Commercial Director EMEA

Wunderman Thompson

Department: Finance

Location: London, United Kingdom

Who we are:

At Wunderman Thompson we exist to inspire growth for ambitious brands. Part creative agency, part consultancy and part technology company, our experts provide end-to-end capabilities at a global scale to deliver inspiration across the entire brand and customer experience.

We are 20,000 strong in 90 markets around the world; our people bring together creative storytelling, diverse perspectives, inclusive thinking, and highly specialized vertical capabilities to drive growth for our clients. We offer deep expertise across the entire customer journey, including communications, commerce, consultancy, CRM, CX, data, production, and technology.

Who we are:

Wunderman Thompson is a creative, data and technology agency. We are built to inspire growth for our clients with breakthrough creativity that helps our clients succeed. We are in a unique position to deliver growth based on three fundamental principles: we see the world differently and reject conventional thinking; we have an unbounded definition of creativity that can rethink business, culture, and brand experiences; we act decisively and accountably, owning delivery end-to-end.  

Wunderman Thompson Health, a division of Wunderman Thompson, works with companies to build world-class healthcare and pharmaceutical brands among medical professionals and consumers, with a transmedia storytelling approach that covers print, digital and television broadcast media, medical education, sales force presentations and managed access strategies.

The role:

The EMEA HQ Commercial Director reports into the Chief Commercial Officer, EMEA and is part of the HQ commercial team; this role primarily manages strategic commercial outcomes for a markets and capabilities of clients, is involved in pitching in a lead or support/advisory capacity and is a trusted advisor to a roster of markets and capabilities on commercial matters. She/he is supported by a team coordinator as well as a commercial analyst who frees up her/his time by managing assignments both internally and externally, such as data management, revenue, scopes, pricing & client savings.

She/he works closely with markets and capabilities (tech and commerce, data, production/studios, consulting etc.) as a trusted business partner, with EMEA based GCL, with fellow commercial teams in other regions and at WPP, with Finance and Global finance, with the Global client team and with clients marketing procurement teams.

What you’ll do:

Growth and margin protection

  • Works closely with the markets and capabilities owners on their key, strategic pitches and provide senior commercial advisory on pricing strategies, commercial models, remuneration including tax and FX, procurement engagement and negotiation roadmaps, to ensure financial targets are met and value is realised; guides and steers finance teams on costing, works with the markets and capabilities owners to align the commercial storytelling, and provides input and guidance on commercial slides and documents
  • Ensures that risk is adequately managed via contracting (MSA) with appropriate commercial terms and compliant legal terms; ensures that the types of contracts entered are proportionate to the opportunity and its scope
  • Where opportunities are led regionally/globally, personally provides all the above, leveraging the EMEA/global HQ teams for support
  • Protects revenues and margins, by centralizing and managing category management initiatives led by client marketing procurement such as efficiency program requests, volume and/growth rebates, (re)negotiation of commercial terms, following a pre-established value and escalation matrix; these discussions might be channeled via the regional team, global team, and WPP

Market and capability partnership (including related Finance teams)

  • Becomes the go-to and escalation point on commercial and contractual matters, whether to strategize how best to engage on an opportunity, consult, trouble shoot; develops a respectful and trust-based relationship; for contract matters, liaises with the legal EMEA team promptly
  • Following the guidance from the EMEA HQ Commercial Director, works to implement, disseminate, and coordinate initiatives and BP for their markets and capabilities and runs monthly team meetings; manages the commercial community among their markets and capabilities, ensuring that they are continuously trained, and that their overall commercial acumen grows under their guidance
  • Facilitates collaboration between markets and capabilities when opportunities are shared; promotes a collaborative mindset and team behaviours, encouraging teams to leave ego and logos at the door; arbitrates disputes

T30 commercial management

  • Coordinates and ensures process adherence and timely delivery from the commercial partners for all inputs required (budget, RF, growth plans etc.) and takes part to global meetings and forums
  • Oversees the delivery of key commercial milestones of each of the T30, identified via the commercial planner provided by the T30 Global commercial lead, to ensure opportunities are realized
  • Regularly reviews financial performance of T30 accounts with commercial partners to ensure corrective actions are in place where contribution margin is an issue, working with the global team
  • Personally, leads one or several T30, either in phase of steep growth or requiring a mature and sophisticated commercial partner or WPP led/operating across several locations

