Rakuten was founded in 1997 and is the world’s first successful merchant-focused e-commerce marketplace. Rakuten now encompasses over 70 businesses worldwide spanning e-commerce, digital content, communications and fintech that reach more than 1 billion members around the globe. You may have seen our logo as sponsors, on the jerseys of The Golden State Warriors who won the 2017 NBA Championship or FC Barcelona.

Rakuten Advertising is the marketing and advertising arm of Rakuten, focused on helping the world’s leading brands find new customers and maximise the returns from their advertising budgets.

Rakuten Advertising EMEA, are looking for a collaborative, thoughtful and results orientated, Head of Sales EMEA, who will oversee the Affiliate Sales divisions across UK, FR, DE and other EMEA locations.

They will be responsible for developing the over-arching EMEA sales strategy, and will own new business revenue targets, whilst being sympathetic to local market and cultural needs. They will work hand in hand, with their respective local teams and leaders, to develop the right strategy and approach, to deliver on company revenue, profitability, and margin goals. This leader will balance the requirement for centralised processes and best practices, to help scale growth, as well as understanding the needs for localisation, to champion support for local teams. They are a key decision maker and collaborator, across the EMEA organisation, as well as partner for cross-functional department leaders, and across the Rakuten Advertising leadership group.

KEY RESPONSIBILITIES

Business Development & Strategy

• Proven track record in achieving commercial sale goals, will be responsible for EMEA New Business Affiliate
• Developing market-based strategies / performance against target
• Develop standardised best practices across all EMEA commercial sales organisation, to drive efficiencies and maximise on revenue opportunities
• Develop Regional vs Global framework for sales strategy, alongside Sales solutions
• Ability to develop standardised sales best practices
• Oversees growth strategy/investment planning in new markets/verticals (with CSO)

People Management

• Cross-market and cultural knowledge, to guide and development key talent and teams
• Senior level stakeholder within EMEA and International organisation, partnering with operating and executive teams
• Develop sales quota, pipeline measurement, planning and resourcing with key functions including Business Planning, and Sales Solutions

Financial & Legal

• Track and analyse commercial performance against market developments and business objectives; builds revenue targets, quotas, and overall incentive plans
• Address issues affecting profitability; ensure relevant information goes to appropriate stakeholders through agreed channels
• Excellent partner to the Legal and Tech departments, delivering key drivers and friction points, to help scale team operations, efficiencies, and maximise revenues

MINIMUM REQUIREMENTS (Knowledge, Skills, Abilities)

• Experience in setting up new business targets and goals, from lead generation to post client launch, to inform future improvements and maximise sales capabilities in team
• Demonstrated track record of building and leading high performing teams – leverages empathy and analytical abilities to understand way to progress and improve our people organisation
• Strong communicator – Ability to understand needs of the team, clients, and business, to balance decision making and key drivers/actions plans
• Will act as a key stakeholder and partner to Commercial Strategy and leadership teams, with an excellent working knowledge of key markets and drivers related to the performance eco-system, to help inform investments and growth opportunities across both EMEA and our Global business

QUALIFICATION REQUIREMENTS

• 8-10+ years in leading and developing strong performing teams
• 10+ years in search, affiliate, social, display or attribution in a commercial or revenue focused role
• Self-starter and highly motivated; capable of working independently, yet collaboratively, within a fast-paced environment
• Strong communication skills with the ability to build and maintain good rapport with internal and global teams as well as external vendors and handle situations with confidence, tact, and resourcefulness
• Ability to prioritise, work on and manage multiple projects with rigorous timelines
• Team-oriented person who wants to contribute to the success of the team and company
• Solid understanding of digital Advertising ecosystem and how it fits in to the larger brand strategy
• Ability to support a multi-national team and travel internationally, when required
• Master’s/Bachelor’s degree or equivalent
• Great technology is important, but at the end of the day it’s our people that make our company great. We attract, develop and retain the best talent at every level. And we invest in their progress.

For us, diversity isn’t just something that’s nice to have, it’s essential to our success. Different perspectives bring strength to every team. New voices are welcome. Come grow with us. We promise this: we make talent decisions with speed, honesty and respect. Great things happen when talent and opportunity meet.

The recruitment process will consist of several interviews with the interview panel and you will be given a brief which you will need to complete and present to the panel.