Job Summary

They will manage and motivate staff within their team, being accountable for their performance and providing them with professional development opportunities. They may have line management responsibility for New Business Assistant/Executive; Intern, being accountable for their performance and providing them with professional development opportunities.

  • Minimum Qualification: Degree
  • Experience Level: Senior level
  • Experience Length: 6 years

Job Description/Requirements

Responsibilities 

  • Co-creating the agency’s new business strategy for the fiscal year and presenting this to the senior leadership team for approval. 
  • Translating agency objectives and targets into annual plans with the agency department leads; identifying particular sectors, types of work and a plan for targeting this desired client list. 
  • Representing the agency as the first point of contact for prospective clients; understanding their needs and objectives and presenting this to the leadership team. 
  • Managing and completing detailed prospective Requests for Information (RFIs) and Requests for Procurement (RFP). 
  • Supporting the refinement and roll-out of the agency's new business development process. Managing the new lead capture process qualifying and prioritising opportunities. 
  • Tracking the agency wins and losses and reviewing performance; conversion rate and costs. 
  • Using an innovative approach to data analytics, to target (possibly existing) new clients with highly personalised solutions and messages, improving response and conversion rates substantially and dramatically improving ROI. 
  • Analysing and managing the new business budgets and financial information to make informed commercial decisions. 
  • Engaging the agency with the annual plan to ensure their commitment and supporting teams as pitches arrive throughout the year.
  • Leading and owning the business development plan and agreed levels of income generation.
  • Developing and maintaining current knowledge of marketing, technology and media landscape and competitive activity. 
  • Presenting the agency’s USP and positioning the agency to maximum effect.
  • Influencing prospective client engagement. 
  • May be required to shape, manage and train in the new business process as the agency enters into a pitch situation. 
  • Establishing the fee for a pitch with the Finance Head possibly in partnership with the commercial production team and the senior leadership team. 
  • Identifying event opportunities to target prospective clients, possibly in conjunction with the agency marketing team. 
  • Ensuring that there is no conflict of interest in working with a potential client.
  • Possibly partnering with the marketing team to create, develop and manage client events.
  • Involved in recruitment and selection decisions. 
  • Focused on the personal and professional development of their team. 

Required Skills & Competencies 

Significantly experienced in business development and income generation management. They understand the agency’s financial model and can make appropriate commercial decisions such as whether to accept a client’s terms. 

  • Are well versed in the agency’s products and services and can present these to prospective clients. 
  • Confident in assessing a client brief to determine a match between the client objectives and the agency’s capability to deliver on the brief. 
  • Confident in knowing when to make an informed decision to say no to a client brief.
  • Knowledgeable about the agency’s competitors and their market position.
  • Skilled at relationship management; identifying prospects, responding to prospects and supporting the team to convert prospects into clients. 
  • Good strategic thinkers, with the ability to undertake strategic planning. 
  • Strong influencing ability and gravitas for internal and external engagement.
  • Skilled at establishing and building an empathetic and commercial relationship. 
  • Highly collaborative as they are required to work across the agency.

Academic Qualification & Experience 

Many entrants into New Business may have a degree. The following subjects may be helpful but not essential 

  • Business Administration 
  • Marketing
  • They may be a highly experienced commercial manager with a track record of successful client relationship management within an Ad Agency
  • A background in consultancy may also be a benefit with experience of developing successful strategies to secure growth.
  • They may have started out with a career in sales, or maybe in Account Management, Client Services, Brand Management or Marketing Communications in an agency or multinational and have developed to the level of Director.

Salary: NGN 500k - NGN750k


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