Commercial operations

  • Provides market rates to markets and capabilities owners, using the Vault, and provide inputs for updates for EMEA as requested by the EMEA HQ regional Commercial Director
  • Supports the EMEA HQ Regional Commercial Director with the establishment of the commercial operations, by leading a diverse range of initiatives, ranging from transformation, efficiencies, to systems and trainings, all related to commercial excellence and either led by global or by regional
  • Partners and collaborates with other commercial teams in WT and across WPP to build a seamless and efficient organization

Who you are:

  • Ideally, 10 years’ experience in a similar role
  • Sets high professional standards, proudly represents WT values, and models behaviours, represents the business with clients
  • High fluency with numbers and an in-depth prior experience managing key commercial processes such as rate development, costing, pricing, scoping, and mapping, and other financial concepts without necessarily engaging personally with client/procurement on these outputs
  • Strong appetite to leverage the above experience and work with various ‘bottom up’ prepared by markets and capabilities teams; desire to focus on converting outputs into outcomes and take these across the line with clients via negotiation or as part of a commercial process
  • Either a commercial finance background, an operational background or a strategist with experience managing commercial in a pitch process
  • Experience in negotiating and engaging with Procurement; well versed to key negotiation concepts and proficient in managing value claiming and value creation negotiations OR very keen to quickly grow in these areas; genuine aspiration to incrementally become client facing
  • Experience working across a network with a big picture mindset; organised, robust project management skills
  • Builds relationships with people from diverse backgrounds & expertise, in a short amount of time; establishes credibility promptly internally and with clients
  • personable and approachable; enjoys developing others, coaching, and mentoring
  • Works well under pressure, can balance and integrate interests and incentives from multiple parties, not just their own, into their thinking; understands concessions and compromises when working on global multi discipline processes; values simplicity
  • High level of cultural fluency

What you’ll need:

  • Business Partnering; Business Growth; Finance; Operations; Costing; Pricing; Scoping; Commercial Acumen; Tenders & Negotiation; Procurement Engagement; Contract Management; Network management

What you’ll get from us: 

No two days are the same, the scale and diversity of work keeps us energised and there is no shortage of new opportunity. In amongst this, we’re also always searching for ways to do things better, and how to grow our transformation and indeed, disruption, opportunities with clients.

The health and wellbeing of our employees is high on our agenda, so you’ll be able to join wellness activities such as weekly yoga and take advantage of our benefits including private health care, Employee Assistance Programme, and cycle-to-work scheme.

At Wunderman Thompson, we are committed to actively building a diverse, equitable and inclusive workplace where everyone feels welcomed, valued, and heard, and is treated with dignity and respect.  As leaders and creative partners across industries, it is our responsibility to cultivate an environment reflective of our greatest asset, our people. We believe that this commitment inspires growth and delivers equitable outcomes for everyone as well as the clients and communities we serve.

Wunderman Thompson is a WPP agency.  For more information, please visit our website and follow Wunderman Thompson on our social channels via Twitter, Facebook, LinkedIn, and Instagram.  

We rely on legitimate interest as a legal basis for processing personal information under the GDPR for purposes of recruitment and applications for employment. 

 

At Wunderman Thompson, we are committed to actively building a diverse, equitable and inclusive workplace where everyone feels welcomed, valued and heard, and is treated with dignity and respect.  As leaders and creative partners across industries, it is our responsibility to cultivate an environment reflective of our greatest asset; our people. We believe that this commitment inspires growth and delivers equitable outcomes for everyone as well as the clients and communities we serve.

Wunderman Thompson is a WPP agency.  For more informationplease visit our website and follow Wunderman Thompson on our social channels via Twitter, Facebook, LinkedIn, and Instagram.  

Note: We rely on legitimate interest as a legal basis for processing personal information under the GDPR for purposes of recruitment and applications for employment.

When you click the "Submit Application" button below, this will send any information you add below to Wunderman Thompson. Before you do this, we think it's a good idea to read through our Privacy Policy. This explains what we do with your personal data when you apply for a role with us, and, how you can update the information you have provided us with or how to remove it.

When you click the "Submit Application" button above, this will send all the information you have added above to Wunderman Thompson. Before you do this, we think it's a good idea to read through our Privacy Policy. This explains what we do with your personal data when you apply for a role with us, and, how you can update the information you have provided us with or how to remove it.