Senior Digital Account Manager

Purpose of the Position:

• The Senior Digital Account Manager: Nigeria is responsible for driving Direct CTV, OTT, and digital advertising revenue across Nigeria and relevant West African anglophone markets through structured agency relationships and direct client development.

Key Performance Objectives

Revenue Delivery & Pipeline Management

• Own and deliver the Direct CTV and digital advertising revenue target for Nigeria, covering display, video, sponsorship, branded content, and direct CTV inventory.
• Maintain a structured, accurate sales pipeline in the CRM — deal stages, values, close dates, and next actions — updated weekly and reviewed with the SM: Agency & Direct Sales.
• Develop and execute a client and agency revenue plan, identifying the highest-value opportunities by vertical, client type, and deal structure.
• Identify and develop incremental revenue opportunities through innovative packaging of CTV inventory, audience products, and sponsorship integrations.

Agency Relationship Management

• Build and maintain senior relationships with media agency groups, independent agencies, and digital trading desks operating in Nigeria.
• Develop and execute an agency engagement plan — regular briefings, investment reviews, and joint planning sessions — to maintain DStv Media Sales' position as a preferred CTV partner.
• Attend agency planning, buying, and trading conversations; represent DStv Media Sales at market-relevant agency events, upfronts, and industry forums.
• Manage RFP responses, rate negotiations, and preferred partner discussions, ensuring commercial terms are competitive, sustainable, and approved by the SM.
• Track agency share-of-wallet on a quarterly basis and identify recovery or growth opportunities from client spend data.

Direct Client Development

• Build and maintain a direct client portfolio across the three industry verticals Commerce & Consumer; Telco, Technology & Auto; Government, Health & Media relevant to Nigeria.
• Identify and prioritise direct client prospects with high CTV affinity and develop tailored, insight-led proposals.
• Lead data-informed sales conversations with direct clients, translating audience analytics and campaign performance data into compelling investment rationales.
• Manage direct client retention through proactive account management, regular business reviews, and post-campaign analysis.

Market Intelligence & Strategic Input

• Monitor advertiser sentiment, agency investment trends, and competitor activity in Nigeria; provide regular market intelligence to the SM: Agency & Direct Sales.
• Identify emerging categories, advertiser verticals, and market segments with high CTV growth potential and develop targeted outreach strategies.
• Contribute Nigeria-specific deal inputs and market rate intelligence to the multi-currency USD/EUR/ZAR revenue model and budgeting process.
• Collaborate with the Product & Partnerships team on packaging and pricing feedback — providing commercial validation to inform product development.

Operational Excellence & Compliance

• Maintain accurate and up-to-date CRM records at all times — deals, contacts, pipeline stages, activities, and commission split agreements.
• Ensure all client proposals, contracts, and deal terms are processed in accordance with the division's commercial governance framework with appropriate SM/SVP approval.
• Work closely with Ad Operations to ensure seamless campaign execution — from booking and trafficking through to delivery and post-campaign reporting.
• Ensure all client and agency activities comply with applicable data protection regulations in Nigeria NDPA and West African markets.
• Work with Finance to support timely and accurate client billing, credit management, and revenue reconciliation.

Qualifications

• Undergraduate degree in Business, Marketing, Media, Communications, or a related field or equivalent professional experience.

Experience

• 5–7 years of sales experience in a media, broadcast, or digital advertising environment, with a track record of delivering against revenue targets in Nigeria.
• Demonstrated experience managing and growing agency relationships — media agency groups, independent agencies, or digital trading desks.
• Direct client sales experience across major advertising verticals, with a track record of developing new business and managing senior client relationships.
• Strong understanding of CTV and digital advertising products, audience targeting, and campaign measurement.
• Experience operating in Nigeria and West African markets — understanding of local agency structures, advertiser investment behaviour, and market-specific nuances.
• Familiarity with convergent or cross-platform TV selling and the commercial dynamics of coordinating across linear and digital sales teams.
• CRM pipeline management and revenue forecasting experience.