Description:
The Growth Accounts and Agency Lead role will focus on accelerating revenue growth by managing and expanding our mid-tier and growth suppliers and driving strategic partnerships with media agencies. Your role covers selling the full Ocado Ads portfolio, including the Beet proprietary data and insights platform, to our CPG partners.
You will be a commercial leader with a deep understanding of retail media, digital advertising, and the grocery landscape.
What You’ll Do
Team Leadership and Development
- Lead, mentor, and coach a team of dedicated Media Planning Managers and Associates, ensuring high performance, professional development, and strong team morale.
- Oversee team workload, capacity planning, and resource allocation to optimize account coverage and maximize revenue potential.
- Drive a culture of accountability, commercial excellence, and proactive client engagement within the team.
- Conduct regular 1:1s, performance reviews, and training sessions to ensure the team is leveraging best practices in retail media and client relationship management.
Strategic Growth and Account Management
- Own and exceed ambitious revenue targets across a portfolio of high-value, high-potential mid-tier and growth accounts and agency partners, across retail media and data.
- Collaborate with buyers and suppliers on their joint business plans (JBPs) for mid-tier clients, outlining strategic growth opportunities, product adoption, and campaign excellence.
- Act as the primary commercial relationship holder for key advertisers, fostering deep, long-term partnerships at the senior level (CMO, Head of Media, etc.).
- Identify and convert opportunities for upselling and cross-selling the full suite of Ocado Ads products, including sponsored search, programmatic display, and innovative custom solutions.
Agency Engagement and Development
- Lead the commercial strategy and engagement with media and programmatic agencies.
- Educate agency teams on the unique value proposition of Ocado Ads, our first-party data capabilities, and the Ocado Retail customer journey.
- Establish Ocado Ads as a must-buy platform within agency planning cycles, ensuring deep integration into their clients’ yearly media strategies.
- Educate and enable the wider Ocado Ads team to lead account level agency discussions to drive incremental revenue.
Collaboration and Market Insight
- Work closely with the Proposition Lead, Commercial and Customer teams to translate client needs into product roadmap suggestions and to effectively package and launch new offerings.
- Provide accurate sales forecasting and pipeline management for the team’s combined book of business to leadership.
- Monitor market trends, competitor activity, and industry changes to proactively adapt commercial strategies.
Who You Are
- Proven experience in digital advertising, media sales, or account management.
- Experience in a leadership/senior commercial role.
- Proven track record of consistently exceeding large sales quotas and driving significant revenue growth.
- Deep expertise in Retail Media, eCommerce, or programmatic advertising, with an understanding of the grocery sector a strong plus.
- Exceptional ability to build rapport, influence, and negotiate at the senior executive level, both with clients and agencies.
- Strong analytical skills, capable of using data and insights to create compelling commercial narratives.
- Excellent communication and presentation skills.
- Experience managing and closing complex, multi-year commercial agreements.