Head of Ad Sales

JOB DETAILS

Role: Head of Ad Sales

Contract Type: Permanent, Full-time

Location: Tokyo, Japan

WE ARE BBC STUDIOS

A globally renowned media company borne of the BBC. We make and distribute the world’s most sought-after TV, audio and digital content.

Our ambition is to be the home of the most powerful, entertaining, and inspiring stories for people all around the world.

PURPOSE OF THE ROLE

The Head of Ad Sales/ Commercial News – Japan is responsible for leading and delivering profitable advertising sales revenues across the Japanese market, in line with the APAC Ad sales strategy. The role drives local market strategy, agency and client partnerships, and execution excellence across BBC Studios advertising products, while working closely with the SVP Ad Sales, APAC. This role will represent Japan-specific market needs and opportunities within the broader APAC framework and ensure strong alignment with regional priorities and collaborate with local marketing team and the APAC arm of our branded content studio (BBC StoryWorks).

YOUR KEY RESPONSIBILITIES AND IMPACT

Leadership & Strategy

• Own and deliver the ad sales/ commercial news performance for Japan, meeting budgeted revenue, growth and profitability targets.
• Develop and execute the Japan market sales strategy in alignment with the APAC ad sales strategy and priorities set by the SVP Advertising Sales, APAC and President APAC
• Identify and develop new revenue streams, commercial opportunities and category growth relevant to the Japanese market.

Client Relationship Management

• Cultivate strong, long-term relationships with key advertising clients, agencies, and industry partners.
• Lead senior client and agency relationships within Japan, acting as the primary local market lead for key accounts and strategic partnerships.
• Lead key client negotiations and develop customized solutions to meet client needs while maximizing revenue and profit.
• Ensure high levels of client satisfaction and retention by delivering exceptional service and value.
• Oversee the development and execution of effective advertising campaigns that drive results for clients.

Market and Industry Insight

• Stay up-to-date with industry trends, market conditions, and competitor activities to identify new opportunities and threats.
• Provide market insight, competitive intelligence and growth opportunities from Japan to inform APAC strategy and investment decisions.
• Support regional and global sales initiatives by ensuring Japan is effectively represented and activated within wider APAC and global priorities.

Team Management

• As Head of Ad Sales/ Commercial News, work collaboratively with Sales teams, Branded Content (BBC StoryWorks), Marketing and Product teams to deliver integrated advertising solutions suited to local client needs.
• Retain, train, and mentor a high-performing team, fostering a culture of accountability, collaboration, and excellence.
• Provide leadership and guidance to all BBC Studios staff based in Japan as a senior leader for the Company based in Tokyo.
• Conduct regular performance reviews, set clear goals, and encourage professional development within the sales team.

Revenue Forecasting & Reporting

• Forecast revenue, manage pipeline performance and provide accurate reporting into APAC sales leadership.
• Analyse sales data to identify trends, optimize pricing strategies, and maximize revenue potential.
• Regularly present performance updates, strategic insights, and revenue forecasts to the executive leadership team.

Compliance

• Liaise with BBCS Editorial and Product teams to ensure that content and digital assets are meeting client requirements and position us effectively against competitors.
• Ensures compliance with BBC Code of Conduct, Editorial Standards, Advertising and Sponsorship Guidelines, BBCS values and all other internal commercial policies and controls, making sure that all business is conducted with the highest standards of integrity and ethics.

YOUR SKILLS AND EXPERIENCE

Qualifications:

• Extensive experience in senior advertising sales roles within media, digital or publishing environments.
• Deep understanding of the Japanese advertising market, agencies, clients and cultural business practices.
• Proven ability to develop and execute market-level strategies aligned to regional or global frameworks.
• Strong commercial acumen, negotiation and relationship management skills.
• Experience working within matrixed, international organisations.
• Fluent Japanese and English communication skills, both written and spoken.
• Strategic thinker with the ability to execute complex sales strategies and adapt to changing market conditions.
• Exceptional organizational skills and the ability to manage multiple priorities and deadlines.
• Bachelor's degree in Business, Marketing, Communications, or related field

Preferred Experience:

• Experience managing a diverse portfolio of advertising products across multiple platforms.
• Expertise working with a news publisher and selling inventory around news content
• Established network of industry contacts and relationships with major advertisers and agencies.

Other information

• This role reports directly to the SVP Advertising Sales, APAC, and operates as the senior market lead for Japan within the regional Ad sales structure.