Controller of Client & Agency Sales

The Role

The role

Build deeper relationships with senior customers and drive strategic long term conversations by ‘selling and representing’ itv's commercial offering. In turn to drive revenue and reputation to ensure itv Commercial revenue targets are achieved. Responsible for guiding and developing strategic skill of Agency Leads (x6) and to work closely with the Group S&P Controllers (x3) and with the Hared of Creative Sales (BE Studio)

Key responsibilities

• Driving and delivering against all itv Commercial revenue targets and objectives. This includes yearly TAR, Addressable, Digital, Partnerships and new revenue opportunity targets. And, representing and itv Commercial core strategic pillars - Mass reach, Addressability at Scale, Creative Partnerships (BE Studio), Measurement and Outcomes and Revenue Diversification.

• With the Director of Commercial Sales & Partnerships,establish, develop and lead the customer growth & sales strategy for S&P. This includes being responsible for the leading and overseeing of S&P’s customer engagement plan - via Client and Agency mapping and segmentation.

• The role is responsible for building deeper relationships with customers driving strategic long term Client conversations. Focusing on deepening existing relationships & engaging senior Agency and Client contacts where we have low, lapsed or no relationships.

• Agency Leads will report directly to the Controller of Client & Agency Sales x2 (and have a dotted line to Group S&P Controllers) who will be responsible for their development across ‘sales and representation’, ‘customer engagement’ and ‘team leadership’.

• ‘Sell and represent’ all of itv commercial offering - driving revenue & engagement across all touchpoints (not just creative partnerships)

• Focus on Agency SLT’s & senior Clients (CMO, Brand Director, Head of Marketing/Brand/Media)

• Gather competitor & market intel to help drive insights that evolve itv Commercial ‘sales strategy’ whilst informing itv ‘sales narrative’

• Ensure uniformity in S&P approach and performance - KPIs (revenue and relationships) through ‘horizontal responsibility’ (working closely with Group S&P Controllers)

• Be responsible for developing Agency Lead S&P’s and their senior customer expertise (over and above Account/activity’) and so grow their strategic and senior customer skillset.

Skills you’ll need (minimum criteria)

• Extensive Sales Management Experience: Typically requires 3+ years in a senior sales leadership role, with a proven track record of consistently meeting or exceeding challenging sales targets.
• Agency & Client Experience: Demonstrable experience successfully managing relationships and driving revenue with both direct Client (brands/advertisers) and Agency partners (media, creative, digital, social, addressable, content, IP, licensing, etc.).
• Industry Knowledge: Deep understanding of the market, industry trends, and competitive landscape (e.g., digital media, advertising technology, integrated marketing, etc.).

Other things we’re looking for (key criteria)

• Strategic Sales Leadership: Develop and execute comprehensive sales strategies and plans to achieve revenue targets and growth objectives across both client-direct and agency channels.
• Relationship Management: Build, maintain, and own relationships with key decision-makers at top-tier clients and advertising/media agencies. Act as the senior representative for the company.
• Team Leadership: Lead, mentor, and motivate the sales team, setting clear performance targets (KPIs), fostering a high-performance culture, and managing team recruitment and development.
• Business Development: Identify, pursue, and close significant new business opportunities, particularly large-scale accounts and strategic agency partnerships.
• Commercial Oversight: Manage sales budgets, forecasts, and pricing strategies to maximize profitability and control expenses.

• Cross-Functional Collaboration: Collaborate with Marketing, Product, and Operations teams to ensure sales efforts are aligned with overall business strategy, product offerings, and delivery capabilities.