As the Head of Advertising, your primary responsibility will be to lead the Account Management and Digital Account Management teams in maximising advertising revenue, sellers' GMV, and revenue growth from existing sellers. You will optimise processes, leverage data to drive informed decision-making, and constantly lead and drive the teams to plan and execute to meet their objectives.
Key Responsibilities:
Advertising Growth and Strategy:
- Own and achieve revenue targets for advertising products across the seller base
- Lead strategic initiatives to increase advertising adoption and spend amongst existing sellers
- Drive the integration of advertising solutions into account planning, particularly for strategic accounts
- Establish clear metrics and KPIs for advertising revenue growth across both Strategic and Digital Account Management teams
- Oversee the optimisation of seller advertising campaigns to ensure strong ROAS and seller satisfaction
- Collaborate with the Product team to identify and prioritise advertising platform enhancements based on seller performance data, competitive analysis, and market trends to continuously improve advertising ROI for sellers and revenue for OnBuy
Optimise Delivery and Execution:
- Establish end-to-end account management processes that deliver advertising and seller growth
- Utilise automation and data analysis to constantly iterate and improve process efficiency and effectiveness
- Implement proactive monitoring systems to identify growth opportunities and at-risk sellers
- Drive automation tools and AI tools to deliver growth and efficiency in advertising sales and account management
Digital Account Management Leadership:
- Design and implement scalable digital account management strategies to serve the accounts effectively managed through digital channels
- Develop automated, data-driven engagement programmes that provide personalised support and growth opportunities without direct account manager intervention
- Create and optimise digital touchpoints throughout the seller lifecycle to drive ad sales, engagement and growth
- Implement intelligent segmentation and targeting to ensure digital communications are relevant and impactful
- Establish clear escalation paths from digital to human account management based on seller potential and needs
- Drive continuous improvement in digital engagement metrics through A/B testing and data analysis
Team Leadership: Lead and drive account management teams to deliver targets, providing direction, KPIs, commission structure and execution ability to enable the entire team.
Reporting: Prepare regular performance reports, providing accurate and up-to-date information on seller health, engagement levels, ad perfomance, GMV growth, and retention metrics.
Compensation and Incentive Planning: Design appropriate account management commission and incentive plans that align with OKRs and motivate the teams to achieve their targets. Regularly review and adjust the compensation plans based on market conditions and internal performance.
Continuous Improvement: Foster a culture of continuous improvement within the teams, encouraging experimentation, innovation, and data-driven decision-making. Stay up-to-date with industry best practices in account management.
Essential
- Strong understanding of marketplace advertising platforms and PPC advertising metrics (ROAS, ACOS, CPC, CPM)
- An owner who is self-motivated and results-oriented, with a strong drive to achieve and succeed in a fast-paced, target-driven environment
- Experience in driving the adoption of value-added services, particularly advertising solutions
- Proven track record in helping clients optimise advertising spend and achieve a strong return on ad spend
- Experience with bid management tools and campaign optimisation techniques
- Knowledge of competitive marketplace advertising products and best practices
- Proven experience as an account management leader, driving a team to deliver advertising and growth targets with existing clients
- Strong experience in digital account management and scaling automated customer success programmes
- Proven track record of building and driving a high-performing team with clear metrics, effective coaching and results-driven incentive structures
- Demonstrable experience in personally leading and executing in a fast-moving scaling environment
- Data-driven decision maker able to leverage data to optimise account management strategies and team execution
- Experience in optimising account management processes and implementing successful change
- Strong proficiency in relationship management and building long-term partnerships
- Proficient in using CRM systems, account management tools, and data analytics platforms
- Excellent communication and interpersonal skills
The salary on offer for this role is £80,000 per annum, depending on experience.
In return for helping us to grow, we’ll offer you company equity, meaning you own a piece of this business we are all working so hard to build.
