Digital Agency Account Manager – Non-Endemic (Rainmaker Media)

Job description

About the role Powered by Africa’s largest retailer, Rainmaker Media is positioned to reach over 80% of South Africa’s shoppers directly through its digital and physical media channels. With exclusive access to one of the continent’s largest retail audiences, Rainmaker Media combines rich first-party shopper data, advanced analytics and innovative media solutions to deliver precision retail media at scale. As Rainmaker Media continues to grow its market presence, we are building a cuttingedge, collaborative and passionate team focused on delivering innovative solutions and exceptional commercial outcomes. Within this context, we are looking for an ambitious and energetic Digital Agency Account Manager – Non-FMCG to develop and grow relationships with media agencies representing non-FMCG clients, selling and managing digital and omnichannel media solutions that deliver measurable business outcomes. What you'll do The purpose of the Digital Agency Account Manager – Non-FMCG role is to drive revenue growth from non-FMCG advertisers through relationships with media agencies and their clients. The role is responsible for identifying, developing and converting opportunities across non-FMCG sectors by demonstrating how Rainmaker Media’s first-party shopper data, digital platforms, physical retail environments and omnichannel capabilities can address a broad range of advertiser objectives. The Account Manager will focus on growing existing agency relationships, increasing client spend, securing new business and expanding Rainmaker Media’s share of agency budgets across non-FMCG categories. The role requires strong commercial acumen, a deep understanding of the digital media landscape and the ability to translate shopper data and insights into compelling media solutions. The successful candidate will be confident, engaging agency stakeholders, identifying opportunities within agency portfolios and building trusted, long-term partnerships that drive sustainable revenue growth. The Digital Agency Account Manager is a key commercial representative of Rainmaker Media and is expected to develop and execute an effective sales strategy aligned to the broader agency sales strategy. Role Description In partnership with the Head of Agency Sales, develop and execute a growth strategy for the assigned agency portfolio, with a specific focus on non-FMCG advertisers and categories. Achieve and exceed allocated digital and omnichannel sales revenue targets. Retain and grow revenue across a designated portfolio of media agencies and their non-FMCG clients. Develop strong relationships with media agencies, agency investment teams, planners, buyers, strategists and relevant client stakeholders to identify opportunities for Rainmaker Media. Proactively identify non-FMCG categories, clients and sectors where Rainmaker Media's audience, data and media solutions can deliver against advertiser objectives. Actively research, seek out and cultivate new agency and client opportunities to drive incremental revenue. Identify opportunities to introduce Rainmaker Media to new non-FMCG advertisers within existing agency portfolios, increasing agency share of spend. Initiate, develop and present relevant media opportunities, proposals and solutions to agencies and clients. Utilise first-party shopper data, audience insights, campaign performance data and market intelligence to develop compelling, evidence-based sales proposals. Position Rainmaker Media as a strategic media partner rather than solely a media supplier, demonstrating how its data, audience and omnichannel capabilities can support different non-FMCG marketing objectives. Actively engage available data points, research platforms, audience insights and information sources to ensure market conversations, proposals and solutions remain relevant and impactful. Promote Rainmaker Media's digital, physical and omnichannel media portfolio to agencies and non-FMCG clients, with a strong understanding of the positioning, audience and commercial value of each platform. Identify opportunities to connect non-FMCG brands with relevant shopper audiences across the Shoprite ecosystem. Work closely with internal teams, including Ad Operations, Data, Insights, Marketing and Commercial teams, to ensure proposed solutions are commercially viable and effectively delivered. Monitor campaigns to ensure agreed deliverables are achieved and work alongside Ad Operations to optimise campaign performance and maximise the opportunity for repeat business. Analyse closed-loop campaign performance and translate results into meaningful insights, recommendations and future sales opportunities. Promote data-led omnichannel media solutions that address or anticipate non-FMCG client objectives. Conduct market and category research to identify emerging sectors, new clients, changing advertiser needs and opportunities for business growth. Participate in and manage negotiations of agreements, contracts, renewals and commercial arrangements, ensuring opportunities are fully leveraged and optimised. Ensure the efficient management and accurate execution of all sales processes, systems and reporting requirements. Prepare sales contracts and supporting documentation in accordance with company policies, legal requirements and established guidelines. Maintain accurate records of sales, revenue, contracts, campaigns and invoices. Provide proactive and trustworthy feedback, communication and after-sales support to agencies and clients. Build long-term, commercially valuable relationships with agency partners and their non-FMCG clients. Schedule regular agency and client status meetings to maintain relationships, understand evolving business needs, identify opportunities and ensure continuity of spend. Ensure a consistent and effective flow of communication between agencies, clients, internal stakeholders and suppliers. Track, monitor and report on sales targets, pipeline, revenue and performance to leadership teams to support informed commercial decision-making. Identify opportunities to increase Rainmaker Media's penetration across agency portfolios and diversify revenue beyond traditional FMCG advertisers. What you bring Degree or Diploma in Marketing, Media, Advertising, Business or a related field – essential . 