Ad Service Senior Manager

About the Role

The Ad Service Senior Manager owns the end-to-end sales and business development activities for advertising services targeting international providers, suppliers, and business partners.

The primary mission of this role is to drive revenue growth through the development of strategic commercial opportunities, acquisition of international advertising clients, and establishment of sustainable business partnerships.

This role is responsible for identifying and prioritizing potential clients, building and managing the sales pipeline, understanding client requirements, and developing tailored commercial proposals and advertising service packages.

The Ad Service Senior Manager also leads commercial negotiations, pricing discussions, and contract finalization, while coordinating with internal teams to ensure effective service delivery, fulfillment of contractual commitments, and achievement of revenue objectives.

Key Responsibilities

1. International Market Development & Business Opportunity Identification

• Identify, evaluate, and prioritize international providers, suppliers, and potential clients for Ad Service offerings.

• Identify new business opportunities and potential revenue streams within international markets.

• Develop and maintain professional relationships with potential clients, business partners, and key commercial stakeholders.

• Assess client needs, business potential, and advertising requirements to identify relevant commercial opportunities.

• Develop a structured approach to market outreach and client acquisition to expand the international Ad Service customer base.

• Continuously identify opportunities to expand the organization's presence and commercial relationships within relevant international markets.

2. Sales Pipeline Management & Business Development

• Build, develop, and manage the end-to-end sales pipeline, from lead generation and initial engagement through commercial negotiations and contract closure.

• Establish clear priorities and manage sales opportunities based on revenue potential, business relevance, and likelihood of conversion.

• Lead the sales process and ensure consistent follow-up across all stages of the commercial engagement lifecycle.

• Monitor pipeline performance, opportunity progression, and conversion rates to support revenue planning and business development objectives.

• Identify potential barriers to sales conversion and develop appropriate approaches to accelerate commercial opportunities.

• Maintain accurate visibility over active opportunities, expected revenues, and the status of ongoing negotiations.

3. Commercial Proposal Development & Negotiation

• Understand client business requirements, advertising objectives, and commercial expectations to develop relevant service offerings.

• Design and develop tailored Ad Service packages and commercial proposals aligned with client needs and organizational capabilities.

• Define commercial proposals covering service scope, pricing structures, commercial terms, and mutual commitments.

• Lead commercial negotiations with international clients and partners regarding pricing, service scope, contractual terms, and business commitments.

• Ensure proposed commercial agreements create sustainable business value while protecting the organization's commercial interests.

• Own the negotiation and contract finalization process, ensuring that agreed commercial terms are clearly defined and documented.

• Develop and refine commercial offerings based on client feedback, market opportunities, and business requirements.

4. Revenue Management & Client Relationship Development

• Monitor revenue generated through Ad Service contracts and ensure visibility over commercial commitments and revenue realization.

• Coordinate with relevant internal teams to ensure effective execution of contracted services and fulfillment of agreed client commitments.

• Monitor the delivery of commercial commitments and identify potential gaps or deviations that may affect client satisfaction or revenue realization.

• Identify and develop upselling and cross-selling opportunities within existing client accounts to maximize account revenue.

• Build and maintain long-term relationships with international clients and partners to strengthen client retention and expand commercial collaboration.

• Identify opportunities to increase the scope of existing agreements and develop additional revenue-generating partnerships.

• Maintain regular communication with clients to understand evolving business needs and identify further opportunities for collaboration.

5. Cross-Functional Coordination & Commercial Execution

• Collaborate with relevant internal stakeholders to ensure alignment between commercial agreements and operational delivery capabilities.

• Coordinate the internal execution of signed agreements and ensure that relevant teams are aligned on service scope, timelines, and contractual commitments.

• Facilitate effective communication between external clients and internal stakeholders throughout the commercial engagement lifecycle.

• Follow up on service delivery commitments and coordinate the resolution of issues that may affect contractual performance.

• Ensure effective handover of commercial agreements to relevant internal teams following contract finalization.

• Maintain alignment between client expectations, agreed commercial terms, and actual service delivery.

Qualifications & Competencies

• Proven experience in B2B sales, business development, or commercial roles, preferably within advertising services or digital business environments.

• Strong understanding of advertising sales models, digital services, and commercial partnership development.

• Demonstrated expertise in identifying business opportunities, developing sales pipelines, and converting leads into revenue-generating contracts.

• Proven experience in developing commercial proposals, designing service packages, and defining pricing and commercial terms.

• Strong experience in commercial negotiations and contract finalization, particularly with business clients and external partners.

• Solid understanding of sales pipeline management, revenue forecasting, opportunity management, and client account development.

• Experience in managing international clients and business relationships is an advantage.

• Strong commercial acumen and the ability to identify revenue opportunities and evaluate the commercial potential of business partnerships.

• Excellent communication, presentation, and stakeholder management skills.

• Professional proficiency in English, with the ability to lead business discussions, deliver commercial presentations, and negotiate effectively with international stakeholders.

• Strong relationship-building and influencing capabilities, with the ability to establish trust and maintain long-term commercial partnerships.

• Results-oriented mindset with a strong focus on revenue growth, business development, client acquisition, and commercial execution.

• Bachelor's degree in Business Administration, Marketing, International Business, Commerce, or a related field.

• 6–10 years of relevant professional experience.

Scope of Authority & Accountability

The Ad Service Senior Manager holds end-to-end accountability for the development and execution of international Ad Service sales opportunities, from initial client identification and lead generation through commercial negotiations, contract finalization, and revenue development.

Within the organization's approved commercial frameworks and delegated authority, this role is responsible for managing the sales pipeline, developing commercial proposals, negotiating business terms, and coordinating the execution of signed agreements.

The role is expected to independently drive day-to-day commercial engagements, manage client relationships, identify revenue growth opportunities, and ensure effective coordination between external clients and internal delivery teams.

Commercial commitments, pricing exceptions, contractual terms, and financial agreements that exceed the role's delegated authority are subject to the organization's established approval and governance processes.