Senior Director, Retail Media Partnerships

Opportunity 

What you'll do:

Lead Business Development & Revenue Growth 

• Unlock new spend in FMCG and non-endemic categories (e.g. financial services, travel, DTC), working client-direct and with their agency partners. 


• Execute a strategic sales plan with clear input goals, KPIs and revenue targets, then manage your sales pipeline forecasting and quarterly revenue delivery.


• For Performance budgets, drive structural integration and ease of use, e.g. via our offering within the Pacvue and Skai ecosystem.


• For Brand budgets, develop full-funnel solutions that address diverse brand objectives across retail media channels. Pioneer go-to-market strategies for non-endemic brands to enter retail media.  

Account Leadership & Relationship Management 

• Oversee account performance and proactively drive spend growth within the existing client base. 


• Maintain and grow relationships with senior marketing and commercial leaders at clients and their agencies. Act as strategic advisor, understanding their e-commerce and performance marketing priorities, as well as opportunities to increase brand spend. Present retail media opportunities and ROI cases to boards and senior stakeholders. 


• Help non-endemic brands understand retail media value propositions and integration opportunities. 

Portfolio & Product Knowledge 

• Develop expert-level knowledge of our solutions and capabilities, our competitive edge to other platforms, as well as practical objection handling. Contribute to product strategy and sales enablement material based on your experiences in the market.  


• Expand your understanding of how our offering integrates with adjacent platforms, ranging from Pacvue and Skai, to leading clean rooms, measurement and audience solutions. 


• Stay ahead of industry trends in retail media, performance marketing and brand advertising.  

Team Building & Leadership 

• As the sales team scales up, take on manager responsibility. Build and mentor a high-performing sales sub-team. Establish sales processes, playbooks, and best practices for both endemic and non-endemic segments, which can be shared and reapplied.


• Foster a culture of excellence, accountability, and continuous improvement. 

Who you are:

Sales Experience 

• Minimum 8 years in direct sales with measurable sales targets and revenue responsibility. Proven track record of exceeding sales quotas, closing significant contracts and managing enterprise relationships. Experience navigating complex corporate stakeholder environments. 


• Has shown success in driving new business development. 

Retail Media Expertise 

• Has sold RM or Commerce media solutions in the UK, either within retail media networks, or with another ad platform that has a strong commerce offering.  


• Deep knowledge of RM networks’ capabilities, programmatic commerce, performance metrics, first-party data strategy and audience targeting in retail environments. 


• Proven ability to sell beyond Performance budgets, has been able to translate the retail media value proposition to Brand budgets and non-endemics. 


• Has extensive experience selling to RM agencies, not just client-direct.  

UK Market & Ecosystem 

• Strong relationships with brand marketing leaders, trading teams, and agencies. Extensive network within the London media, marketing, and RM ecosystem. 


• Understanding of UK retail landscape and major FMCG/premium brand structures. Knowledge of non-endemic brand marketing strategies and buying behaviours.


• Exceptional consultative selling and negotiation expertise. Strategic mindset with proven ability to think beyond this year’s sales goals.


• Excellent communication and presentation skills, experienced at presenting to executive suite.  Ability to educate and bring in new market segments.


• Data-driven approach to decision-making and reporting. Has been able to innovate how they approach tasks, e.g. via AI.


• Can point to tangible examples of close collaboration with technical teams, retailer counterparts, and other internal functions. 

Technical & Platform Knowledge 

• Understanding of Amazon Ads stack (Sponsored Ads, Amazon DSP, AMC). 


• Familiarity with RM, commerce and programmatic platforms (Pacvue and Skai, Google Shopping, The Trade Desk, Instagram, TikTok Shop) and how they integrate with agency workflows and brand operations.  

Specialized Retail Media Exposure 

• Omnichannel grocery retail media experience, e.g. Tesco, Sainsbury's, Asda, Ocado, or Morrisons media networks. 


• Background in grocery or FMCG go-to-market strategy. Experience with vertical-specific retail media (beauty, fashion, grocery)


• Experience working with non-endemic brands in performance marketing or e-commerce


• Experience in a start-up or scale-up environment, selling emerging media solutions, or to new market segments. 

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