Regional Client Lead - Performance Focus

Operating Company

MediaCom

Job Title

Regional Account Director, Dell CSB EMEA

Department / Team

Dell CSB

Reporting To

Regional Account Director, EMEA

Location

London

Clients

Dell CSB EMEA (initially)

About The Dell Account

MediaCom runs the Dell account globally, with our global team based in NY and regional teams in London (EMEA), Singapore (APAC), LATAM and NA (Miami, NY, Toronto).

Dell Technologies is the main corporate identity, and then the business is split into two main units, Commercial (large corporate IT solutions) and CSB (Consumer and Gaming audiences, plus Small Business).

Dell has an incredible portfolio of products and brands, including XPS - the highest awarded laptop at CES a number of years running, Alienware – which delivers cutting-edge speed and innovation to gamers and professional e-sports teams, and much more.

It is a top 3 account for MediaCom globally and is a prestigious and well-regarded partnership we are very proud of. Client feedback is regularly excellent, and it is a long-standing partnership which extends across WPP (with VMLY&R and Wunderman Thompson).

The EMEA CSB Team

Based primarily in London, but with support from our local MC offices where appropriate, we provide end-to-end services for Dell, from strategy to planning to buying across all media (including Amazon) to analytics and research/insight. We have dedicated staff across all those areas, plus search and display planner/buyers within the team, and our extended team includes local market talent, social, programmatic and creative colleagues.

Dell's largest markets are UK, France and Germany, plus we support across Sweden, Netherlands, Spain and Switzerland to various levels of investment.

The Role

As the European account lead for Dell CSB, the role is responsible for the leadership of the central team in London, and guidance to our local market support teams. The scope of the central team includes senior client relationship management, strategy development, centralised planning and buying of the majority of media budgets including all digital, plus local market governance.

The role includes management of a senior leadership team consisting of market Business/Planning Directors, a Digital Director, an Analytics Director, Strategy Director and local market senior contacts.

There is a strong digital, data and performance marketing ethos to both the client and the central MediaCom team, that comprises around 50 FTEs across those disciplines.

The successful candidate must be confident in senior client relationship management, digital and data led planning and agency team operations and commercial management. The candidate for the role would ideally have a range of client and category experience (including technology / gaming), demonstrating strong analytical capabilities and the strong emotional intelligence and gravitas to lead matrix clients and agency teams.

The fast moving, agile nature of the technology and gaming category means that Dell CSB requires strategic long-term thinking combined with e-commerce performance solutions. The ability to understand and toggle between these modes is a significant plus. The central client comprises a Regional EMEA Marketing leader, plus and a team of local marketing directors and their teams, primarily UK, FR, DE and SE.

Key Deliverables:

1. Work with the Global Account Director, overall EMEA Regional Account Director and supporting specialists (strategy, analytics, digital) to set and deliver the macro vision and strategy to support and evolve Dell CSB “go to market” processes and planning, including:
   • Strategic approach audience engagement
   • Quantification of the value of longer-term advertising
   • Demonstrating effectiveness beyond “last-click”, and how we connect with Dell’s own business information to drive growth
   • Educating Dell teams in how advertising works to enable more integrated conversations at Dell
   • Omnichannel strategy (Dell sells directly plus via retail and e-retail)
2. Provide day-to-day management of the needs of the Dell EMEA Marketing Director and their local Marketing Directors
3. Manage and inspire your senior leadership team to deliver successful and efficient solutions across account management, planning, reporting, best practice sharing and market insight
4. Manage and develop your central account senior team to ensure both career and personal development, in line with MediaCom’s People First philosophy
5. Connect with and activate all relevant MediaCom product service teams from Planning to Creative Systems, Systems Intelligence to Execution to maximise the successful MediaCom footprint of services to Dell
6. Guide the ever-evolving media mix to ensure both media spend is effectively managed for maximum ROI and brand effectiveness, and demonstrate successful innovation
7. Manage the direction of Dell CSB’s media output pan-EMEA, building consistent processes and approaches while being considerate of local nuance
8. Support the translation of data-driven insights into growth opportunities, recommendations and actions
9. Deliver operational excellence in our processes and how we work with Dell, making sure we maintain the right balance of weekly delivery through to annual strategy

About You

We are looking for a seasoned client leader, ideally someone who has a genuine passion for technology and gaming. Someone who has the appetite, drive and emotional intelligence to be able to confidently and effectively lead this account across the EMEA region. Someone who is able to simplify complexity, define operational excellence, build a culture of thought leadership through data led analysis and most of all have a proven history of growing client business through robust, targeted and integrated media KPI’s.

The Regional Account Director will bring credibility to the role in terms of their technical and operational knowledge including strategic skills, media channel strategy, account performance and optimisation; networking and collaboration skills, client management and interpersonal skills, people management and communication skills, accuracy of financial management and reporting.

This is a large P&L, with over 50 staff to lead and have overall responsibility for.

Skills, Behaviours and Experience Required/Preferred

• 10yrs + media agency experience in both strategic and performance environments
• Strong analytical skills
• A depth of experience in client management and matrix organisation management
• Experience of the latest digital media solutions, from Amazon to programmatic, Influencers to Social, but be able to think and represent across the whole media mix, including TV, outdoor, sponsorship, partnerships and beyond
• Strong knowledge of eCommerce
• An understanding of the right strategic balance between eCommerce and brand investment, and the quantification of those strategies
• Have demonstrable experience of running large pieces of business across either a market, regional or global remit
• Be a confident interpreter of data and insight
• Have exceptional client relationship building skills
• An ability to lead multiple internal stakeholders at all levels across multiple disciplines
• An active interest in the gaming and technology space (preferred)

ABOUT MEDIACOM

Welcome innovators, initiative takers and instigators.

We are 8,500 of the world’s leading media communications specialists, in 125 offices, across 100 countries.

We have a global client roster that’s the envy of our peers. Adidas, Coca-Cola, Mars, P&G, PSA, Richemont, Shell and Sony to name but a few.

We help brands unlock growth through media. We do this using our Systems Thinking approach to data, technology and creativity and design communication strategies that build brands and generate sales. We’re part of WPP, the world's largest marketing communications services group, which gives us access to the richest data sets and most robust benchmarks in the business.

All this has helped us become the first network to hold the big six Media Network of the Year titles concurrently.

But the real secret to our success is simple (and not really a secret). It’s our People First, Better Results philosophy.

We know that when we invest in our people, we’ll deliver better results not only for them, but also for our clients.

We also know that talent comes in all shapes, sizes, genders and ethnicities. That’s why our agencies are open environments that celebrate difference.

Do you want to work with smart, creative, enthusiastic people? So do we.

Welcome to MediaCom