Senior Business Development Manager
Merkle is a leading data-driven, technology-enabled, global performance marketing agency that specialises in the delivery of unique, personalised customer experiences across platforms and devices. We call it ‘people-based’ marketing, and with over 25 years’ experience, we are proud to be recognised as a global leader.
Merkle’s heritage in data, technology and analytics is the foundation for our understanding of consumer insights that drives our people-based marketing strategies. Combined with our expertise in performance creative and media, we can then offer our clients content-driven, contextual and compelling customer experiences that drive business growth.
In 2016, the agency joined dentsu, one of the world’s biggest media companies to form the Customer Experience Management (CXM) Line of Business.
We are looking for someone to join our existing business development team. The primary objective will be to generate new business opportunities with prospective clients, although there will also be an element of ongoing relationship management after we start working with a client.
This relationship management can provide an opportunity to introduce our other services where appropriate, but the overall objective is to ensure that the client remains happy with the service that Merkle are providing.
Most of our opportunities are generated through existing relationships, word of mouth and via our marketing activities. Our key objective is to build long term relationships with our clients. We take a highly ethical approach to sales, are respectful of our competitors and never promise more than we can deliver.
Life as a Senior BD Manager (Senior Commercial Manager) at Merkle
The successful candidate will have previous experience in sales role, as well as a strong understanding of performance digital media (any data and analytics knowledge would also be advantageous). Merkle Media has long been the gold standard within the dentsu media line of business, as well as the performance marketing industry. The media team has seen rapid revenue growth over the 18 months with major client wins, which we’re looking to continue this year.
We're happy to fill in any knowledge gaps you may have, but you will need the aptitude to learn about our wider offering, market positioning and sales techniques in order to understand how digital marketing can best be utilised in different scenarios and to assess opportunities. Learning and development is part of our DNA at Merkle, so whilst there will be a steep learning curve, you’ll be supported with training and will gain experience within each of our core departments to gain a full understanding of our proposition.
We do not have a 'hard selling' culture but instead look to establish sustainable long-term relationships with clients to the mutual benefit of both organisations. You will need enthusiasm and drive as well as having the ability to organise and prioritise your own work effectively. You must be personable, confident, persuasive and articulate with the ability to work independently.
No day is the same in this team; all of our sales team representatives deal with a wide range of clients from small to very large. Client contacts have varying levels of seniority and understanding of our sector, so excellent communication skills are essential. You should expect to work on commercial processes from start-to-finish; this often includes qualification calls, written RFI responses, chemistry sessions and pitches, as well as being a point of contact through the onboarding transition.
As we’ve developed our proposition and client base, the way we engage prospective clients has changed. Commonly pitches will now incorporate multiple services lines and an integrated story needs to be presented, rather than single point solutions. Consequently, we’re looking for someone who can navigate internal lines of business effectively, build the right solution based on client discovery and articulate our position clearly and eloquently. Furthermore, as we become more embedded into the dentsu media line of business, the requirement for integrated storytelling has expanded to encompass an even broader scope of media capability and cross-agency collaborations.
In your role as an Associate Commercial Director, you will have responsibility for managing supporting Commercial Leads and Executives as our team continues to grow. Your responsibilities as a line manager will include, personal development, reviews and feedback, maintaining employee satisfaction and well-being. We very much work as a team and celebrate individual wins as well as team successes.
A few of the benefits
Whether it’s the joy of working with people at the top of their game or the Merkle social calendar, people love working here – and we hope you will too
- Career development through Merkle University and other tools; with access to courses, textbooks and mentorship
- Private Medical Insurance, Company Pension, life insurance and other corporate benefits
- A selection of other benefits including ability to buy additional holiday, season ticket loan and 2 volunteer days
Diversity, Equity & Inclusion
At Merkle, a dentsu company, we believe that creating diverse and balanced teams is not just a moral imperative, it is a business imperative. To help our clients reach millions of different people every day, we need our people to reflect the society that we represent.
We aim to create an inclusive culture where all talent thrives, and we champion meaningful progress in diversity, equity and inclusion (DEI) for our people, clients and partners.
DEI is firmly embedded into our shared values - the 8 Ways to Never Before - and our Leadership Framework, which applies to all of our people. And our Global DEI Principles reflect our pledge to be an organisation that promotes wellbeing and inclusivity for everyone - regardless of ethnicity, race, sexual orientation, gender (incl. gender identity and gender expression), age, neurodiversity or physical ability.
We are proud of what makes us different and encourage applicants from all different backgrounds to apply to join us. We are always happy to discuss all flexible and agile approached to working and should you have any reasonable adjustment needs arising from a disability or medical condition to fully participate in the recruitment process, please discuss this with our recruitment teams.
What we are looking for in you
- The appropriate candidate will have circa 5 years’ + experience in agency or platform/publisher sales
- Deep knowledge of performance digital media channels including paid search, programmatic and paid social
- Broader knowledge of UX, SEO, data and analytics is desirable
- Strong presentation and public speaking skills
- Prior line management experience
- Strong personality able to manage teams into process and best practice
- Excellent written and verbal communication skills
- Understanding of new business processes and strong commercial acumen
- Management experience of the RFP response process from kickoff to submission and negotiation of contract terms and value.
- Excellence in Microsoft Word, PowerPoint and Excel
- Proficiency with Salesforce.com is desirable but not required
At the point of application, the candidate must have the legal right to work in the UK as we are unable to sponsor visas as this time.
Merkle does not discriminate against job applicants on the basis of age, disability, gender reassignment, marital or civil partner status, pregnancy or maternity, race, colour, nationality, ethnic or national origin, religion or belief, sex or sexual orientation. Experience stipulated in this job description serves as a guide only and all applications will be considered on their merits, irrespective of experience.
As part of our Diversity and Inclusion agenda, and as an Equal Opportunities employer, if you require reasonable adjustments during the selection process please engage directly with your Recruiter.