B2B Strategy / Account Director

MediaCom – New York, NY

About MediaCom
MediaCom helps brands unlock growth through media. By applying our Systems Thinking approach to data, technology and creativity we design communication strategies that grow brands and generate sales.
As part of WPP and GroupM, we have access to the richest data sets and most robust benchmarks in the business.
Our success is underpinned by our belief People First, Better Results that if we invest in our people, well deliver better results not only for our teams but for our clients.
MediaComs global client roster includes adidas, Coca-Cola (TCCC), Dell, Mars, NBC Universal, P&G, PSA, Richemont, Shell and Sony.
In 2018, MediaCom became the first network to hold all six major Media Network of the Year titles concurrently: Adweek, Campaign, Cannes Lions, Festival of Media Global, M&M Global and WARC Media 100.


As a global leader in business transformation through the application of technology, Dell supports multiple lines of businesses that provide technology hardware, software and consultation for business and IT professionals. MediaCom supports Dells business units by participating in the creation of media strategies and leveraging best in class capabilities to support the sales process and customer journey(s). The Global B2B Strategist works with counterparts in Dells global business units to provide audience insights, media frameworks, leverage B2B martech & B2B trends to maintain/create Dells competitive advantage.


Business Responsibilities:

  • Manage three specific scopes of work with Dell, Dell EMC and Dell Technologies
  • 1. Dell (CSCom) Audience insights including audience sizing in top markets, strategic frameworks for global campaigns, creative asset guidance (form factors and # of units needed) ongoing client education
    2. Dell EMC (ISG) - Media trends, budget guidance; sizing and determining the role of media, aggregation of global performance metrics (from regions to global)

  • Dell Field Marketing Provide quarterly updates to the global leadership team at Dell. Updates should highlight great work being done around the world, updates on opportunities with key vendors, a new trend in B2B media or martech that could impact Dell and/or the competitive set
  • Team Dell at MediaCom
  • o Share best practices across regions
    o Lead or support key projects
    o Back up regional teams when they need specific B2B guidance to ensure a consistent and high level of expertise
    o Maintain communication with WPP partners; GroupM, VMLY&R, JWT Wunderman.

  • Demonstrate creativity and innovation in recommendations and/or problem solving
  • Ensure the appropriate business tools are implemented throughout the client base
  • Other responsibilities as needed
  • People Responsibilities:
  • Inspire while leading by example in developing, motivating, mentoring, and coaching the team.
  • Target top talent and help to recruit and select senior and mid-level staff; ensure all direct reports
  • master the skills and organizational savvy required for advancement
  • Strive to limit the amount of staff turnover and ensure that annual performance appraisals
  • (MY360) and corresponding development plans are completed on a timely basis
  • Gain the respect of existing and prospective clients

  • Skills
  • Willing to challenge clients and colleagues based on proven case knowledge and experience
  • Detailed awareness of client business issues, industry trends, consumer trends, promotional resources, market status, and competition
  • Understanding of the principles of marketing and advertising, as well as an understanding of media concepts and terms, creative, and budget requirements
  • Strong persuasion skills
  • Able to offer expert advice based on experience
  • Displays professional confidence
  • Able to successfully manage multiple full-service accounts
  • Solid understanding of media data sources in terms of what is measured, the method, and information reported
  • Fluent in mathematical concepts with an ability to translate data into well-articulated ideas
  • Complete knowledge of all media types
  • Solid understanding of research tools
  • Superior written, presentation, analytical, quantitative, and verbal skills
  • Strong organizational, interpersonal, and managerial skills

  • Required skills
  • Hands-on experience with B2B and ABM media campaigns
  • Experience with B2B targeting, lead optimization and data collection
  • Build and scale a demand generation engine for lead flow and knowledgeable of CPL buying model.
  • Be an expert of demand gen analysis and data in media; recommending optimizations across all stages of the lead funnel
  • Experienced in designing and managing outbound process and key integrations for lead flow to sales team i.e. Eloqua, SalesForce, Bombora, D&B, Demandbase, Marketo or Integrate
  • Manage digital channels for lead acquisition, including email marketing, paid social, SEM, etc.
  • Work with Media and Analytics teams to implement demand generation strategy
  • 3+ years of experience working in marketing with a focus on demand generation/lead generation or Customer Marketing
  • Excellent presentation skills

  • Desired/Preferred
  • Strong Programmatic digital skills
  • Understand and improve marketing automation strategy and process
  • Planning and analyzing content syndication plans
  • Previous agency experience is preferred
  • High tech experience is preferred

  • Qualifications and Experience
  • Bachelors degree preferred; advanced degree a plus
  • 3+ years of experience in a senior leadership role preferred

  • Key Competencies:
  • Knowledgeable about the current and future practices, trends, technology and information
  • affecting the business; is good at developing opportunities based on knowledge
  • Able to understand complex concepts and make decisions that are judged to be accurate
  • and successful; is sought out by their peers for advice and suggestions
  • Actively seeks to implement new and unique ideas; able to cope with change
  • Makes decisions in a timely manner; able to identify critical priorities and eliminate
  • roadblocks; creates focus for themselves and team around them; follows through on promises
  • Able to negotiate skillfully in tough situations with both internal and external groups; can be
  • direct as well as diplomatic; gains trust quickly
  • Gives honest, regular feedback; supports and encourages personal and professional
  • development; actively manages individual career needs of team
  • Demonstrates company values through own behavior; is widely trusted and seen as a direct
  • and truthful individual; keeps confidence; admits mistakes

    GroupM and all its affiliates embrace and celebrate diversity, inclusiveness, and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We are a worldwide media agency network that represents global clients. The more inclusive we are, the greater work we can create together.


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