Commercial Trading Manager
ITV · London
Commercial Trading Manager
Location: London, White City
Contract: Permanent, Full Time
The role
Our Vision is to be 'More than TV' building upon ITV's unique and winning combination of creativity and commercial strength, driven by investment in data and technology.
This person will be key in generating revenue for the ITV Commercial team; developing, articulating and selling ITV’s complete offering via linear and digital with a primary emphasis and accountability for increasing volume and share on ITV from a designated portfolio.
The key focus of the role will be to negotiate, monitor and manage agency and client deals in line with the overall trading policy. An important element will be identifying opportunities and implementing strategies that deliver on these objectives alongside the Trading Controller/Director. To work with the wider commercial team members to ensure the best possible outcomes for ITV . Identifying the decision makers within agencies and client side and using evidence based selling to maximise ITV’s revenue from new clients and brands.
Main responsibilities
Working alongside New Business Managers, ITV Adventures managers, ITVX Digital sales managers & ITV YouTube sales managers, reporting into ITV Controller & ITV Trading director.
Work with the relevant trading personnel with a key focus on;
- Sales
The Trading Manager will be responsible for selling all ITV commercial products across ITV, ITVX and ITV Youtube to their designated portfolio. Alongside the New Business Managers, they will be responsible for identifying brands with media spend elsewhere, and selling in the merits of TV and ITV accordingly.
Account Management: The successful applicant will be responsible for the successful account management of ITV clients business within their portfolio. Through a combination of ensuring they are up to date with ITV offers in the market, through to understanding phasing of spends and marketing objectives.
- Develop: strong working relationships with key influencers in Media Agencies/Clients (senior management, planners, data, digital buyers) to develop clear strategies to drive revenue ITV`s VOD and Multiplatform offerings.
- Inform : ITV continues to lead the market in commercial innovations, both in a linear and digital space. The successful candidate will conduct insights sessions and presentations. Collaborating with ITV’s existing resource to enhance our existing proposition.
- Evidence : work with ITV’s research and data teams to demonstrate the value of ITV investment for media plans.
- Develop : Evolve existing trading models and create bespoke and relevant trading solutions in order to achieve sales targets.
- Research: Utilise all available data sources to identify target advertisers and generate strategy
Additional focuses include;
- Evolve and develop our existing trading models in order to facilitate new revenue streams.
- Work with key stakeholders across the ITV business (e.g. technology, online, sales ops, planning and strategy teams) to develop and enhance our sales material and products.
- Align with Client Direct, VOD, Data and Content teams to help align to commercial requirements and ITV Online Ad Operations to ensure delivery of all campaigns where relevant.
- Build and maintain strong working relationships with all areas of ITV Commercial, as well as key stakeholders in the Technology, Data and Hub teams.
- Use analytics and/or other reporting to identify possible targets.
- Liaise with internal marketing to ensure we have relevant sales materials to effectively convert identified business opportunities.
- Ensure that all external interaction promotes ITV’s core values of Energy, Bravery & Pride.
- To have extensive knowledge of the UK Broadcast and Digital markets including key areas of regulation including CRR.
- Have an understanding of current ITV opportunities for our media partners and work with Trading controller, and Trading Director to generate new opportunities for wider use
- Be a key part of new Trading team to deliver more strategic control, insight and ideas to maximise incremental revenue and share into ITV through trading negotiations – manage a larger portfolio than Managers across key agencies and offices
- Adopt creative and commercial approach to delivering value through understanding client and agency motivations / challenges / opportunities
- Integrate all platform and portfolio revenue opportunities into trading negotiations where possible across NAR and non-NAR (incl Good Morning Britain, licensing, online, sponsorship)
- Close relationship with Legal / CRR / Compliance / Finance teams (eg regulation, deal contract management, budgeting)
- Support and challenge the Trading Controller, and stand-in where appropriate in Senior Management Meetings / Sales Meetings internally and on conference platforms externally.
Skills you’ll need (minimum criteria)
- The ability to work as part of a high performing team to deliver on ambitious revenue goals
- In depth knowledge of TV & VOD Trading with proven experience in this role.
- Willingness and ability to build excellent relationships with clients & key agency personnel and across the ITV business
- Excellent communicator in both verbal and written form
- Commercially astute with the ability to engage and influence staff at a senior level
- A demonstrated ability to sell and negotiate premium positioned products
- Ability to work collaboratively with peers across the business to influence effectively whilst being sensitive and understanding of competing KPIs
- Proactive, adaptable and confident
ITV strongly encourages applications for this role from candidates with a disability and as a Disability Confident Leader if you meet the minimum criteria for a role and you have declared that you have a disability, we’ll guarantee you’ll get to the next stage*.
(minimum criteria above)
Other things we're looking for (key criteria)
Degree level education is preferred
- In depth knowledge of TV & Video Trading
- In-depth knowledge of the Youtube, broadcast and wider digital and TV sales market and demonstrated ability in the YouTube space
- High level and widespread agency contacts across broadcast, digital and social teams
- Excellent presentation and communication skills at all levels
- Strong planning and coordination skills
- An assertive self-starter with the proven ability to work under pressure in a results oriented, deadline driven environment
- Experience of delivering a strategic approach to sales and experience of managing complex deals
- Experience of internal senior stakeholder management