VP, Strategic Accounts, Commerce Consulting

Job Description

Who We Are

Night Market is a full-service Commerce agency that builds brands, performance programs, and shopping experiences to enable businesses in accelerating Commerce sales growth. 

We opened our virtual doors in February of 2020, born in the midst of a transformation in Retail and eCommerce that has shaped and sharpened our capabilities and approach, and have been partnering with leading brands to fuel commerce ever since.

We were founded on the understanding that brands looking to succeed in today’s rapidly evolving commerce landscape need a new breed of “digitally native” partner that truly understands how to win in the new digital aisle. Created with this focus and as an integral part of Horizon Media, the largest independent media agency in the U.S., we break down the silos between media and shopping experiences to help optimize the full modern consumer path to purchase, from discovery through conversion.

At Night Market, we understand the value that different experiences, skills and perspectives can bring to both our team and our clients, so we strive for an environment where our employees feel welcomed, supported and empowered. Our simple recipe for team success is to hire talented people (thinkers, doers, dreamers, makers) challenge them and give them every opportunity to grow.

Job Summary

The VP, Strategic Accounts, Commerce Consulting reports into the SVP, Commerce Experience, and is responsible for the successful business oversight of select key accounts, which represent an AOR relationship or sizable book of business for Night Market, and may include multiple services spanning both the Commerce Experience and Media departments. They will ensure that Night Market’s and Horizon Media’s clients' business, marketing and goals are being met through effective Commerce strategy, planning, execution and engagement management. This individual will employ a mix of analysis, best practices and innovation – working with and/or managing internal and external resources as needed. Areas of focus should include strategic accounts management, client consulting engagements, and new business aligned to those areas of expertise. You will work collaboratively with the VP, Commerce Consulting

You will enjoy this role if you are passionate about helping clients plan, build and sustain engaging digital

experiences leveraging the latest strategies, data solutions, and technologies to maximize marketing ROI navigating the latest privacy regulations to safeguard customer data. You will advise and guide business stakeholders to define the future of their digital marketing capabilities – bridging the gap between the

business and technology to transform the organization and build engaging and highly personalized experiences for customers.

A significant component of this role will involve developing as well as delivering new Commerce capabilities, through market gap analysis, client-specific analytics, and account driven innovation to help improve client outcomes and grow Night Market’s business.

This role will also lead and support efforts to win new business with both existing and new clients, contributing Commerce strategic thinking, client and category research and insights, opportunity identification, proposed solutions, proposal content and participating in client meetings or pitch presentation as a subject matter expert within the team.

What You’ll Do

70% Key Account Oversight

• Responsible for overall success, retention, and revenue growth of key AOR accounts for Night Market
• Oversee day-to-day operations of the team assigned to those key accounts, to ensure consistent and high-quality client deliverables
• Lead the team in translating client goals into strategic commerce solutions (experience, media, mar-tech, data, analytics) that grow our client’s brands and ensure strategic consistency across all elements of plan development and implementation, heavily focusing on performance-based media & analytics driven approach to client success
• Lead the team’s understanding of client’s business and uncovering of motivations/needs; proactively learning about the business from a holistic perspective (e.g. quarterly earnings reports, overarching business trends)
• Establish clear business objectives, cross-functional ways of working, and consultative deliverables to gain client, internal NM, and HMI alignment
• Lead supporting commerce consulting teams in development of roadmaps for strategic engagement with the client, across service lines
• Help guide the recommendations of others, whether direct reports or supporting account resources
• Collaborate with analytics to measure the impact of delivered solutions over time and to identify opportunities for further improvements to the program, understanding implications, and incorporating that into a client roadmap

