Commercial & Operations Director, Asp

Overview:
**REPORTING TO**:
**Chief Commercial Officer, Asia, and TCCC-ASP Regional Business Director**

The client operations team at Ogilvy and WPP are responsible for developing the best internal commercial practice for our offices to manage specific client relationships that are held at both a Regional Ogilvy, WPP and Local Agency level. They look at the client relationship across a portfolio of agencies, advising on how to consolidate the agency relationships to deliver more horizontality across the network.

This team deliver general best practice and policies to be delivered across all agencies and clients. They also provide an internal resource to advise on anything commercial from payment terms to client negotiations.

**Responsibilities**:
You will be responsible for:

- Partnering with Regional Business Director
- Managing the relationship with procurement across time zones/regions
- Collaborating with WPP Commercial and Operations team to continue to set up the TCCC account operationally in Ogilvy: This includes:

- Establishment and implementation of ways of working in regions and local offices
- Partnering with Regional Business Director, WPP Commercial Team and OU Leads to create a fully integrated and connected project ecosystem that enables forecasting and reporting
- Operationalizing the TCCC Commercial model which includes a bonus/malus based on quantifying and delivering saving targets YOY, against a baseline. The baseline is made of all the 2021 SOW, which is to be dissected and codified.
- Drive network adoption of TCCC Tools and Systems and training on the same
- Support regional and local delivery leadership across the region to provide guidance around project estimate vs charter pricing variances and to ensure accurate project estimation.
- Partner with Regional Commercial Team to centralize scope tracking and client spend
- Support local market Commercial Leads ensure PO compliance and validation net sales forecast
- Continuously monitor utilization, profitability, fees, and scope of work boundaries
- Support Regional Client Lead in identifying and centralizing new revenue opportunities and ensure accurate forecasting
- ** Client Engagement**
- Working with client procurement teams
- Managing relationship governance across some of the TCCC ASP Markets
- Negotiating models and remuneration across specific service offerings
- To jointly develop and deliver best practice and training across agencies and client teams
- Lead/support in the creation & implementation of new client systems used to support the relationship
- Preparing relevant analysis to be shared with the client
- ** Operations**
- Ensure operating and governance models are implemented in compliance with TCCC contract and in accordance with Ogilvy profitability.
- ** Analysis**
- Preparing analysis of agency client information across TCCC (Data types: revenue, margin, scopes, pricing, client value/savings & pipeline)
- Providing commentary on trends or movements
- Support or lead on preparation of reports and presentations for executive management
- Liaising with agencies to investigate anomalies
- Reviewing legal entities for most efficient invoicing to TCCC and analyzing any potential tax charges/isseus
- Ensuring all PO’s are issued and Agency invoicing is on time and accurate

Qualifications:

- Client-facing - has experience liaising and negotiating with clients and client procurement
- Experience implementing new ways of working and delivery models
- Understands the finance function, but is not necessarily a “numbers” person
- 10+ years of industry knowledge and experience, ideally in different disciplines
- A good understanding of the different commercial models applied across different capabilities
- Good operational understanding of how we deliver services, ideally across disciplines
- Used to working with multiple stakeholders
- Strong analytical skills

**Core skills**
- Strong relationship building skills
- Comfortable leading or supporting on negotiations (internal & external)
- Flexible, being able to manage in a less structured environment
- Clear and strong communication and presentation skills
- Strong analytical skills
- Operational understanding - to be able to help build and train on operational models
- Comfortable leading through influence and persuasion across a matrix of stakeholders.