Commercial Director

We’re the world’s leading data, insights, and consulting company; we shape the brands of tomorrow by better understanding people everywhere. Worldpanel provides brands and retailers with a unique, 360-degree understanding of consumer behaviour across the globe. We are shopper-centric, continuously monitoring the purchase and usage behaviour through the largest omnipanel in the world. With unparalleled datasets, pioneering technology and expert analysts, we partner with brands and retailers of all sizes, empowering them to reimagine what’s possible, and change the landscape to create a better, healthier, more sustainable and inclusive world. Job Details Job Title: Commercial Director (reporting to Managing Director) Purpose: We are looking for a candidate with strong Client Management background and strong people management skills to reinforce our presence in the Indonesia by enhancing our service and our client base. The goal is to continue the strong double-digit growth of Kantar Worldpanel in Indonesia, through the on-going development of a strong local servicing team, the development of contracts/negotiations with local and global clients, and the implementation of a successful commercial strategy. Experience: 16+ years relevant (client/agency) experience, with high level management, communication, business insight and commercial management experience. Fluent in English. Responsibilities/Accountabilities Client Relationship

• Devise and implement sales strategies to grow client base and revenue in Indonesia
• Build and manage the relationship with all clients, directs all accounts in portfolio, including account plans
• Closely monitor client satisfaction and to minimize risk to Kantar Worldpanel business
• Define material/arguments to explore complex client issues in presentations and genuinely bring insightful contributions to client projects
• Capable of presenting to very senior audiences
• Represent clients ‘internally’ with Ops team also balancing the client requirements with ensuring operational consistency both locally and regionally
• Personally identify opportunities and lead pitches for high ticket projects, talking about our advanced solutions with credibility and expertise.
• Undertaking negotiations with accounts, with support from management as required.

Financial Management

• Own the delivery of revenue for the Client Service team
• Manage the annual budget setting process
• Take the lead in orchestrating and delivering contract renewals, personally managing major competitive pitches when required and ensuring that no contracts are lost in anything but exceptional circumstances
• Lead your team to identify revenue gaps and plans for closing these over the course of the year, ensuring achievement of budget is always top of mind.
• Be responsible for maintaining the profitability of clients in own portfolio (in terms of revenue per head), allocating resource appropriately and pushing back on excessive demands even in the context of a competitive pitch.

Service Development

• Champion relevant new Worldpanel tools and services and drive the introduction of these into client businesses.
• You will have the ability to pitch all Worldpanel services and should ensure that the revenue growth from Expert Services outstrips that of the core service
• Clearly establish where our services are at risk and defensive actions which need to be taken, influencing at board level to secure support and investment as required.
• Clearly establish where there is potential for our services to increase share and the actions which need to be taken to realize this, influencing at board level to secure support and investment as required.
• Regularly seek input from clients about the ongoing relevance of our services in relation to their changing priorities ensuring these are recognized by the senior team and future opportunities are identified in good time.
• As part of the senior management team ensure that the Worldpanel strategy implementation plans for your part of the business are suitably prioritized, are achieved and remain appropriate in changing business conditions.
• Lead the implementation of one or more region/global wide initiatives as identified by the Worldpanel strategy

Analysis & Strategic Insight

• Manage high profile or revenue generating projects making sure that key milestones are hit, particularly where expert resource from outside of the client service team is involved.
• Seek out new insight from colleagues, making sure that clients are exposed to our best and latest thinking on key topics.
• Where relevant introduce Kantar experts to clients to boost Worldpanel’s reputation as a thought leader.
• Engage with the Worldpanel Innovations team to make sure new developments will be relevant to your clients and, as appropriate, identify partner clients to jointly pilot new techniques.
• Deliver thought leadership in your area of expertise, making sure that you develop and communicate new intelligence on key topics to Worldpanel colleagues and the wider industry.

People Development

• Manage the large Client Service of over 50 people
• To ensure the strong focus on developing the team to deliver the best service to their respective clients
• Identify the high potential people and ensure good career development and retention for them
• Ensure that Inclusion and Diversity agenda of Kantar is adhered to

Country Indonesia Why join Kantar? We shape the brands of tomorrow by better understanding people everywhere. By understanding people, we can understand what drives their decisions, actions, and aspirations on a global scale. And by amplifying our in-depth expertise of human understanding alongside ground-breaking technology, we can help brands find concrete insights that will help them succeed in our fast-paced, ever shifting world. And because we know people, we like to make sure our own people are being looked after as well. Equality of opportunity for everyone is our highest priority and we support our colleagues to work in a way that supports their health and wellbeing. While we encourage teams to spend part of their working week in the office, we understand no one size fits all; our approach is flexible to ensure everybody feels included, accepted, and that we can win together. We’re dedicated to creating an inclusive culture and value the diversity of our people, clients, suppliers and communities, and we encourage applications from all backgrounds and sections of society. Even if you feel like you’re not an exact match, we’d love to receive your application and talk to you about this job or others at Kantar.