Job Description :
The Organisation:
- MultiChoice Group (MCG), a subsidiary of Groupe CANAL+, is a leading provider of entertainment and related consumer services. The company has an expanding ecosystem, underpinned by scalable technologies, and track record now spans almost 40 years. MCG provides video entertainment products and services through its linear and streaming platforms to millions of households across 50 countries on the African continent. Continues to grow by producing and acquiring the best local, sport and international content, offering tiered subscription packages and aggregated streaming services to its customer base. MCG's superior technology capabilities enable it to continue innovating around distribution, digital, payment solutions and content security to offer the best customer experience across the continent. Reaching up to 100million individuals daily, the MultiChoice Group is using its scale and distribution to expand its platform to include sports betting and interactive entertainment, fin-tech services, household services (focused on internet connectivity with emergency response services) and ed-tech.
- Irdeto which is MCG's technology business, provides platform cybersecurity services which protect over 6 billion devices and applications globally for some of the world's best media and technology brands, as well as clients in the connected industries
The Senior Digital Account Manager: Kenya is responsible for driving Direct CTV, OTT, and digital advertising revenue across Kenya and East Africa (ESA cluster) through structured agency relationships and direct client development.
Reporting to the Senior Manager: Digital Advertising Agency & Direct Sales, the role is the primary commercial point of contact for media agencies, independent agencies, and direct advertisers in Kenya and East Africa.
The role owns and grows a client and agency portfolio, manages a disciplined sales pipeline, and positions DStv Media Sales as the premium CTV and digital advertising destination in market.
It operates within a convergent TV selling framework consistently packaging Direct CTV with linear and programmatic inventory to deliver maximum commercial value for clients and the broadcaster.
Key Performance Objectives
Revenue Delivery & Pipeline Management
- Own and deliver the Direct CTV and digital advertising revenue target for Kenya and East Africa, 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.
- Take proactive corrective action where pipeline or revenue performance is off plan; escalate risks with proposed mitigations to the SM.
- Identify and develop incremental revenue opportunities through innovative packaging of CTV inventory, audience products, and sponsorship integrations.
- Ensure all commission split agreements with linear sales teams are CRM-logged before proposals are issued, in line with the co-sell referral commission framework.
Agency Relationship Management
- Build and maintain senior relationships with media agency groups, independent agencies, and digital trading desks operating in Kenya and East Africa.
- 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.
- Proactively educate agency partners on the CTV audience proposition, targeting capabilities, identity infrastructure, and measurement methodology.
- 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 Kenya and East Africa.
- 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.
- Represent DStv Media Sales at client-facing industry events, conferences, and networking forums to generate new business.
- Position Linear TV, Direct CTV, and Programmatic CTV as complementary buying channels within every major client and agency proposal.
- Enforce the 24-hour linear/digital alignment protocol: escalate all digital opportunities with a linear sales dimension within 24 hours and agree co-proposal structures before client submission.
- Identify cross-sell and upsell opportunities on active linear campaigns, ensuring CTV and digital extensions are always part of the client conversation.
- Use convergent TV packaging to compete effectively against digital-only publishers demonstrating reach, brand safety, and audience quality advantages of CTV.
- Feed deal structures and client feedback back to the SM and the Performance Sales & Enablement team for training collateral and playbook development.
Market Intelligence & Strategic Input
- Monitor advertiser sentiment, agency investment trends, and competitor activity in Kenya and East Africa; 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 Kenya and East Africa-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 Kenya (DPA) and East African markets.
- Work with Finance to support timely and accurate client billing, credit management, and revenue reconciliation.
Undergraduate degree in Business, Marketing, Media, Communications, or a related field (or equivalent professional 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 Kenya and East Africa.
- 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 Kenya and East 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.
- Media and CTV sales: Direct CTV, digital video, display, sponsorship, branded content, and audience-based advertising products.
- Agency relationship management: holding group structures, trading frameworks, and agency planning cycles.
- Revenue forecasting and pipeline management: CRM proficiency, deal-stage discipline, and multi-currency revenue modelling.
- Audience measurement and campaign performance metrics: reach, frequency, viewability, brand safety, attribution, and post-campaign analysis.
- Convergent TV commercial structures: cross-platform proposal design, commission split frameworks, and linear/digital co-sell mechanics.
- Data-driven sales: use of audience analytics, client spend intelligence, and competitive data to inform sales conversations.
- Negotiation and commercial structuring: rate card management, deal packaging, and volume-based incentives.
- Excellent written and verbal communication in English.
- Regulatory awareness: Kenya Data Protection Act and applicable East African data protection requirements.
- Commercial Drive & Hunger
- Relationship Building & Stakeholder Influence
- Persuasion & Negotiation
- Resilience & Tenacity
- Strategic Thinking
- Data-Driven Decision Making
- Collaborative Team Orientation
- Pan-African Cultural Awareness
- Adaptability in Ambiguous Environments
- Executive Presence & Communication