12 month FTC (Matt Leave)
Reporting to Agency Group Director
About the team
The Agency Team in GroupM Digital comprises four separate teams that are organized around our agencies, with three teams focused on 1. Mediacom and Essence, 2. Mindshare and M/Six, and 3. Wavemaker, with a further 4. Pan-Regional team working to service multi-national Xaxis clients. The teams are responsible for delivering programmatic activity for our agencies’ clients, from brief response through to activation across different Xaxis products and different commercial models including Xaxis and our fully disclosed service. As programmatic specialists, this team have in-depth knowledge across a breadth of topics and ensure that this knowledge is used in the best way to meet our clients’ needs. The Agency Team also includes agency-allocated Digital Strategists who provide strategic thinking and guidance on the best application of GroupM products, services and technologies for our agencies' clients and work to ensure our programmatic activation is connected to our full range of digital capabilities to deliver the best possible outcomes for our clients.
About the role
The Head of Client Development is a pivotal role, being the commercial lead for all clients and business model across (agency patch),
The HOCD will manage a team of Senior & Client Development Managers to outline business strategy, set goals, be accountable for performance management, revenue growth, how to demonstrate exemplary service and ultimately inspire your team to achieve business goals.
The HOCD will develop a deep knowledge about (agency patch) ways of working, their clients and their goals through positive relationships with key account, acting as a trusted advisor.
Drive business growth – the growth of our business depends on understanding our clients’ needs and tailoring the correct business model to each individual client across all inclusive and itemised models. You will find agency relationship management and sales process second nature and will inspire your team to achieve business development targets and goals.
Deliver a great service – our agency partners are our primary customers, you will interact well with agency colleagues, impart your knowledge, and constantly improve the reputation of Xaxis through your attitude and the work you do. Dependent on client business model you will be able to manage expectation on service levels associated to both all inclusive and itemised business model. You will articulate the value Xaxis solutions provides for each client whislt being able to explain the process involved within an itemised business model. You will act as a point of escalation for troubleshooting commercial business problems and be an expert in programmatic execution, through both platform knowledge and a strong comprehension of industry trends and competitor offering.
Deliver results – work closely with the Senior members of your team to ensure first-rate client development process is adhered to for yourself and your team, achieving performance targets whilst pushing the digital maturity of your clients through adoption of new technology offering and capability.
Develop the team – demonstrate leadership and empower the Senior members of your team to ensure first-rate client development process whilst driving revenue growth. Working closely with the Agency group director and Head of Client Development to inspire and motivate people through words and actions, to the extent that the team will look-up to, admire and follow you.
The behaviours we are looking for
Collaboration – working with multiple stakeholders to deliver the desired results.
Innovation – rapidly learning and articulating new value propositions and building case studies to drive client investment in our products.
Leadership – sharing your knowledge with your Execs, setting the example that they can model themselves upon. Spotting issues in advance and taking appropriate action. Being firm with internal and external parties when necessary, knowing when to say “no”.
The skills we are looking for
Application of industry & technical knowledge – knowledge of internet functionality, the online advertising industry, trends, technologies, and pricing models. Strong programmatic knowledge and how to use our platforms to meet client objectives. A deep understanding of our competitors to be able to articulate our USPs versus theirs.
Professionalism – be well organized, able to multi-task and handle your own time effectively, and able to work to deadlines. Understanding and effective use of key business systems, and strong Excel and PowerPoint skills.
Good communication – effective communication with colleagues to ensure successful teamwork. Able to explain our product offering in a compelling way to agency colleagues, and to clients. Tailoring our message to the audience to tell a conclusive story.