods to colleagues taken from client meetings and conversations.
• Focus efforts and time on the development and performance of the Agency business and development of client direct contacts. May be required to spend a minority of time with other organizations (e.g. Specialists) to support and enable Agency performance.

Capabilities

Sales Expertise

• Internally and externally recognised as the best in class sales person in Airport with expert negotiation and closing skills and has an understanding of multimedia channel planning and buying-in order to influence the direction of spend with direct clients.
• Aware and up to date with the market and competitor media landscape (across media channels) to challenge the status quo and increase JCDecaux Airport's revenue growth.
• Confidently engaging with senior level agency and client contacts to evangelize the airport environment and influence media buying decisions.

Proactive Approach

• Handles own time on key objectives and proactively works to improve the performance of the department and business and look for and remove (or reduce) constraints on getting things done optimally
• Develop effective medium to long-term project plans for own area.
• Promote an agile approach and reduce ineffectiveness or inefficiency so that aims are achieved most successfully.
• Anticipate skills, knowledge and behaviors required of role and continuously seeks to learn and develop these.

Communication and interpersonal skills

• Encourage others to work effectively with people with diverse styles and backgrounds
• Technical contributor that creates formal networks internally and externally, i.e. part of a formal industry network
• Explain/ present creative ideas clearly and with passion and to build support for ideas through persuasion and consensus-building.
• Negotiates effectively to achieve the desired outcome in complex situations

Thinking and Problem Solving

• Develops and refines innovative solutions to problems
• Develops and shares innovative ways; considering the wider impact and implications for the business
• Makes timely and sound decisions regarding complex issues
• Works with the Group Head- Client & Agency to Influence strategy and goals for the wider team based on business needs and priorities to deliver on key strategic objectives.
• Supports implementation of change

A little bit about you...

Qualifications and Experience

• Experienced in media (and preferably digital and OOH media) trading and management
• Shown in-depth sales generation, negotiation, and account leadership skills and experiences, preferably within the digital and OOH media marketplace.
• In understanding business, financials, products/services, the market, or the needs/challenges of assigned accounts

Proven capability/experience to:

• Develop colleagues' and customers' understanding of airport proposition
• Someone who the rest of the team looks up to in the management and delivery of customer campaigns from objective translation into booking and through to implementation
• Success working with moderately sophisticated sales or account management processes
• Working directly with clients in a consultative process to influence further down the sales funnel
• Effectively engaging in partnerships and pitching that encompasses both client and agency representation

A little bit more about us...

• We believe in building a diverse and inclusive culture and positive employee experience.
• We are One Team, more than just ourselves.
• We are customer first, we understand, and help solve our customers' problems.
• We Test & Learn, we are empowered to learn and grow, unafraid of change.
• We choose to care, we are committed to doing the right thing, the right way.

It's really important to us that we give as much to our colleagues as they give to us.

Our latest Belonging Survey showed that our colleagues feel valued and listened to as we continue to build an environment where everyone can thrive, grow, belong and be their authentic selves.

We believe that diversity of thought, experience and background provides the platform for great creativity,

We are committed to equal employment opportunities regardless of race, colour, ancestry, religion, national origin, sexual orientation, age, citizenship, marital status, disability or gender identity.

About our recruitment process....

1. You find or get sent this job advert, read it, and feel like you're you'd be a great addition to the JCD family.

2. You send in your application to let us know you're interested.

3. We see your application, get excited, and give you a call.

4. You'll meet us twice, depending on the role prepare a presentation and we'll get to know each other.

5. You'll begin your journey with us, were excited to support and develop you throughout you career.

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