Media Sales- Senior Account Manager - Digital at MultiChoice

Key Performance Objectives

Tasks

Revenue Delivery & Pipeline Management

• Own and deliver the Direct CTV and digital advertising revenue target for FSA and PSA markets, covering display, video, sponsorship, branded content, and direct CTV inventory.
• Maintain a structured, accurate sales pipeline in the CRM — deal stages, values, close dates, and next actions — updated weekly and reviewed with the SM: Agency & Direct Sales.
• Execute client and agency account plans for FSA and PSA, identifying revenue opportunities by vertical, client type, and deal structure.
• Take proactive corrective action where pipeline or revenue performance is off-plan; escalate risks with proposed mitigations to the SM.
• Identify irevenue opportunities and recommend new advertising solutions and commercial opportunities to the SM.
• Ensure all commission split agreements with linear sales teams are CRM-logged before proposals are issued, in line with the co-sell referral commission framework.

Agency Relationship Management

• Build and maintain senior relationships with Paris-based international media agency networks holding pan-African mandates, as well as independent agencies and digital trading desks operating in FSA and PSA markets.
• Implement agency engagement plans through regular briefings, investment reviews, and planning sessions.
• Attend agency planning, buying, and trading conversations; represent DStv Media Sales at Paris and francophone advertising community events, upfronts, and industry forums.
• Participate in client meetings requiring digital expertise, providing specialist digital advertising guidance and recommendations. Manage RFP responses, rate negotiations, and preferred partner discussions, ensuring commercial terms are competitive, sustainable, and approved by the SM.
• Track agency share-of-wallet on a quarterly basis and identify recovery or growth opportunities from client spend data.

Direct Client Development

• Build and maintain a direct client portfolio across the three industry verticals (Commerce & Consumer; Telco, Technology & Auto; Government, Health & Media) relevant to FSA and PSA markets.
• Identify and prioritise direct client prospects with high CTV affinity — multinational brands, pan-African advertisers, and government communicators — and develop tailored, insight-led proposals.
• Lead data-informed sales conversations with direct clients, translating audience analytics and campaign performance data into compelling investment rationales.
• Manage direct client retention through proactive account management, regular business reviews, and post-campaign analysis in collaboration with Ad Operations.
• Represent DStv Media Sales at client-facing industry events and networking forums in Paris and francophone African markets.

Campaign Performance Reporting & Client Intelligence

• Own the client-facing campaign performance narrative for FSA/PSA accounts — analysing delivery data provided by Ad Operations and synthesising it into clear, insight-led reports for agencies and direct clients.
• Produce and present post-campaign reports that include strategic observations: audience performance, format effectiveness, optimisation recommendations, and renewal rationale.
• Serve as the primary point of contact for Paris-based agency and publisher partners managing directly sold social media campaigns — coordinating with Ad Operations where technical escalation is required.
• Use campaign performance insights to drive renewal proposals, upsell opportunities, and inform product feedback to the SM and Product & Partnerships team.

Commercial Format Development & Market Intelligence

• Monitor developments in digital advertising formats and provide market insights and recommendations to support commercial planning.
• Maintain and update FSA/PSA digital sales materials, rate cards, and commercial offers — ensuring materials reflect current inventory, pricing, and audience product capabilities.
• Identify opportunities to improve inventory utilisation and support revenue growth across FSA/PSA digital properties.
• Support the assessment of potential commercial partnership opportunities and provide input and recommendations where required.
• Support programmatic sales growth initiatives for FSA/PSA markets in collaboration with Performance Sales & Enablement and Ad Operations.
• Stay current on digital market trends and competitor commercial offerings in francophone and lusophone African markets; contribute regular market intelligence to the SM.

Convergent TV Selling

• Position Linear TV, Direct CTV, and Programmatic CTV as complementary buying channels within every major client and agency proposal.
• Enforce the 24-hour linear/digital alignment protocol: escalate all digital opportunities with a linear sales dimension within 24 hours and agree co-proposal structures before client submission.
• Identify cross-sell and upsell opportunities on active linear campaigns, ensuring CTV and digital extensions are always part of the client conversation.
• Use convergent TV packaging to compete effectively against digital-only publishers — demonstrating reach, brand safety, and audience quality advantages of CTV in francophone African markets.
• Share deal insights and client feedback with the SM and Performance Sales & Enablement team to support training materials and best-practice development.

Operational Excellence & Compliance

• Maintain accurate and up-to-date CRM records at all times — deals, contacts, pipeline stages, activities, and commission split agreements.
• Ensure all client proposals, contracts, and deal terms are processed in accordance with the division's commercial governance framework with appropriate SM/SVP approval
• Liaise with Ad Operations to ensure seamless campaign execution — providing the client-facing layer while Ad Operations manages technical trafficking.
• Ensure all commercial activity complies with applicable data protection regulations across FSA and PSA markets.
• Work with Finance to support timely and accurate client billing, credit management, and revenue reconciliation.
• Communicate fluently in French with agency, advertiser, and Canal+ Group stakeholders across all commercial interactions

Qualifications

• Undergraduate degree in Business, Marketing, Advertising, Media Studies, Communications, Digital Marketing or a related field
• Postgraduate degree would be advantageous
• French is essential; English proficiency is required; Portuguese is advantageous.

Experience

• 5–8 years of experience in digital advertising sales, media, or a related commercial environment, with a track record of revenue delivery in francophone African or Paris-based international agency markets.
• Demonstrated experience managing and growing relationships with international media agency networks supporting pan-African or francophone African mandates.
• Direct client sales experience acrossmultiple advertising verticals with a proven track record of developing new business and growing existing accounts.
• Experience selling or working with CTV and digital advertising products, audience-targeting, social media commercial formats, and campaign measurement methodologies.
• Experience in or strong knowledge of francophone African markets — including Cote d'Ivoire, Senegal, and Cameroon — and their agency and advertiser dynamics.
• Experience participating in commercial discussions involving programmatic advertising solutions, including PMP and direct deal structures. Experience producing client-facing campaign performance reports and using campaign insights to support renewals and identify upsell opportunities.
• Proven experience managing francophone African agency relationships and conducting commercial