This is a sales quota carrying role. To lead and drive sales for the Retail Media business (demand side) within Dentsu Bharat by acquiring and developing new client relationships, exceeding sales targets, and establishing Dentsu as a market leader in this space. Will start as an IC role and can grow to a PM according to the performance of the individual.

• Actively engages and maintains relationships with the Director, Media and Team Lead Client Operations and key partners across all brands
• Assesses the role of the team in serving client needs including relevant measures and Service level agreements (SLAs) where appropriate
• Leads performance reporting and governance to support performance goals and continuous improvement activities to make operations more effective for clients and businesses
• Leads in implementing a continuous improvement culture to achieve improved media client operations in coordination with Media and Performance Operations leadership
• Leads shared service team in running root cause analysis and problem-solving activities
• Manages campaign timelines and deliverables in coordination with internal and external partners to ensure that appropriate materials are received and/or distributed correctly
• Drives the highest levels of financial control across Media Client Operations
  Manages the annual performance review and goal setting process for direct reports

New Business Development

• Identify, qualify, and pursue new business opportunities with new endemic and non-endemic brands who are wanting to transform their brands in Retail Media
• Develop and execute strategic sales and account plans to penetrate target markets and acquire new clients.
• Build and maintain strong relationships with key decision-makers at both retailer and advertiser levels.
• Understand competitive analysis to identify new opportunities and stay ahead of industry trends.
• Develop and present compelling proposals and presentations to prospective clients.
• Negotiate and close deals that meet revenue and profitability targets.

Client Management

• Build and maintain strong, long-term relationships with existing clients.
• Proactively identify client needs and develop customized solutions to address those needs.
• Manage client expectations and ensure client satisfaction.
• Collaborate with internal teams (e.g., strategy, solutions, operations, creative & ) to ensure seamless campaign execution.
• Monitor campaign performance and provide regular client updates to delivery and operations teams

Market Intelligence

• Stay abreast of the latest industry trends, technologies, and competitive developments in the Retail Media space.
• Share market insights and best practices with the wider team.

Innovation & Product Development

• Collaborate with tech / data / product and innovation teams to develop new and innovative Retail Media solutions.
• Provide valuable client feedback to inform product development and improvement.

Key Performance Indicators (KPIs)

• Revenue targets: Achievement of individual revenue targets.
• New client acquisition: Number of new clients acquired every month – quarter – annually
• Client retention rate: Retention rate of existing clients.
• Customer satisfaction: Client satisfaction scores based on surveys and feedback.
• Market share: Growth of market share within the Retail Media space.
• Proposal win rate: Success rate of proposals presented to prospective clients.

Required Skills & Experience

• 10-15 years of experience in digital advertising, media sales, or a related field.
• Proven track record of success in exceeding sales targets and acquiring new business.
• Strong understanding of the Retail Media landscape, including key players, trends, and technologies.
• Deep understanding of the digital advertising ecosystem, including programmatic, social, and search.
• Excellent communication, presentation, and interpersonal skills.
• Strong negotiation and closing skills.
• Ability to build and maintain strong client relationships.
• Strong leadership and mentorship skills (if applicable).
• Proficiency in data analysis and interpretation.
• Bachelor’s degree in business, marketing, or a related field.
• MBA preferred.

Values

• Client-centric: Prioritize client needs and build long-term relationships.
• Results-oriented: Focus on achieving measurable and impactful results.
• Collaborative: Work effectively with cross-functional teams.
• Innovative: Continuously seek new opportunities and explore innovative solutions.
• Integrity: Maintain the highest ethical standards in all business dealings.