About the role
The Head of Private Business Sales and Marketing is responsible for supporting the development and activation of the Private Business growth strategy. They bring together the best of Sales and Marketing to drive and deliver activities as directed by the Private Business Leadership Team (PBLT). Success will be delivered through increasing the profile of Private Business internally, market engagement externally, the identification of new opportunities with both existing and new clients and the delivery of profitable revenue growth.
This role sits within Sales & Marketing - a centralised support function and covers all aspects of professional services marketing, sales support and business development. The prime area of focus for the function is to support the development and implementation of the firm’s market strategy and in particular to ensure:
We innovate every day
We are inclusive by default
We deliver commercial impact with purpose
We tell stories that inspire
This role reports into the Director of Regional Sales & Marketing and works alongside a high performing team of Sales & Marketing Leaders. The Private Business team is c20 staff in total, based nationally across the UK, and this role will have cX direct reports.
Support the strategy and growth initiatives across Private Business
Drive Private Business related sales and marketing activity (support product and service development as required)
Deliver a consistent approach to Private Business ‘go to market’ activity across all regions through local Sales and Marketing Business Partners and regional Sales and Marketing teams.
Inform and support wider (national) sales and marketing initiatives. Work with appropriate national marketing initiatives to optimise Private Business impact.
- Support the strategy and growth initiatives across Private Business
Attend the PBLT, provide market insights and activity updates (sales and marketing)
Translate PBLT strategy and growth initiatives into tangible actions (for example, marketing campaigns and/or sales campaigns). Drive and own those actions.
Provide regular and informative reporting as directed by the PBLT
Be the ‘go to’ single sales and marketing contact for the Head of Private Business (UK)
- Drive Private Business related sales and marketing activity (support product and service development as required)
Line manage the Private Business sales team (16 x Sales Managers), including recruitment as required.
Working with the UK Sales Capability Leader, ensure access to skills development and product / service knowledge that supports Private Business sales growth activity.
Engage with practice sales development (Acorns / pursuit training) to facilitate the mobilisation of wider engagement to drive PB growth activity.
Working with the appropriate LoS leadership and sales and marketing support to develop products and services aligned to the Private Business market (specifically the mid-tier segment).
Own the internal Private Business communications channels, support and guide the external Private Business communication channels (owned and managed by marketing).
Work with the Head of Regions Marketing to provide BAU local marketing support / guidance as well as broader campaign development and execution.
- Deliver a consistent approach to Private Business ‘go to market’ activity across all regions through local Sales and Marketing Business Partners and regional Sales and Marketing teams
Provide Private Business leadership to the Regional Business Partners including a core ‘go to market’ model that is repeatable and measurable in each region.
Support regional Private Business practice leaders to embed the agreed consistent ‘go to market’ model.
- Inform and support wider (national) sales and marketing initiatives. Work with appropriate national marketing initiatives to optimise Private Business impact.
Identifying national sales and marketing investments that will positively impact Private Business growth and supporting those investments to align to Private Business go to market activity (model).
Feed market insight and PBLT strategy into the wider sales and marketing community to inform wider strategic direction and activity (such as One Firm Growth Priorities, Industries and LoS).
Skills & Experience Required
Communication - high levels of agility and a proven track record of gaining credibility at a very senior level in a short period of time. Have the ability to influence at a senior level.
Networking - The ability to build and maintain multiple senior level relationships.
Leadership - act as a role model with broad experience of leading sales and marketing strategy and teams (junior to senior) in a complex matrix structure.
Strategic and commercial awareness - understand the broader business dimension coupled with the ability to analyse and segment data, identify trends and report outcomes in an engaging and informative way.
Market awareness - broad market experience, reflecting the nature of the Private Business segment (small to very large, all industries, all sectors).
Operations - experience of managing requirements and requests from multiple stakeholders with limited resources (demonstrate a consistent and structured approach to prioritisation and decision making), taking ownership and solving challenges.
Project management (multi-tasking) - experience of managing (commissioning) multiple projects at the same time (often with competing deadlines).
Product / service development - experience of supporting the development of products and services aimed at a specific market with a strong commercial awareness.
Creative (innovative) solution finding - finding ways in which to solve multiple requirements whilst optimising market impact and growth.
Working Pattern Full time, 37.5 hpw
Location Flexible but preferably London, Birmingham, Manchester, Leeds
Travel Required Yes, this is a regional role and will require regular travel (weekly)