ABOUT GAIN THEORY Gain Theory is part of WPP, a creative transformation company that uses the power of creativity to build better futures for its people, planet, clients, and communities. Gain Theory is a global marketing effectiveness consultancy, that uses data and analytics to deliver successful business outcomes for clients. Our vision is to inspire marketing excellence by helping marketers focus on the right data, not 'big data', asking and answering the questions that drive business value. We pair consultancy and technology to foster a data-informed culture that helps to drive sustainable business growth. What's the Vision? Gain Theory's vision is to accelerate growth for ambitios brands and our mission is to deliver this growth by empowering smarter, faster, data-informed cultures. Marketing & Communications Goals:
- Fame: make clients, talent & solutions famous via thought leadership & industry accreditation.
- Fortune: develop platforms, content, and initiatives to support organic earned and new client growth.
- Family: co-build an employer brand & engagement program that underscores the best place to work experience.
New Business Goals:
- Drive profitable net sales growth opportunities from new clients. Monitor and improve ROI from new business investments (pitching)
- Develop new opportunities through client engagement from lead to conversion.
- Lead the development of the Gain Theory new business pipeline, globally but in particular in North America.
Client Growth Goals:
- Support organic client growth opportunities
The Role: What will I do? The role of New Business Director - North America owns the development of growth opportunities (new client and existing) through engaging with prospective clients and Gain Theory's product and solution owners. The role has a direct reporting line to the Global Head of New Business, and accountable to Global Marketing Officer and the Global Head of Client Growth. KEY RESPONSIBILITIES Pipeline Development
- Lead initial qualification calls.
- Nurturing Leads / Keeping the lead alive: Contact and engagement plans for individuals and brands to push them through the sales cycle to sold conversion.
- Own the pitch process for NA - i.e. ensure compliance with the Gain Theory's pitch process (know it inside out and ensure the rest of the pitch team know who is responsible for what and when)
- Filling the pipeline via reaching out to warm prospects and developing contact and engagement plan.
- Participate in Gain Theory advocate network events and activities.
- Updating and managing the NA new business pipeline and required reporting.
- Run the NA new business calls.
Measurement Tracking & Reporting
- Collaborate with the Global Head of New Business to create and automate New Biz pipeline reporting.
- Collaborate with the Global Head of Client Growth to manage customer KPIs and roadmaps.
- Create and manage NA New Biz and Client Growth metrics tracking system.
Market Intelligence & Company Research
- Source and collate market intelligence for the use of pitches and growth opportunities. This will include category / industry media spend and trends analysis; and category/industry innovation trend analysis and research.
What Skills Do I Need?
- Storytelling that Sells: can create and craft compelling, client centric proposals, including RFI & RFPs, leveraging from a range of internal and external materials and sales collaterals.
- Analytics & Data-driven mindset: comfortable with online dashboards, data analysis and creating solution led proposals from a wide range of sources.
- Attention to detail: able to deliver accurate information in required timings to stakeholders.
- Stakeholder management: proactivity and able to manage upwards, across multiple stakeholders (internally & client prospects)
- Resilience: ability to overcome challenges, pressures and dynamic conditions with a calm, rational approach.
DESIRED BACKGROUND & EXPERIENCE
- (7-10 years) Experience working within a dynamic fast paced Analytical & Data and Sales led environment.
- Experience running analytical programs for clients (externally or internally)
- Experience with marketing analytics programs (MMM, Attribution, etc.)
- Confident and competent in leading the end-to-end new business process through to a successful conversion outcome.
- Experience running and winning RFI / RFP processes in the fields of marketing analytics.
- Dynamic and strategic- can question prospects and get the root cause of customer challenges, natural & skilled at crafting a compelling proposal.
- Relationship builder: strong networker, and ability establishing and maintaining strong relationships with external prospects and internal stakeholders.
- Negotiation: ability to negotiate to mutually beneficial outcomes with both internal and external stakeholders.
- Interest in media, marketing, data, and analytics
VALUES AND BEHAVIORS I DEMONSTRATE Joining Gain Theory means joining a group of people who live, breath and behave by our values:
- Be Curious: continuously asking, understanding, learning, and developing.
- Be Positive: approaching everything we do with a positive mindset and making positive impact on each other.
- Act with Consideration: seeing things from someone else's perspective; respecting and embracing diverse thinking.
- Make it Better: continuous improvement and stretching our abilities, being honest with ourselves and each other.
The base salary range for this position at the time of this posting is indicated below. Individual compensation varies based on job-related factors, including location, business needs, level of responsibility, experience, and qualifications. We offer a competitive benefits package, click WPP Benefits for more details. $75,000-$180,000 USD Gain Theory is committed to actively building a diverse, equitable and inclusive workplace where everyone feels welcomed, valued and heard, and is treated with dignity and respect. As leaders and creative partners across industries, it is our responsibility to cultivate an environment reflective of our greatest asset; our people. We believe that this commitment inspires growth and delivers equitable outcomes for everyone as well as the clients and communities we serve. Gain Theory is a WPP-owned consultancy. For more information, please visit please visit our website and follow Gain Theory on our social channels via LinkedIn and Twitter. Note: We rely on legitimate interest as a legal basis for processing personal information under the GDPR for purposes of recruitment and applications for employment. When you click Submit Application , this will send any information you add to Gain Theory. Before you do this, we think it's a good idea to read through our Recruitment Privacy Policy. California residents should read our California Recruitment Privacy Notice which explains what we do with your personal data when you apply for a role with us, and, how you can update the information you have provided us with or how to remove it.