1. Job Title: DIGITAL PERFORMANCE DIRECTOR

2. Reporting to: Managing Director Hong Kong

3. About iProspect

Prospect is the dedicated digital performance-marketing company within Dentsu Aegis Network specializing in pay per click (PPC) management, full service search engine optimization (SEO), affiliate marketing, performance display and bought social media. The business was founded in 1996 in Boston Massachusetts. Today there are over 60 iProspect offices globally with 2200+ staff managing in excess of US$1.8 billion in billings, which places us as a number 1 top spender with Google and is a basis of our strategic, global partnership with the search engine. Each of the 60+ iProspect offices is a leading performance agency in their respective market.

Our mission is to be the most sought after global digital performance agency, implementing fully integrated marketing programs that

drive industry-leading results for our valued partners. With performance marketing at the core, we envision a brand that is synonymous

with innovation, unparalleled customer service and home to the world’s leaders in digital marketing.

4. Role Mandate

iProspect Performance Director is responsible for the overall direction, development and performance of our client business.

You are accountable for the client relationship as well as the performance and development of your team. A Performance Director is expected to raise the standard of what we do and work with an entrepreneurial spirit to expand our client relationships and grow our business.

5. Position Responsibilities

Client Leadership & Development

-          Prepare and drive the execution of the annual client business plans

-          Establish excellent relationships with senior clients whereby the seek and trust your expertise and opinions as a valued partner

-          Direct the client to understand the value of digital media and grow the role of digital in their marketing programs and customer relationships

-          Work with an entrepreneurial spirit to identify opportunities and generate ideas for your clients, within and outside of briefs

-          Identify opportunities and cross-sell other iProspect services to expand our relationship and secure a larger portion of their media budget

-          Act with an entrepreneurial spirit to pro-actively propose ideas for their marketing, media and/or business, and convert those opportunities in paid-for work (particularly incremental media spend)

-          Consistently act with leadership qualities: have a vision, ambition, integrity, be accountable, decisive, assertive, motivating, reliable, trustworthy, have high standards

-          Lead the management of your clients ensuring that iProspect has appropriate time to deliver excellence

-          Vigorously defend the position of iProspect, while always working with the client’s best interest

-          Drive the development of all necessary client education initiatives ensuring that the client operates with optimal understanding of digital media and iProspect practices, and what’s needed to get the best from their iProspect partnership

-          Inspire clients by demonstrating the direct response & brand building capabilities of digital media

Commercial Leadership

-          Deliver your annual forecasts for each client and provide accurate updates on a monthly basis

-          Identify resource requirements for each client and establish necessary compensation structure to deliver revenue and profit targets

-          Effectively manage your team to operate within this structure

-          Provide accurate short-term forecasts on a weekly basis

-          Lead a quarterly/bi-annual financial review with each client to proactively manage necessary changes to resourcing or remuneration structure to deliver our revenue and profit targets

-          Ensure your team is working to the established media financial process

-          Manage clients and establish systems or process to ensure effective financial controls (i.e. receipt of PO before media buying, timely client payment, credit insurance)

-          Identify means of driving greater operational and financial efficiency across client business, through negotiation of supplier contracts, outsourcing initiatives or dedicated resourcing for specific tasks

Strategic Digital Media

-          Maintain a detailed understanding of the client’s business challenges and marketing objectives

-          Continuously expand your marketing intelligence and understanding of consumers in the digital age through reading, debating, attending events

-          Participate in and learn about social marketing and the impact for our clients

-          Use your knowledge of the various digital channels to sell-in ideas for your clients media activity and to secure briefs for further exploration

-          Lead your client and internal teams to ensure iProspect is working with powerful insights and audience understanding in order to deliver the most effective digital communications

-          Be a trusted, knowledgeable source of information and developments in digital marketing

Team Leadership

-          Work with an attitude of ‘it’s up to me to make it happen’

-          Provide clear role and responsibility definitions for each member of your team

-          Ensure all such processes and practices as are necessary for the exemplary management of client business are delegated to team members and delivered to the required standard on an ongoing basis

-          Ensure an acceptable workload for each team member

-          Develop the skills and knowledge of your team through mentoring, supervision and providing continual feedback on performance

-          Identify & propose specific team training needs where necessary

-          Acknowledge great performance of your team members

-          Act swiftly to correct any underperformance within your team, providing clear direction and measurable timelines for improvement

-          Complete annual performance appraisals for each member of your team, ensuring that your team has the opportunity to work towards their annual objectives

-          Ensure holidays are taken to the annual allowance by each member of your team and effective coverage is planned

-          Identify stress in your team members and propose appropriate action to alleviate stress where necessary

6. Professional Expectations

-          Complete timesheets on a weekly basis

-          Arrive punctually at each meeting prepared to contribute, ensure thorough meeting notes are taken and distributed as appropriate

-          Be an excellent communicator – provide clear correspondence and specifically well-written e-mails to ensure all expectations and details are understood by all

-          Develop superior presentation skills – both in-person and over the phone

-          Meet commitments and complete tasks as agreed and within agreed timeframes

-          Work with team members to ensure all participants are prepared for meetings: book rooms and call-in numbers, distribute meeting details and presentations/materials well prior to meetings, organize food and drinks if necessary

-          Manage up to your mangers as appropriate, escalating issues immediately when appropriate

-          Safeguard proprietary information of clients and iProspect

-          Proactively contribute to a positive team atmosphere and company culture

7. Key Performance Indicators:

-          Client growth (scope and revenue). YoY revenue growth by 30%

-          Client satisfaction and retention. 90% client retention rate

-          The profitability of your client P&L

-          The scope of work for each client

-          Contribution to product and agency development (blog and press publications, case studies, supporting new business initiatives)

-          Achievement of annual objectives

8. Time split:

Managing clients and delivery 30%; product and agency development 30%; people management 40%

9. Person Specification

Attribute	Essential	Desirable
Experience / Knowledge	- 5+ years of demonstrated success in leading an account team in the digital media industry - 8 years of client management experience, preferably working on large, integrated accounts - Excellent knowledge and passion for digital - Extensive experience managing, motivating and leading account teams (10+ people) - Ability to collaborate effectively with other agency capabilities to meet common goals - Strong media background and familiarity with multiple media channels particularly in the areas of digital/search - Fluent English speaker	- Cantonese speaker
General attributes	- Strong client-facing skills: understanding client needs, maintaining relationships, building partnerships - Communicates effectively at all levels, both up and down - Strong numerical skills and attention to detail - Able to work in high pressure environment and resolve client issues - Able to work collaboratively across teams - Analytical and strategic - Demonstrates entrepreneurialism and initiative taking - Demonstrates honesty and integrity