Head of UK Trading and Agency Development

Overview

The Head of UK Trading & Agency Development is an experienced sales lead with the ability to deliver long term, deep commercial and technical partnerships across top-tier agencies and clients. Reporting to the General Manager, this role will serve as a senior commercial advisor within the UK Sales leadership team, ensuring trading deal strategy and agency partnerships align with and support the broader UK sales strategy, led by the Head of UK Sales.. We expect the successful candidate to have established wide reaching relationships across the UK with the ability to leverage these relationships to enable GumGum as a key partner and increase commercial opportunity. 

The UK Head of Trading & Agency Development leads strategy and efforts across these key areas:

• All Trading Deals across the UK team, both Client Direct & Media Buying Agencies 
• Initiate and see the completion of integrations into agency tools and platforms, deepening GumGum’s influence within the client
• Drive new product adoption through commercial deals and senior agency contacts.
• Build long term strategic agency plans by partnering closely with senior client stakeholders, understanding their needs and ensure GumGum are best placed to meet these by working cross functionally within the business.

Key Responsibilities

Agency Trading Deals

• Build strong integral working relationships with all Trading Directors at each Agency Holding Co, major independent agencies and key strategic clients.
• Renew and grow existing UK trading deals annually, ensuring commercial terms deliver profitable, efficient and scalable opportunities with both the client and the GumGum business. 
• Identify and leverage existing/new relationships to generate further commercial partnerships to drive incremental revenue towards the UK sales team:
• Relo
• Mindset Graph
• Pre-bid Data
• Any other new products
• Host, at a minimum, a quarterly business review across all strategic deal partners. Ensuring we have better visibility to forecast, alignment on deal pacing and new opportunities in and outside of media are identified.
• Strengthen internal rigor in managing deals, ensuring systematic tracking, compliance, and consistent reporting across stakeholders.

Trading Deal Management 

• Partner with ‘Rev Ops’ closely to validate proposed deal terms, understanding the impact on business margin, growth and legal.
• Work closely with ‘Biz Ops’ and ‘Sales Ops’ to deliver improved internal tracking for active deals.
• Partake in week pacing calls, providing insight back to the business on deal performance and forecasting.

Agency Integrations

• Map opportunities to deepen our relationships with agency hold-co’s through enrichment of their GTM data and tech platforms.
• Leverage senior relationships to identify and open conversations with key stakeholders within these agency business units.
• Identify the commercial opportunity associated with these integrations.
• Partner with biz ops and product to commence integration projects acting as the commercial lead
• Partner with Global Agency Development (HoldCo) leads based in New York and other regions to ensure UK trading strategies are aligned with global frameworks and maximize cross-market opportunities.
• Communicate and collaborate with global commercial and agency development leads on progress, sharing knowledge which is mutually beneficial.
• Implement a systematic approach to client reporting, including data-driven insights, QBRs, and regular performance updates, ensuring GumGum is viewed as a proactive, strategic partner.

Senior Strategic Relationship Development

• Leverage and develop senior-level contacts across the industry to evangelize the GumGum offering across client leadership
• Grow commercial opportunities and open doors for the broader sales team

Strategic Revenue Growth

• Develop annual and quarterly strategies to grow revenue via Trading Deals
• Align strategies with agency sellers and sales leadership
• Collaborate with the Head of Sales, UK to activate the sales team against trading deal terms, ensuring education, adoption, and accountability for revenue delivery
• Contribute to growing revenue within the UK market YoY.
• Drive adoption of new products and identify opportunities for integrations that create scalable value for clients and agencies.

Leadership & Strategy

• Act as a key member of the UK sales leadership team by ensuring trading and agency development strategies complement and support the overall UK sales strategy.
• Partner closely with the General Manager, EMEA, Head of Sales UK, and Global Agency Development leads to align UK market trading approaches with broader business priorities.
• Serves as part of the UK sales leadership team, contributing to the overarching UK sales strategy and revenue results
• Proactively feeds insights from HoldCos back to the Agency Sales team
• Willingly mentor other sellers as needed

Skills You'll Bring

Experience

• 10 years experience across the digital media industry
• Strong, established and trusted relationships across all core Agency Hold-Co’s in the UK
• A track record of closing and substantially growing trading deals in the UK
• Experience in navigating complex client orgs in order to develop new business opportunity
• Solid experience and understanding of the digital industry, GumGum competitors and what is driving industry change.
• An understanding of financial mechanics to drive profitability in a deal
• Execution rigor: experience with deal performance tracking, forecasting, and reporting.

Skills

• Ability to influence and collaborate effectively across teams; comfortable mentoring peers informally without direct line management 
• Understands how to flex different styles in order to get the best out of individuals and motivate
• Ability to work effectively within a matrixed environment
• Influence without authority: Call out ability to operate cross-functionally in a matrixed environment as an IC.
• Proven and demonstrated skills in developing and enhancing senior-level client relationships
• Proven and demonstrated skills developing and delivering against an articulated sales strategy and achieving all sales goals (quota)
• Attention to detail and organization in daily task

Personal Attributes

• The ability to operate with autonomy to create and execute on a strategic plan to grow commercial relationships
• A proactive self driven individual who goes out to seek new opportunities internally and externally
• Eager to form and develop new and existing relationships across the industry
• Deep curiosity in products and how they can help our clients
• Collaborative and enjoys working with other stakeholders internally to identify and execute on solutions
• A competitive individual who wants to place GumGum as the leader in our space across the UK

What We Offer

• Learn about our benefits & perks package at gumgum.com/benefits. If you'd like additional information, your recruiter can share more specifics during the hiring process!