• Advance client relationship by maintaining positive rapport and championing trust through thorough understanding of their business and consistent delivery
• Advance client relationship by maintaining positive rapport and championing trust through thorough understanding of their business and consistent delivery
• Develop and maintain rapport and relationship with senior level clients
• Ensure collaboration with all internal Horizon teams (e.g., channel & consumer research) to ensure tasks are within contract scope and are executed properly
• Communicate any engagement needs, and provide oversight of account or project management by other team members, within the account and client relationship
• Lead the presentation of key strategic deliverables to the client for review and approval
• Have a thorough understanding of client contracts, support development & renegotiation of said contracts, puts together contract proposals
• Negotiate and develop client contracts, ensuring profitability and identifying ways to grow the business
• Manage client expectations around timelines and deliverables, adjusting and reprioritizing as needed
• Oversight of ATB, budget tracking and pacing processes
• Partner with SVP on staffing needs and plans
• Understand when to elevate situations to executive leadership

25% Business Development

• Represent Night Market as an SME in internal and external business development meetings to qualify opportunities, understand client needs, and define potential solutions
• Help develop pitch presentations and proposals, contribute to the definition of deliverables, staffing and pricing, as well as develop Statements of Work (SOWs) as needed
• Contribute to development of marketing and sales assets, e.g., website, client intro deck, webinars
• Collaborate with Horizon Media teams to provide NM deliverables for broader agency pitches
• Help define and execute Night Market’s evolving vision as a business, e.g., developing new offerings, processes, collateral, etc.
• Provide support with Horizon HR, Finance and IT-related processes such as interviewing, performance reviews, training, revenue estimates and reporting
• Drive knowledge creation and knowledge management to support development of Night Market’s delivery capabilities
• Participate in team meetings, events and initiatives that foster internal communication, collaboration, and culture

5% Account Team & Department Growth

• Oversight and mentorship of individuals on account teams responsible for delivering work to client

• Define accounts processes to ensure client engagements are high value and aligned to business objectives
• Directly supervise account teams with poise, clarity and integrity building followership across the board in support of achieving Night Market business goals
• Provide consistent feedback and growth opportunities to team members that will elevate their work and contribution to the overall accounts
• Set goal development plans and Mentor junior members of the team to achieve their goals
• Aid in the hiring process as needed

Preferred Skills & Experience
 

• Bachelor’s degree in a relevant field, e.g. business, marketing, communications
• 12+ years of experience with digital marketing and/or ecommerce with an emphasis on performance-driven programs, including client relationship and/or account management experience
• An analytical mindset, and comfortable with business analysis processes and frameworks and competent in working with data to uncover insights and inform and support recommendations, including competency in working with Excel and other data tools like Google Analytics
• Experience in full-funnel media programs, connecting brand and performance media, merging large scale programs with biddable programs
• Firm understanding of technology / platforms that power digital channels such as web and eCommerce platforms (e.g. Shopify), product data feeds, personalization engines, orchestration tools, customer data infrastructure, web and campaign analytics platforms (e.g., Google Analytics, Adobe Analytics, Google Tag Manager, Google Optimize, Optimizely, Adobe Target, Unbounce, etc.)
• Experience working with digital creative and content; willingness and drive to increase understanding of the creative and content development process and approaches specific to drive customer experiences
• A team player with solid communication, collaboration and relationship management skills who is able to work with people across different teams and functions
• Comfortable in a startup environment: hard working, resourceful, flexible, resilient, positive, able to handle imperfect information, real-time problem solving and rapid change

Certificates, Licenses and Registrations

• Training and certification in some relevant types platforms mentioned above preferred
• Willingness and desire to get trained and certified on additional platforms is required

Physical Activity and Work Environment

No requirements for physical activity and work environment.

The statements herein are intended to describe the general nature and level of work being performed by employees and are not to be construed as an exhaustive list of responsibilities, duties and skills required of personnel so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

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Horizon Media is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

Salary Range

$200,000.00 - $250,000.00

A successful applicant’s actual base salary may vary based upon, but not limited to, skill sets, experience and training, licensure/certifications, and equity. As an organization, we take an aptitude and competency-based hiring approach. We provide a competitive total rewards package including a discretionary bonus and a variety of benefits including health insurance coverage, life and disability insurance, retirement savings plans, company paid holidays and unlimited paid time off (PTO), mental health and wellness resources, pet insurance, childcare resources, identity theft insurance, fertility assistance programs, and fitness reimbursement.