Hybrid Head of BD and New Vertical Growth en KANTAR

We go beyond the obvious, using intelligence, passion and creativity to inspire new thinking and shape the world we live in.

To start a career that is out of the ordinary, please apply...

Job Details

About the job

The role is responsible for driving commercial growth with existing clients while actively developing new business opportunities across non-FMCG sectors to ensure diversification and long-term success.

Job Goals

• Client Management: Manage Growth Client portfolio with combined revenue in excess of $5 million.
• Revenue Growth: Achieve and exceed annual revenue targets with balanced growth.
• Client Expansion: Grow the revenue from non-FMCG clients.
• New Client Development: Secure a targeted number of new clients contribute to 30% of total revenue.

Approach and behaviour expectations

Result Driven: Take full ownership to consistently deliver ambitious results by setting high benchmarks, surpassing them, and demonstrating relentless determination. Hold oneself accountable for achieving and exceeding business goals.

Encourage people to work toward achieving our commercial ambition.

Adaptive Innovation: Challenge the status quo and existing practices, foster flexibility, and encourage creative thinking to nurture a culture of continuous improvement. Stay alert to changing situations, demonstrating adaptability and openness to new ideas.

Core Responsibilities

Financial Management

• Own the delivery of revenue and profit for the assigned business area.
• Lead the team in continuously tracking revenue, identifying revenue gaps, and implementing action plans to close the gaps. Ensuring achieving the budget is always a top priority.
• Lead and manage an active sales pipeline, uncovering cross-sell, up-sell/volume, steal, and hunt.
• Collaborate with Client Partner and NBD team to set yearly budget, assess client spending, and find growth opportunities.
• Take the lead in personally managing major competitive or strategic pitches, ensuring a strong and compelling value proposition of Kantar.

Commercial Leadership

• Build and cultivate a culture that emphasizes performance throughout all commercial functions in the company, encouraging an attitude of accountability and growth.
• Implement and refine robust commercial processes to improve revenue and sales forecasting, pipeline management, and overall commercial tracking.
• Establish and track important metrics to enhance commercial performance.
• Improve strong collaboration between sales, marketing, and delivery teams to increase commercial opportunities.

Strategic Growth and Client Expansion

• Strengthen engagement, relationships, and revenue growth from the next top 20 FMCG clients through tailored commercial strategies and activation.
• Expand market presence by developing commercial business opportunities in key industries including but not limited to Alcohol, Pharma, Tech, FSI, Auto, and QSR.
• Lead new client acquisition initiatives, ensuring continuous and consistent diversification and growth of the client base across non-FMCG sectors.
• Refine and implement the commercial strategy for Growth Client collaboratively with various teams.

People Leadership

• Act as a role model for driving commercial accountability and transformation; influence others to build a relentless pursuit of commercial excellence.
• Lead and motivate a cohort of Client Leads & Business and Sales Development Team to optimize commercial opportunities.
• Empower team members with clear objectives, performance expectations, and structured development plans to enable them to excel in their roles.
• Build, mentor, and develop a high-performing commercial team, nurturing a culture of accountability and always getting better.

Key requirements

You must be comfortable in opening new doors and sustaining client growth through expertise and consultancy selling!

• Strong BD background particularly in opening up new client opportunities and selling consultancy services.
• Experience needed in generating substantial revenue from new clients, with 30% of revenue target from new clients.
• Demonstrated experience in developing business success and demonstrate success in building businesses from scratch, diversifying into tech, B2B, QSR, and retail.
• Consultancy selling with the ability to translate numbers into insights and sustaining client growth after winning new business.
• Ability to grow clients by proving expertise and credibility, particularly in new sectors like finance.

What part of Kantar might I be joining?

You’ll be joining our Insights division, the masters of using data to resolve challenges. They help brands define what they should stand for, how to reinvent and renew their offer, how to better reach audiences, and how to win with consumers. By blending human insights expertise with the latest technology advances, Insights make sure we can deliver innovative information to brands everywhere.

Why join Kantar?

We shape the brands of tomorrow by better understanding people everywhere. By understanding people, we can understand what drives their decisions, actions, and aspirations on a global scale. And if we combine the expertise of our people with the latest AI technology, we can really help brands discover some amazing insights.  

And because we know people, we like to make sure our own people are being looked after as well. Equality of opportunity for everyone is our highest priority and we support our colleagues to work in a way works for them. We encourage applications from all backgrounds and sections of society. Even if you feel like you’re not an exact match, we’d love to receive your application and talk to you about this job or others at Kantar.

Privacy and Legal Statement

At Kantar, the diversity of our employees provides a richer environment for our employees and broader depth and breadth of thinking for our clients. Kantar is committed to inclusion and diversity; therefore, we welcome applications from all sections of society and do not discriminate based on age, race, religion, gender, pregnancy, sexual orientation, gender identity, disability, marital status, or any other legally protected characteristics.

PRIVACY DISCLOSURE: Please note that by applying to this opportunity you consent to the personal data you provide to us to be processed and retained by The Kantar Group Limited (“Kantar”). Your details will be kept on our Internal ATS (Applicant Tracking System) for as long as is necessary for the purposes of recruitment, which may include your details being shared with the hiring manager.

#LI-DNP #LI-DNI

Location

Kantar Rewards Statement

At Kantar we have an integrated way of rewarding our people based around a simple, clear and consistent set of principles. Our approach helps to ensure we are market competitive and also to support a pay for performance culture, where your reward and career progression opportunities are linked to what you deliver. 

We go beyond the obvious, using intelligence, passion and creativity to inspire new thinking and shape the world we live in. Apply for a career that’s out of the ordinary and join us. 

We want to create an equality of opportunity in a fair and supportive working environment where people feel included, accepted and are allowed to flourish in a space where their mental health and well being is taken into consideration. 

We want to create a more diverse community to expand our talent pool, be locally representative, drive diversity of thinking and better commercial outcomes. 

Kantar is the world’s leading data, insights and consulting company. We understand more about how people think, feel, shop, share, vote and view than anyone else. Combining our expertise in human understanding with advanced technologies, Kantar’s 30,000 people help the world’s leading organisations succeed and grow.