3+ years' experience in agency-facing digital media sales, media agency account management or a related commercial media environment – essential . Proven track record of growing client or agency spend and achieving or exceeding revenue targets – essential . Strong digital media sales background, with experience across direct and/or programmatic digital media – essential . Experience working with non-FMCG advertisers, preferably across multiple industries and client categories – essential. Experience working with media agencies and an established understanding of agency structures, planning processes, media buying and investment cycles – essential . Understanding of retail media, first-party data and audience-led media solutions – essential . Experience developing data-led media proposals and translating audience insights into commercial opportunities – essential . Experience interpreting and analysing research and campaign performance data to support sales, including platforms such as Narrative, Google Analytics and relevant ad-serving/ad-tech platforms – essential . Experience presenting to large and small audiences across different stakeholder levels within an agency and client environment – essential . Well-established relationships and network within the media agency and/or advertising ecosystem – essential . Proficiency in MS Offce and CRM software, such as Salesforce – essential . Proficiency in Power BI – desired . Key Competencies and Work Ethic Commercial and Business Acumen Proactively identifies opportunities to grow revenue across agency portfolios and non-FMCG categories. Understands advertiser objectives and translates these into commercially viable media solutions. Agency and Client Orientation Builds trusted relationships with media agencies and clients and understands the dynamics of agency planning, buying and investment. Demonstrates a strong commitment to delivering exceptional service and commercial value. Sales and Growth Mindset Passionate about selling and motivated by achieving and exceeding targets. Continuously looks for opportunities to increase agency spend, win new clients and expand Rainmaker Media's share of non-FMCG advertising budgets. Communication and Presentation Engaging and confident communicator who can articulate complex media, audience and data propositions in a clear and compelling manner to planners, buyers, strategists, senior agency stakeholders and clients. Data and Insight Able to understand and use first-party data, audience insights, research and campaign performance information to develop relevant propositions and demonstrate measurable value to clients. Negotiation Strong negotiation skills with the ability to apply diplomacy, commercial judgement and calculated compromise to achieve mutually beneficial outcomes. Relationship Building Develops strong, credible and long-term relationships with agency partners, clients and internal stakeholders. A natural networker who can identify and influence key decisionmakers. Problem Solving and Commercial Creativity Flexible and innovative thinker who can identify new applications for Rainmaker Media's capabilities and develop creative solutions to meet the diverse objectives of non-FMCG advertisers. Planning and Organisation Plans, coordinates and executes sales activities ePectively. Manages pipelines, opportunities, client engagements and reporting while maintaining a strong focus on revenue delivery. Agility and Resilience Able to operate ePectively under pressure, prioritise competing demands and adapt quickly within a fast-moving digital media and advertising environment. Results and Quality Focus Sets ambitious goals, takes ownership of outcomes and works tenaciously to meet and exceed revenue and quality expectations. Collaboration Works collaboratively across Commercial, Ad Operations, Data, Insights, Marketing and other internal teams to deliver seamless client solutions and a positive customer experience. Key Success Measures Success in this role will be measured through: Achievement and overachievement of digital and omnichannel revenue targets. Growth in non-FMCG agency revenue and client spend. New non-FMCG client acquisition. Growth in share of agency wallet. Retention and growth of existing agency relationships. Growth in the number and value of active non-FMCG advertisers. Pipeline development and conversion. Campaign delivery and client satisfaction. Repeat business and renewal rates. Successful adoption of data-led and omnichannel media solutions. Quality and strength of agency and client relationships. Our Group and all its operating companies is committed to creating, embracing, and preserving a diverse workplace that values the unique talents, perspectives, backgrounds, and abilities that enrich our organisation. A place where everyone matters and feels included. We are committed to Employment Equity when recruiting internally and externally. Please take note that by responding to this application and providing your personal information, you confirm your express and informed consent for Shoprite Checkers (Pty) Ltd and all its subsidiaries and affiliates companies to process your personal information for the Company to consider your application for this position. All Personal Information which you provide to the Company will be used and/or retained only for the purposes for which it is collected, whereafter it will be permanently destroyed. Your information is only retained if it is required by law or where you have given consent to us to retain such information for an extended period. If you don’t hear from us within 14 days, please consider your application unsuccessful. Any personal information collected as part of your application will be destroyed, securely, in accordance with South African legislation.