Head of Business Development, Customer Engagement and Growth

New Business & Marketing London, England


Position at GroupM

Head of Business Development - Customer Engagement & Growth

About GroupM

GroupM is the world’s leading media investment company responsible for more than $45B (COMvergence) in annual media investment through agencies including Mindshare, Mediacom, Wavemaker, Essence and m/SIX, as well as the outcomes-driven programmatic audience company, Xaxis. GroupM creates competitive advantage for advertisers via its worldwide organization of media experts who deliver powerful insights on consumers and media platforms, trading expertise, market leading brand-safe media, technology solutions, addressable TV, content, sports and more. Discover more about GroupM at www.groupm.com.

About the team:

The customer engagement and growth team are responsible for:

  • Driving the reputation and perception of GroupM, in the industry and with our own people
  • Identifying new revenue opportunities and working alongside the agencies in their prospecting and new business strategies
  • Working with our agencies in client engagement
  • Developing and promoting our thought leadership programme

The Role Objective
As Head of Business Development you’ll be leading new business activity for GroupM, working closely with our established business development teams across the group. You’ll take the lead on accelerating our new business activities, including prospecting, identifying new revenue opportunities, building external relationships, and reporting, all of which are integral to us achieving our ambitious plans.

Key Responsibilities

  • Work with CEGO to design and lead the overarching growth strategy that will drive significant new and incremental business opportunities for GroupM’s network
  • Collaborate across the network with the agency leadership teams (client leads, CEOs, MDs) to develop and execute a growth and future-orientated new business strategy
  • Strategically identify ‘white space’ opportunities to proactively prospect and pipeline new business
  • At the C-suite level, develop and execute a plan to build new relationships with targeted prospective clients
  • Lead, oversee and contribute to agency pitches enabling our agencies to focus on the key stories to win pitches. Ensure the operations and resources are deployed in a fully integrated way.
  • Set a standard for running pitches in a collaborative, productive & healthy way that embodies our values and behaviours
  • Work alongside the Head of Marketing in managing creds documents, across all disciplines, ensuring we have the latest case studies, tool details/summaries for pitches
  • Work with Head of Growth Strategy to build out future facing propositions outside of Media Buying
  • Act as a single point of contact for Group level pitches and business development
  • Develop relationships with top 20 global client leads through a deep understanding of the brand and business challenges
  • Build strong relationships and reputation with search consultants and intermediaries

Skills and Behaviours 

  • The most important attributes we are recruiting this role on are organisation, enthusiasm for marketing, attitude, and values.
  • Excellent project management skills
  • Proactive, flexible and organised
  • Strong attention to detail and a drive to win and to always improve
  • Excellent written and verbal communication skills
  • Comfortable presenting online and in person to large audiences of internal stakeholder, senior clients and industry leaders.
  • Able to articulate and communicate the benefits of working with GroupM to clients in a compelling and engaging way
  • Ability to work independently and manage a team to deliver within tight time frames
  • Relentless curiosity

Experience Required 

  • Significant experience in a similar role leading growth strategies to drive business opportunities
  • Extensive experience in a similar role working across clients and within an agency environment
  • Any experience in Growth/Business Director level positions – agency side
  • Proven track record of exceeding significant new business targets
  • Driven, ambitious and results orientated
  • Entrepreneurial and collaborative by nature
  • Significant network of clients, agencies and proven track record of building and nurturing strong stakeholder relationships internally and externally.
  • Track record of identifying and developing new revenue opportunities