VP Client Growth

Job description

Salary: $160k base + bonus

You are…

You are an experienced, commercially driven marketing or comms agency VP with a track record of owning great relationships with senior marketing (and sales) stakeholders in large tech and services companies. You’ll be adept at balancing valued relationships with sales growth targets, and you thrive when you are owning revenue targets and delivering significant business growth.


Operating in a marketing services setting, you are B2B marketing and tech savvy. You excel at inspiring and influencing internally and externally, and always have the best interests of your clients at heart. You have been directly responsible for originating long-term, strategic relationships with clients.


The role…

This is a unique opportunity to make a significant contribution as our business expands in North America.


We have seen a gap in the US market for a B2B agency able to prove sales revenue results from integrated marketing.


As a result of our unique mix of capabilities, we are growing 40% year-on-year, through a mixture of organic client growth and new client acquisition. Our strategy is all about quality over quantity – we do our best work with clients where we have a long-term, foundational partnership. All our clients are B2B technology and services companies, allowing our team to focus and specialize in delivering strong client outcomes (typically tracking all the way through to marketing-sourced revenue).


Our business enjoys strong relationships with some of the world’s biggest technology companies. Microsoft, Salesforce, Xerox and Telefonica have all been clients for more than 5 years, and in the last 18 months we have started working with fast-growth unicorns including ServiceNow and Automation Anywhere.


We are looking for a high calibre B2B marketing growth focussed leader to join our US leadership team and own our revenue and growth plans. It’s a chance to be part of a real entrepreneurial success story, with a strong and compelling business proposition: 150+ great people globally, a phenomenal client base, and a relentless passion to deliver commercial outcomes for our clients.

Reporting to the Managing Director, you will own our North America revenue, new business process and sales target, developing business with a small group of multi-million-dollar accounts. You will oversee the “win-win” client relationships that are owned by our Client Directors. Enhancing the company’s sales processes, driving best practice, accurate business forecasting and contributing to the company’s strategic development will also be high on your agenda.


The Client Directors who own the targets for individual clients will report into you, meaning you’ll have responsibility for hiring as well as coaching and guiding their efforts and developing their careers as they are critical to our growth and scale.


There is a great remuneration package on offer, along with genuine future career development opportunities to take on additional responsibilities as the company grows.

Requirements

Experience

  • 15+ years previous agency experience, at least 4 years with one organization
  • Client-side experience is also preferred
  • Experience owning strategic relationships/partnerships with CMOs, VPs and Senior Marketing Directors
  • Demonstrable experience of building and converting sales pipeline for marketing services
  • Experience selling B2B marketing services and products
  • Experience working with international teams successfully
  • Revenue generated from new and existing clients across long-term engagements against targets set
  • % of clients with long-term contracts/agreements
  • Acquisition of brand new clients aligned with our plan and strategy
  • Client feedback and strength of relationship
  • Accuracy of forecasting
  • Pipeline maintenance vs. target
  • Effective new business structure and process, team feedback

Key Performance Indicators

In 3 months?

  • You have built a strong knowledge of our core propositions, client stories/case studies, and campaign discovery/kick-off approaches
  • You have a strong understanding of our primary client relationships, and are starting to support the Client Directors in building those further – ensuring the Client Directors are aligned to the accounts that play to their strengths
  • You are actively engaged in multiple existing new business opportunities, taking the lead in the client relationship on some
  • The forecast for the following 2 quarters is on-plan
  • You are planning how to build the pipeline for future growth beyond the next 6 months, partnering with our marketing function

In 12 months?

  • The business has met or exceeded its revenue targets under your leadership
  • We have a strong set of clients with long-term partnerships in place, without one or two clients dominating the revenue split
  • There is a sustainable new business pipeline that is projecting out 12-24 months
  • You have built a strong leadership position within the team, being respected and consulted by your Client Directors and actively partnered with by our Centers of Excellence to help them grow their business areas

About The Marketing Practice

The Marketing Practice was founded in the UK in 2002 to fulfil a vision of a marketing agency that is “fanatical about sales focussed marketing that delivers tangible sales results”. In 2016 we opened our US agency based in Seattle, and have since grown it to a team of 30 and revenue of $4m+.


As a company, we are leading the development of B2B marketing. Our clients are relying increasingly heavily on our knowledge, ideas and delivery around Account Based Marketing, Demand Generation and Partner Marketing. Our clients are among the most experienced and sophisticated marketers in the IT and Services industries. They look to us to deliver integrated marketing programs that really make a difference to their business results (often changing the way that marketing is delivered and perceived).