Director - Business Development - OgilvyOne - London

Job description
Role Summary

H&O requires a new Head of New Business and Business Development to lead and oversee the development and growth of profitable new wins and revenue streams. This position will be responsible for all aspects of marketing H&O including but not exclusively the value proposition, website, producing marketing collateral, WPP business forums, SEO optimisation and partnering Ogilvy’s new business team on their agency pitches. Equally important is the management and ownership our New Business strategy and engagement of direct client opportunities (currently about 20% of our global revenue).


Due to our client base, time-zone and infrastructure, the UK H&O office attracts extensive global client new business enquiries and requests, so whilst primarily based in the UK the role will require the need to engage, support and fulfil global new business development opportunities.

Timely and compelling completion of client RFP’s is also a critical element to this role. This position will also ensure business growth through directing and managing business development activities to ensure these are delivered in line with the overarching H&O strategy.

Aim and Ambition

Establish H&O’s new positioning in market and help drive opportunity and growth.



Key Responsibilities

• Ultimately, to increase business development opportunities and thereby maximize revenues
• To review our existing new business and marketing goals and strategy and to identify any how that strategy should change over time.

• In The Context Of That Strategy, The Resultant Credentials, And Our New Value Proposition

• Develop and lead the Business Development team
• Review and finalise and actively monitor our prospects list.
• Ensure efficient and effective marketing, advertising and promotional planning
• Develop a strategy for targeting these key prospects working alongside the CEO/CFO, business directors and the rest of the team.
• Work with lead peers/colleagues in creating compelling new business proposals
• Work with CEO to ensure best pitch practice is adhered to on all pitches
• Lead some pitches and to act as pitch consultant on others, ensuring a relationship is built with the client before, during and post the pitch process.
• Lead the development of relationships with these clients and broader prospect list, seeking out opportunities to engage with them and to demonstrate how H&O can add value to their business and their brands. This will involve rigorous in person follow up of targeted approaches via telephone as well as email.
• Be an outward facing ambassador for the agency – proactively looking for opportunities, directly approaching other prospective clients - e.g. news stories etc. - Introducing them to the agency and showing them how we can add value to their business.
• Work with the relevant team throughout the pitch process to ensure smooth transition of the client relationship between new business and the team who will deliver the work.
• Working with the CFO in agreeing and closing commercial negotiations with new and existing clients
• Work with the CEO to ensure that we build relationships within Ogilvy and Hogarth, ensuring that the agency brand and our capabilities are known and understood.
• Work with the CEO/CFO and WW CEO to make sure that the business is increasingly engaged with and contributing to our new business effort and that we have a suitable new business culture at H&O – celebrate the wins, make new business heroes where helping to win a pitch is seen as a badge of honour and everyone wants to do their bit towards a win

The Ideal Candidate Will Have Previous Experience That Includes

• A background in client management and business development, with a strong track record of working with major brands’ marketing and procurement teams
• International production delivery knowledge across all media channels working in an agency or production business
• Working at a senior management level across all disciplines and functions
• Managing others
• Collaborating with internal and external partners and stakeholders



Skills And Abilities Needed For This Role Include

• Ability to grasp and articulate H&O’s competitive differentiation as a compelling benefit to clients
• Strong consultative selling style that makes clients want to buy
• Ability to manage the new business client journey through to negotiation and close
• Strong presentation skills
• Strong research and strategic analysis skills
• Must be technically literate across all major presentation technology and applications
• Excellent communication skills, both verbal and written
• Strong organisational skills are essential

Desirable Personal Qualities

• An engaging personality
• Naturally builds empathy and trust with potential clients
• Ability to converse with and influence people at all levels and across disciplines
• Is liked and respected
• Can both lead and collaborate

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