LOCATION: London, Waterloo
REPORTS TO: Paul Davies, Managing Partner
INDIRECT REPORTS: PM & AM team assigned to your specific projects
How you will help us grow….
Econsultancy is a critical part of the Xeim Group – dedicated to helping our clients achieve Excellence In Marketing. We do this by providing the insight, advice and connections that marketers need to stand apart from their peers.
Econsultancy is one of the world’s leading sources of independent and original advice, insight and learning. We are the trusted partner of over 600,000 marketing, digital and ecommerce professionals. Helping them to achieve Digital Excellence.
This senior role is part of the successful and growing Econsultancy Blended Learning team whose role is to help organisations deliver digital excellence in practice. This varied role extends the length of the client journey from prospecting through to retention. You will be responsible for translating qualified sales and marketing leads into closed won opportunities by writing impactful proposals and delivering inspirational pitches. Your role then extends to helping set up the project and account management team for successful development, delivery and retention. You will retain overall client leadership for major projects, responsible for nurturing senior client relationships and spotting and selling in new commercial opportunities.
A day in the life of….
Dynamic business development
o Translate sales and marketing qualified leads into closed won opportunities by understanding, anticipating and creating blended learning solutions that meet and exceed client needs
o Develop compelling and powerful proposals that bring the Econsultancy blended learning proposition to life
o Support and lead pitch processes and calls with senior Marketing, Digital and Ecommerce clients.
o Coordinating the Econsultancy response with the project and account management teams
o Helping to build our fame and reputation as thought leaders in digital excellence through your contribution to our content and marketing agenda (webinars, articles, blogs, social media, events etc)
Designing & delivering effective blended learning programmes
o Help clients to create and validate inspiring briefs that get to the heart of their digital excellence needs
o Deep and holistic understanding of total Econsultancy portfolios (Blended Leaning, Content Platform, Sponsored Research, Account Management, Project Management, Customer Success) as well as the wider Xeim and Centaur portfolio
o Design winning blended marketing, digital and Ecommerce excellence programmes that meet client needs and hit Econsultancy revenue and margin targets
o Provide leadership, urgency and momentum during the prospecting, development and delivery process – removing roadblocks (internal and external) to ensure timely delivery and recognition of revenue
o Oversee and lead senior client interactions, stepping in to course correct and address issues as and when they occur
Building strong client relationships
o Building, nurturing and leveraging strong client relationships that lead to ongoing and repeatable programmes over multiple years
o Lead the client relationship and ensure major projects are set up for success. Ensuring
o resourcing, governance, ways of working, legal, finance and tracking systems and processes are all in place
Achieving commercial & team success
o Meet individual and team targets for revenue and profitability across total Econsultancy Blended Learning Solutions P&L
o Provide ongoing coaching and leadership to Econsultancy project and account management teams
o Be a visual and vocal ambassador for Econsultancy, building the profile of our offering through owned channels, events, social media and interactions
What Does Success Look Like…
Leadership: Live and uphold our values whilst encouraging our people to develop. Lead by example & be seen as a key leader in the Econsultancy Blended Learning team.
Client Service: Understand, anticipate and meet client needs, providing impeccable client service through the entire project lifecyle. Build strong client relationships built on mutual respect, modern marketing expertise and successful project delivery. Translate this trust into repeatable business that extends beyond year 1.
Financial: Develop winning proposals that leverage the depth and breadth of the Econsultancy Learning products and propositions. Ensuring proposals are accurately scoped and costed with input from the project management team. Take overall responsibility for the financial performance of your clients taking remedial action where targets are not met. Interrogating and pursuing win-back and upsell opportunities.
Digital Excellence Expertise: Recognised as an authoritative expert in Marketing, Digital and Ecommerce within Econsultancy and externally. Build our reputation for thought leadership through individual and owned channels
Presentation skills: Demonstrate outstanding presentation skills (both visually via PPT and verbally) to ensure high success-rate of qualified leads becoming closed/won business. Ability to persuasively deliver pitches and presentations to senior level clients. Adept in virtual and F2F environments.
What we need you to have….
• Instinctive and natural passion for Digital with particular interface on Marketing and Ecommerce
• Proven track record either client or agency-side with a strong understanding of market dynamics & Digital / Marketing / Ecommerce. Minimum experience 5-8 years (client, agency or consultancy)
• Ability to command respect and communicate with senior clients without support
• Entrepreneurial flair and passion that enables a positive and determined approach to new business and project delivery
• Strategic thinker, able to interpret complex and often ambiguous client briefs into compelling and succinct recommendations and proposals
• Self-motivated and capable of hands on problem-solving, with ability to generate ideas and solutions and ensure exceptional culture of client-service
• Confident, articulate and a proactive thinker.
• Excellent communication & presentation skills (verbal, digital & visual).
• Proven team player, both as a leader and participant.
• Positive attitude to dealing with people.
• Intuitive and restless networker
• Able to communicate with senior clients and find workable solutions when crises occur
• Excellent organisational and time management skills.
• Excellent financial skills