Job Description: Commercial Director (UK)

Department: Commercial

Location: London, UK

Reports to: Chief Finance Officer (UK Group)

Role Summary:

The Commercial Director (UK) will be a key leadership figure within the UK Commercial team, responsible for driving revenue growth and margin expansion across the UK, managing a diverse portfolio of local and multi-national clients. This role requires a strategic, commercially astute, and innovative individual with a proven track record of success in developing and executing commercial strategies that challenge traditional commercial frameworks, favouring value-add, productised, and higher-margin yielding deals.

The successful candidate will have experience managing key accounts, leading high-performing teams, negotiating favourable contracts, and analysing financial data to inform strategic decisions.

The Commercial Director will partner closely with Managing Partners/Client Partners and Portfolio Leads who are responsible for client financial health, ensuring alignment between commercial activities and overall client relationship management. Crucial to this role is the ability to effectively collaborate with and manage procurement stakeholders within client organisations, showcasing and cross-selling VML's extensive and unrivalled set of capabilities.

The Commercial Director will also work closely with WPP Legal Counsel to negotiate and ensure compliance with all agreements.

They will work closely with the Chief Finance Officer to ensure alignment between commercial activities and financial objectives. They will play a crucial role in shaping the future of the company's UK operations and will be instrumental in achieving ambitious growth targets.

Key Responsibilities:

• Develop and implement the UK commercial strategy, aligned with the overall company strategy and financial objectives, to achieve revenue and margin growth targets across a portfolio of local and multi-national clients.
• Lead, motivate, and develop a high-performing UK commercial team, fostering a culture of best-in-class, innovation, collaboration, accountability, and continuous improvement.
• Identify and pursue new business opportunities with both local and multi-national companies, developing and nurturing key customer relationships to maximise revenue generation and profitability.
• Oversee the management of existing key accounts, ensuring customer satisfaction and retention across the client portfolio, while actively seeking opportunities to transition to higher-margin service models.
• Partner with Managing Partners/Client Partners and Portfolio Leads to develop account plans that align with client financial health and maximise revenue and margin opportunities.
• Collaborate with Managing Partners/Client Partners and Portfolio Leads to identify and mitigate potential risks to client relationships and revenue streams.
• Contribute to client relationship reviews, providing insights into commercial performance and identifying opportunities for growth and margin expansion.
• Develop and manage the UK commercial budget in collaboration with the Chief Finance Officer, monitoring performance against targets and taking corrective action as needed.
• Collaborate closely with other departments, including Marketing, Product Development, and Operations, to develop and deliver innovative, productised offerings that command higher margins.
• Develop and maintain strong relationships with key procurement contacts within the client portfolio, acting as a trusted advisor and demonstrating the return on investment of VML's higher-value services.
• Lead the negotiation of Master Services Agreements/Framework Agreements with key clients, working closely with WPP Legal Counsel to secure favourable terms and conditions.
• Ensure compliance with all contractual obligations and legal requirements.
• Lead the development of compelling proposals and presentations that showcase the value proposition of VML's services to procurement stakeholders, tailoring the approach to the specific needs of each client (local and multi-national).
• Provide accurate and timely market intelligence and competitor analysis to inform strategic decision-making, considering the nuances of both local and international competition.
• Represent the company at industry events and conferences, building relationships and promoting the company's brand and offerings (virtually or in-person as appropriate).
• Stay abreast of market trends and regulatory changes, adapting the commercial strategy accordingly.
• Prepare regular reports for the Chief Finance Officer on commercial performance, including key metrics such as revenue, profitability, and customer acquisition cost.

Desired Skills and Experiences:

• Bachelor's degree in Business, Marketing, Accountancy, or a related field.
• Ideally a qualified accountant (ACA, ACCA, CIMA or equivalent).
• Minimum of 10 years of experience in a commercial leadership role, preferably within a similar industry.
• Proven experience working with and influencing procurement stakeholders in a complex sales environment.
• Proven track record of success in developing and executing sales strategies, achieving revenue growth, and managing key accounts.
• Demonstrated experience analysing financial data, producing management information, and using this information to build and refine commercial strategies.
• Strong leadership and team management skills, with the ability to motivate and inspire high-performing teams.
• Excellent communication, negotiation, and interpersonal skills.
• Strong analytical and problem-solving skills, with a demonstrable understanding of financial principles.
• Proficient in Microsoft Office Suite and Analytical software.
• Experience working in a fast-paced, high-growth environment.

• Deep understanding of the UK market and competitive landscape.
• Established network of contacts within the industry, including procurement professionals.
• Experience with negotiation and sales techniques.
• Strong presentation and public speaking skills.
• Experience managing a diverse portfolio of clients, including both local and multi-national organisations.

Additional Information:

• This role is based in London with a 3-4 day per week office working requirement.
• A competitive salary and benefits package will be offered commensurate with experience.

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