Director of Client Services – Digital Media Director of Client Services – Digital Media
Salary Undisclosed / Full-time

London / Permanent

Conversant Media Posted 5 years ago 2017-10-31 2017-09-07 Expired

Location: Putney, London

Salary: Competitive + Bonus + Extensive Benefits

Reports to: Regional VP

Direct Reports: Account Directors/Account Managers/Account Executives


Conversant Media & Commission Junction are the world’s leaders in the delivery of 1:1 personalisation and Affiliate Digital marketing respectively. By utilising over 1 trillion daily buying decisions, we help our clients truly connect with their target audience


Creating the Age of Personalisation.

We’ve done what marketers have dreamed of for years, introduced a single platform that offers all the data, technology, insights and personalisation it takes to make true 1:1 communication real.

We couldn’t have done any of that without our team of superstars and a culture that celebrates each one of them. Individuals matter just as much within our walls as they do in the 1:1 marketing programs we create for clients. Here’s what we believe in at Conversant:

  • Ownership – We’re determined to make an impact – a big one – every day.
  • Integrity – We treat our clients, customers and co-workers with genuine respect.
  • Teamwork – We believe everything worthwhile is achieved through collaboration.
  • Innovation – The status quo bores us. Everyone is encouraged to think differently and invent relentlessly.

And this culture has driven our tremendous growth. Every day we work with more than 400 blue chip companies in providing powerful marketing solutions that drive stronger results than ANY competitor! It takes superstars to work here, and if that’s what you are, there’s no better place to make your mark!

Conversant & Commission Junction are committed to one simple but truly exciting principle: each person is different and every person matters. This mindset fuels everything we do for our clients and for each other. We do magic for our clients and we have fun doing it. If that sounds like your sort of place, we’d love to hear more from you.

Why work for us!

  • Share Option Purchase Scheme
  • Group Personal Pension Plan
  • 25 days holiday per annum
  • Cycle To Work Scheme and on site shower facilities
  • Private Medical Insurance
  • Season ticket loan
  • Health & Fitness reimbursement
  • Unlimited on-line Training and Development (including free business books)
  • Great opportunity for reward and recognition via our Pass It On Programme
  • Charity donation scheme and charity days
  • Childcare Vouchers
  • Competitive Company Maternity and Paternity Pay
  • Daily Free fresh fruit and Friday morning bagel breakfast
  • Discounts at shops and restaurants in Putney (up to 20% savings)
  • Several social events throughout the year

Role Description

Your focus will be on achieving results for the business while maintaining an atmosphere in your team for idea generation on innovation. In this role your responsibilities will include:

  • Setting the direction and objectives for advertiser development teams
  • Establishing a clear plan for YOY revenue growth
  • Securing account retention and negotiate contract renewals across the advertiser team
  • Liaising with advertisers at a senior level
  • Plan and allocate resources according to budgets and client SLAs
  • Accountability for results on a client and business level
  • Consult and participate in sales pitches as well as lead and develop client renewal pitches
  • Lead the implementation and roll-out of technology solutions across teams and clients
  • Develop a team of aspiring and talented Account Directors

Key attributes

  • Extensive experience within digital (5+ Years)
  • Extensive leadership experience
  • Extensive experience in relationship management
  • Intimate knowledge of affiliate marketing
  • Expertise in and knowledge of online marketing beyond the world of affiliates
  • A sense of urgency for achieving goals
  • Thrives on working on multiple projects simultaneously
  • Can generate ideas to solve problems creatively
  • Builds strong relationships at a senior level to influence client contacts.
  • Offers directive leadership to ensure that results are delivered
  • Delegates where necessary
  • Excellent presentation and written skills
  • High level of commercial awareness
  • Excellent negotiation skills
  • Positive outlook and proven ability to handle pressure


Key Performance Indicators

Brings deep affiliate knowledge and insights to the internal team and to clients

  • Has outstanding knowledge of affiliate
  • Understands KPIs in other online channels
  • Can articulate the value of CJ in the consumer decision journey
  • Can position CJ against indirect competitive solutions to secure non-traditional affiliate budget
  • Brings insights and knowledge levels to client discussions that indicate superior strategic insight and expertise
  • Plays a key role in training staff and developing best practices within the office

Structures the team and plans account time according to financial and commercial advantages

  • Leverages the BCG Portfolio Matrix to categorise accounts
  • Apportions AM time according to revenue opportunities
  • Looks for opportunities to convert borderline accounts into Stars or Cows

Communicates authoritatively and persuasively

  • Presents to an extremely high standard
  • Speaks with confidence and conviction when leading teams and communicating with advertisers
  • Delivers direction that is detailed, accurate, thoughtful and strategic  and rolls ups sleeves/digs in to ensure all results are met
  • Ensures communication from senior management is continuously and effectively conveyed so teams are clear on CJ's direction and priorities

Develops talent and builds high performance teams

  • Sets quarterly objectives to stretch and develop individual team members
  • Promotes a reward system with a high correlation between performance and reward
  • Works to develop the skills needed in Account Directors, identifies individuals in need of additional help or who should be repurposed/replaced
  • Ensures members of organization are clear on strategic intent, key business drivers, rationale, etc., so decision rights can confidently be delegated
  • Gets involved in the recruitment of new team members, defining attributes for the role and shortlisting strong candidates

Builds healthy portfolio relationships

  • Has regular client meetings and develops relationships with management above day to day contacts
  • Understands client goals and ensures goals are met
  • Ensures that QBRs convey results that champion affiliate marketing and its impact on a client's overall success

Builds long term value for CJ

  • Negotiates win-win agreements that maximise value to CJ
  • Staffs intelligently to manage costs according to capacity planning
  • Advises AMs on how to work with advertisers to exploit CJ's full network of publishers to deliver greater value

Leads by example

  • Has a positive attitude, respects others, a team player, helps others, builds positive working relationships up, down and across the organization
  • Is proactive and pursues goals with commitment and takes initiatives eagerly, taking ownership for success and failures

Follows through on commitments and responsibilities

  • Exhibits openness to new ideas, programs, systems and/or structure and can change his/her style to work best with others
  • Seeks out /uses knowable information/resources to make sound decisions that represent "good judgment" and are in best interest of the Company
  • Does what is right and best for the business and is viewed ethical, honest and trustworthy