The Commercial Lead, On-Site Media leverages new and existing client/customer opportunities to expand revenue and improve EBITDA by working cross-functionally to impact contract pricing and terms, aligning them with key business objectives. This role engages with teams responsible for defining, launching and supporting a product line, such as product strategy, product marketing, business planning and development, launch readiness, and sales and client/customer support to gain deep knowledge and to ensure financial accountability of products.
Additionally, the Commercial Lead, On-Site Media works closely, and collaboratively, with Sales, IT, Customer Success, Account Management, Finance and Legal on key areas such as business processes, workflows, product pricing, contracting, etc.
Primary Accountabilities:
Revenue (40%)
Understand key business drivers for market adoption, revenue growth, and operational expense; leverage contracting opportunities to ensure growth in revenue and EBITDA.
Create and manage ongoing contract state analysis for existing contracts and prioritize opportunities for the advancement of key deal terms.
Generate product line financials and proposals in partnership with Finance and Legal.
Represent the business needs to Finance and participate in financial modeling.
Assist with the contracting process by participating at every stage with internal and external stakeholders.
Influence sales and customer success/client service teams to ensure the best possible contractual terms for all parties.
Set strategies and lead the planning and execution of new contracts and contract renewals for the product line.
Identify revenue gaps and develop strategies and processes to close the gap.
Strategic Influence (30%)
Serve as the business expert on account optimizations, coordinating with account management and sales.
Conduct client/customer research in partnership with sales and customer success/client service teams to ensure the voice of the customer is being captured and communicated within the business unit.
Actively influence the product roadmap, specifically related to new and next initiatives that drive the product line results based on VOC.
Contribute to overall business and product planning processes.
Evaluate new ideas for their ability to support organic growth and align with current strategies.
Cross Functional Leadership (30%)
Train and coach sales, account management, ad operations and solutions management on best practices.
Build case studies and insights to drive incremental growth.
Collaborate with Product, Solutions Management, Marketing, Finance and Legal on key business processes and decisions.
Attend client meetings to provide consultative recommendations.
Required Qualifications:
Bachelor’s degree in business, marketing, analytics or related field; MBA or Master’s in Business Analytics preferred.
4-6 years of related work experience in onsite and offsite media monetization, working within an onsite and offsite retail media network developing strategy and tactics to increase ROAS, client satisfaction and overall retailer monetization.
Demonstrated success working in sales, customer development, brand marketing within a retail grocery, consumer package goods manufacturer or other related company.
Ability to perform detailed analysis using qualitative and quantitative data sets to produce actionable insights.
Strong verbal, written communication, presentation skills and demonstrated comfort with presenting to customer and various internal stakeholders.
Capable of leading or influencing a cross-functional team.
Proficient in Google Suite, Microsoft Office and Retail Media Networks (Amazon, Criteo, CitrusAd etc.)
Individual Competencies:
Analytical and Critical Thinking: Ability to tackle a problem by using a logical, systematic, sequential approach.
Problem Solving: Gathers and analyzes information to generate and evaluate potential solutions to problems, issues and challenges while weighing the accuracy and relevance of the facts, data and information.
Influential Communication: Fosters open communication, speaks truthfully and with one voice through clear and consistent messages, listens to others and values all opinions while acting in a respectful manner to influence an outcome, impact, or effect, and responds appropriately to concerns of others.
Effective Execution: Translates broad conceptual understanding of the company's strategy into a tactical plan of how it will happen including who will take on which tasks in what sequence, how long those tasks will take, how much the tasks cost, and how each task affects subsequent activities.
Business Acumen: Understands and is aware of how to think about and successfully make the right business decisions through the utilization of industry-specific knowledge and skills and strategic thinking tools and skills.
The physical demands described here are representative of those that must be met by an associate to successfully perform the major job responsibilities (essential functions) of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the major job responsibilities. This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job. Duties responsibilities and activities may change, or new ones may be assigned at any time with or without notice.
While performing the duties of this job, the associate is:
Regularly required to use hands to finger, handle or feel objects, tools or controls, and reach with hands or arms.
Regularly required to talk or hear and read instructions on a computer monitor and/or printed on paper.
Regularly required to view items at an extremely close range and must be able to adjust and readjust focus.
Occasionally required to remain in a stationary position.
Occasionally: Job requires this activity up to 33% of the time
Frequently: Job requires this activity between 33% - 66% of the time
Regularly: Job requires this activity more than 66% of the time
As an Inmar Associate, you:
Put clients first and consistently display a positive attitude and behaviors that demonstrate an awareness and willingness to listen and respond to clients in order to meet their short-term and long-term needs, requirements and exceed their expectations.
Treat clients and teammates with courtesy, consideration and tact; you also can perceive the needs of internal and external clients and communicate effectively with the objective of delighting and retaining the client.
Build collaborative relationships and work cooperatively with others, inside and outside the organization, to accomplish objectives, develop and maintain mutually beneficial partnerships, leverage information and achieve results.
Set and attain achievable, yet aggressive, goals with a sense of urgency and accountability.
Understand that results are important and focus on turning mission into action to achieve results following the principles of agile, dynamic execution while consistently complying with quality, service and productivity standards to meet deadlines and exceed expectations by giving our clients the best possible outcome.
Support a safe work environment by following safety rules and regulations and reporting all safety hazards.
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We are an Equal Opportunity Employer, including disability/vets.
