Digital Agency Account Manager at ShopriteX

Role Purpose

The purpose of the Digital Agency Account Manager role is to sell and manage online media campaigns to media agencies and clients with the aim of achieving marketing objectives, maximising ad spend and growing the omnichannel media offering. The Digital Agency Account Manager focuses on driving growth within the existing customer base while developing new relationships with digital media agencies to generate revenue, improve profitability and increase online media spend. The Digital Agency Account Manager is the front of the company and requires dedication to create and apply an effective sales strategy. A good commercial acumen, understanding of the value of 1st party customer data, ability to identify sales opportunities and analyse closed-loop campaign performance are critical capabilities required to be successful in this role.

Role Description

• In partnership with the Head of Agency Sales, develop a growth strategy for the account focused on delivering financial gain and customer satisfaction.
• Achieve and exceed allocated overall digital sales revenue budgets.
• Retain and grow revenue on a designated portfolio of digital clients and agencies.
• Actively research, seek out and cultivate new business opportunities to drive business growth.
• Initiate, develop, and present relevant opportunities to relevant clients and agencies, utilising data and insights to build compelling proposals and presentations wherever possible to support and drive sales.
• Actively engage all available data points/touchpoints/information platforms to ensure solutions and market conversations remain relevant and impactful.
• Participate in and manage successful negotiations of agreements and contracts ensuring new business/renewals are fully leveraged and optimised.
• Efficient management of all sales processes and systems. 
• Actively promote Shoprite’s multi-channel portfolio and digital platforms to clients, being an authority on the brands’ positioning, and objectives.  
• Monitor campaigns executed to ensure all deliverables are met, working alongside Ad Operations to guarantee the best possible campaign outcome thus ensuring the opportunity for return business.
• Conduct research to identify new markets, customers and opportunities to drive business growth.
• Promote data-led omnichannel media solutions to address or predict clients’ objectives
• Prepare sales contracts ensuring adherence to company and law-established rules and guidelines
• Keep records of sales, revenue and invoices
• Provide trustworthy feedback and after-sales support
• Build long-term relationships with new and existing customers.
• Schedule regular client status meetings to maintain relationships, establish needs or opportunities, grow the portfolio while ensuring spend continuity.
• Ensure constant and effective flow of communication between agency, client and suppliers.
• Track, monitor and report on sales targets and performance to leadership teams to facilitate business decision-making.

Qualifications and Experience

• Degree or Diploma in Marketing, Media or a related field - (Essential)
• +3 years' agency or client-facing digital media sales experience in a leading media / digital sales environment, with a demonstrable experience growing customer spend and a proven successful track record of achieving revenue targets - (Essential).
• Strong media sales background (traditional and digital) -(Essential).
• Retail media knowledge and experience - (Essential).
• Experience and strong working knowledge of Programmatic and Direct Digital sales- (Essential).
• Good experience and ability to interpret and analyse research data and to use this to support and drive sales including Narrative; Google Analytics; Ad Software platforms (DFP) - (Essential).
• Experience presenting to large and small audiences across stakeholder levels and groups within a business context - (Essential).
• Has a well-established external media and direct client network - (Essential).
• Proficiency in MS Office and CRM software (e.g., Salesforce) - (Essential).
• Proficiency in Power BI - (Desired).

Key competencies and work ethic

• Independent and motivated self-starter with good energy and drive. Passion for selling with a strong client orientation and commitment to providing exceptional customer service.
• Business acumen – Proactively explores opportunities and applies sound business principles and standards to drive performance and deliver performance/sales targets.
• Communication skills – Is engaging and communicates effectively to a variety of audiences. Delivers compelling presentations and articulates business strategy, rationale and ideas in a way that engages and builds trust.
• Negotiation skills with the ability to apply diplomacy and skill with calculated compromises for the benefit of all parties concerned.
• Flexible thinker and problem solver – Explores and analyses various sources of information to come to rational conclusions. Makes sound decisions to influence the success of the business in a competitive shopper landscape.
• Relationship building skills – Develops strong relationships with internal stakeholders, agencies and client contacts. Good networker. Manages client expectations well and adopts a range of styles to deal with conflict or challenges and influence a situation.
• Planning and organising - Plans, coordinates and executes functions, practices and procedures to realise business goals and objectives. Manages time well while tracking, monitoring and reporting on sales targets and performance.
• Able to work under pressure, prioritise and balance numerous competing demands in a high-pressured environment. Organises prioritises and reorders workload in a rapidly changing and fast-moving environment.
• Results and quality-focused, setting stretch goals for self while remaining focused and working tenaciously toward meeting and exceeding expectations within quality standards.
• Team player and collaborative partner - contributes towards building positive team morale.