Commercial & Operations Director, Asean & South

**REPORTING TO: Chief Commercial Officer, Asia, and Client 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.

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

- Partnering with the Regional Business Director of a key Ogilvy client
- Managing the relationship with client procurement across time zones and regions
- Collaborating with WPP Commercial and Operations to continually optimize the key client account operationally in Ogilvy: This includes:

- Establishment and implementation of ways of working in regions and local offices
- Partnering with the Ogilvy Regional Business Director and WPP Commercial Team to create a fully integrated and connected project ecosystem that enables forecasting and reporting
- Continuing to operationalize the client’s commercial model, including establishing and negotiating pricing.
- Drive network adoption of client 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 to ensure PO compliance and validation of 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
- Cross region collaboration and oversight.
- **Client Engagement**
- Working with client procurement teams
- Managing relationship governance across the 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 client contract and in accordance with Ogilvy profitability.
- **Analysis**
- Preparing analysis of agency client information across the client (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 client and analyzing any potential tax charges/issues
- 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, finance processes and workflow
- 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)
- An agile operator that knows when and how to pivot within this 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.