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Managing Director | Client Experience | GroupM

The

Managing Director (MD)

is responsible for shaping and executing the strategic direction of the GroupM subsidiary in Kenya/East Africa (Opco) to achieve client-level profitability, drive agency growth, and maintain strong client relationships. Reporting directly to the

GroupM SSA CEO , with a secondary line to the

GroupM RSA COO , the MD will oversee business operations and employee performance to meet organizational objectives. The MD will focus on three core functions:

GroupM Solutions ,

Growth , and

Capabilities . The MD will focus on three core functions: GroupM Solutions: Leading trading, digital, and other innovative solutions. Growth: Driving agency growth and positioning GroupM as a leader in the market. Capabilities: Strengthening team adoption of tools and frameworks and fostering continuous learning. Key Focus Areas

Agency Leadership and Management Implement the agency’s strategy and operational structure in alignment with GroupM’s overarching goals and KPIs. Oversee the launch and operationalization of the Opco Synergy Structure, ensuring streamlined and efficient operations. Cultivate a positive and balanced team culture, supporting People initiatives to enhance employee satisfaction and performance. Mentor and develop Client Partners to ensure exceptional client service and measurable outcomes. Build strong internal and external relationships with key stakeholders, media owners, and clients. Act as a trusted media consultant, diagnosing client challenges and delivering timely, actionable solutions. Account/Client Management Develop a deep understanding of clients' businesses to ensure agency services are aligned with their goals. Position GroupM as a

strategic, indispensable partner , delivering measurable results and enhancing long-term client relationships. Identify and capitalize on

revenue-generating opportunities

by collaborating with practice leads and cross-functional teams. Manage client profitability, ensuring commercial negotiations align with revenue growth targets and business sustainability. Improve client satisfaction by setting clear improvement goals and consistently achieving strong feedback scores. Agency Growth Champion

GroupM products and solutions , ensuring they enhance client performance and profitability. Drive

year-on-year revenue growth , aligning with GroupM’s growth objectives and market positioning. Support

Client Partners

in transforming the agency into a

sales-focused organization , focusing on revenue generation and new business acquisition. Represent GroupM at key industry events and conferences, establishing thought leadership and enhancing the GroupM brand presence. Collaborate with the

Chief Growth Officer (CGO)

to identify new client opportunities and provide strategic input on high-stakes pitches. Commercial & Financial Accountability (for MD & Client Partners) Ensure client portfolios meet

billings ,

net sales , and

profitability targets . Develop and implement strategies to grow the scope of work and increase revenue across client accounts. Maintain strict oversight of

financial processes , including

timely billing

and

accurate forecasting , to ensure the agency meets its financial goals. GroupM Solutions Performance Marketing : Lead efforts in

performance marketing , ensuring measurable outcomes such as increased sales or leads for clients. Sustainability Initiatives : Promote responsible media practices, integrating

sustainability

and

social impact

into trading and investment strategies. Audience-first Strategies : Leverage deep audience insights to craft

personalized, effective media strategies

that drive performance. AI and Automation : Implement

AI-driven solutions

to enhance operational efficiency and campaign results, optimizing media buying and management. Digital Transformation Lead the digital transformation agenda for clients, identifying innovative solutions to enhance their media strategies. Partner with internal digital teams to integrate cutting-edge tools and technologies into client strategies. Stay ahead of industry trends, ensuring clients benefit from emerging opportunities in digital and data-driven marketing. Build capabilities within the agency to deliver best-in-class digital strategies, from programmatic to performance marketing. Educate clients on the potential of digital transformation to achieve their business objectives. Tools and Capabilities Roll out the

Synergy capabilities structure , addressing skills gaps and ensuring that the team is well-equipped to meet client needs. Ensure the team is proficient in using

GroupM tools and frameworks

to improve operational output and media effectiveness. Partner with the CGO

and

People team

to establish a comprehensive curriculum for

continuous learning

and professional development across the organization. Candidate Profile

The ideal candidate is a seasoned leader with proven expertise in

strategic planning ,

business development , and

team leadership . They will have a strong understanding of

client needs

and possess a track record of delivering innovative solutions to complex media challenges. The candidate should excel at

fostering collaboration , ensuring

client satisfaction , and driving

organizational growth . The MD should also be adaptable to the unique challenges and opportunities in the

Kenyan and SSA markets . Required Skills and Attributes

Strong knowledge of business functions, with a demonstrated ability to

lead successful teams

and develop strategic initiatives. Excellent

organizational ,

time management , and

negotiation skills . Exceptional

interpersonal ,

communication , and

presentation abilities . Proven

leadership experience

in

advertising ,

marketing , or

media . Ability to navigate the complexities of the

Kenyan/ African market , ensuring the agency’s solutions are relevant and impactful. Key Performance Indicators (KPIs)

Client & Account Management KPIs Achieve

100%

of client KPIs and business goals. Maintain

strong client relationships , with an

85%

client retention rate. Ensure

100% client profitability

across managed accounts. Agency Growth KPIs Drive

year-on-year revenue growth

of

20%

in the agency’s key accounts. Increase revenue from

new business acquisitions

by

15% annually . Represent GroupM at

3+ industry events

annually to build brand recognition. Ensure

client portfolios

meet

billings, net sales , and

profitability targets . Achieve

100% accurate financial forecasting

and ensure timely billing. GroupM Solutions KPIs Lead the agency in

performance marketing initiatives , driving measurable

sales and lead generation . Integrate

sustainability initiatives

into

80%

of client campaigns. Implement

AI and automation tools

in

3 key areas

of media buying and campaign management. Tools & Capabilities KPIs Ensure

100% adoption of Synergy capabilities structure

across the agency. Lead

continuous learning programs , ensuring

85% team proficiency

in key GroupM tools and frameworks.

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