Managing Director | Client Experience | GroupM

The Managing Director (MD) is responsible for shaping and executing the strategic direction of the GroupM subsidiary in Kenya/East Africa (Opco) to achieve client-level profitability, drive agency growth, and maintain strong client relationships. Reporting directly to the GroupM SSA CEO, with a secondary line to the GroupM RSA COO, the MD will oversee business operations and employee performance to meet organizational objectives. The MD will focus on three core functions: GroupM Solutions, Growth, and Capabilities.

The MD will focus on three core functions:

• GroupM Solutions: Leading trading, digital, and other innovative solutions.
• Growth: Driving agency growth and positioning GroupM as a leader in the market.
• Capabilities: Strengthening team adoption of tools and frameworks and fostering continuous learning.

Key Focus Areas

Agency Leadership and Management

• Implement the agency’s strategy and operational structure in alignment with GroupM’s overarching goals and KPIs.
• Oversee the launch and operationalization of the Opco Synergy Structure, ensuring streamlined and efficient operations.
• Cultivate a positive and balanced team culture, supporting People initiatives to enhance employee satisfaction and performance.
• Mentor and develop Client Partners to ensure exceptional client service and measurable outcomes.
• Build strong internal and external relationships with key stakeholders, media owners, and clients.
• Act as a trusted media consultant, diagnosing client challenges and delivering timely, actionable solutions.

Account/Client Management

• Develop a deep understanding of clients' businesses to ensure agency services are aligned with their goals.
• Position GroupM as a strategic, indispensable partner, delivering measurable results and enhancing long-term client relationships.
• Identify and capitalize on revenue-generating opportunities by collaborating with practice leads and cross-functional teams.
• Manage client profitability, ensuring commercial negotiations align with revenue growth targets and business sustainability.
• Improve client satisfaction by setting clear improvement goals and consistently achieving strong feedback scores.

Agency Growth

• Champion GroupM products and solutions, ensuring they enhance client performance and profitability.
• Drive year-on-year revenue growth, aligning with GroupM’s growth objectives and market positioning.
• Support Client Partners in transforming the agency into a sales-focused organization, focusing on revenue generation and new business acquisition.
• Represent GroupM at key industry events and conferences, establishing thought leadership and enhancing the GroupM brand presence.
• Collaborate with the Chief Growth Officer (CGO) to identify new client opportunities and provide strategic input on high-stakes pitches.

Commercial & Financial Accountability (for MD & Client Partners)

• Ensure client portfolios meet billings, net sales, and profitability targets.
• Develop and implement strategies to grow the scope of work and increase revenue across client accounts.
• Maintain strict oversight of financial processes, including timely billing and accurate forecasting, to ensure the agency meets its financial goals.

GroupM Solutions

• Performance Marketing: Lead efforts in performance marketing, ensuring measurable outcomes such as increased sales or leads for clients.
• Sustainability Initiatives: Promote responsible media practices, integrating sustainability and social impact into trading and investment strategies.
• Audience-first Strategies: Leverage deep audience insights to craft personalized, effective media strategies that drive performance.
• AI and Automation: Implement AI-driven solutions to enhance operational efficiency and campaign results, optimizing media buying and management.

Digital Transformation

• Lead the digital transformation agenda for clients, identifying innovative solutions to enhance their media strategies.
• Partner with internal digital teams to integrate cutting-edge tools and technologies into client strategies.
• Stay ahead of industry trends, ensuring clients benefit from emerging opportunities in digital and data-driven marketing.
• Build capabilities within the agency to deliver best-in-class digital strategies, from programmatic to performance marketing.
• Educate clients on the potential of digital transformation to achieve their business objectives.

Tools and Capabilities

• Roll out the Synergy capabilities structure, addressing skills gaps and ensuring that the team is well-equipped to meet client needs.
• Ensure the team is proficient in using GroupM tools and frameworks to improve operational output and media effectiveness.
• Partner with the CGO and People team to establish a comprehensive curriculum for continuous learning and professional development across the organization.

Candidate Profile

The ideal candidate is a seasoned leader with proven expertise in strategic planning, business development, and team leadership. They will have a strong understanding of client needs and possess a track record of delivering innovative solutions to complex media challenges. The candidate should excel at fostering collaboration, ensuring client satisfaction, and driving organizational growth. The MD should also be adaptable to the unique challenges and opportunities in the Kenyan and SSA markets.

Required Skills and Attributes

• Strong knowledge of business functions, with a demonstrated ability to lead successful teams and develop strategic initiatives.
• Excellent organizational, time management, and negotiation skills.
• Exceptional interpersonal, communication, and presentation abilities.
• Proven leadership experience in advertising, marketing, or media.
• Ability to navigate the complexities of the Kenyan/ African market, ensuring the agency’s solutions are relevant and impactful.

Key Performance Indicators (KPIs)

Client & Account Management KPIs

• Achieve 100% of client KPIs and business goals.
• Maintain strong client relationships, with an 85% client retention rate.
• Ensure 100% client profitability across managed accounts.

Agency Growth KPIs

• Drive year-on-year revenue growth of 20% in the agency’s key accounts.
• Increase revenue from new business acquisitions by 15% annually.
• Represent GroupM at 3+ industry events annually to build brand recognition.

Commercial & Financial KPIs

• Ensure client portfolios meet billings, net sales, and profitability targets.
• Achieve 100% accurate financial forecasting and ensure timely billing.

GroupM Solutions KPIs

• Lead the agency in performance marketing initiatives, driving measurable sales and lead generation.
• Integrate sustainability initiatives into 80% of client campaigns.
• Implement AI and automation tools in 3 key areas of media buying and campaign management.

Tools & Capabilities KPIs

• Ensure 100% adoption of Synergy capabilities structure across the agency.
• Lead continuous learning programs, ensuring 85% team proficiency in key GroupM tools and frameworks.