Head of Growth, Jack Morton

Head of Growth, Jack Morton & Weber Shandwick

**Job profile**

The Head of Growth is a senior sales and marketing leader responsible for the agency's new business growth.

Located in Sydney or Melbourne, you will work on opportunities across Australia and New Zealand. Working in an innovative and inclusive culture alongside some of the brightest minds in our industry, delivering critically acclaimed work, you will develop and maintain senior-level client relationships and drive the strategy for business growth and agency reputation and recognition for the region.

This role requires someone with deep expertise in one or more of the disciplines from our agency brands. They will also need to confidently sell other capabilities from our collective through a consultative approach. Addressing business needs and problems and offering solutions using the agency's expertise.

In this role, you will drive growth in new client relationships, managing the end-to-end sales cycle from prospecting, consideration, lead nurturing, to contract negotiation and deal closure.

Connected to Weber Shandwick and Jack Morton globally, you will work on meaty local, regional and global opportunities while enjoying the freedom and autonomy that comes from working in a small, dynamic, agile team here in Australia.

Locally, you will collaborate with the Intelligence and Ideas team, Content Studio, and other specialists to leverage the expertise and offerings of different disciplines in service of growth.

You will also be our business's brand custodian, creating fame for our agency brands through proactive marketing and PR initiatives.

This is a senior-level role sitting on the Operational Leadership group. It means you will work directly with the team to shape the direction of the business and pursue the work and the clients you are passionate about.

**The role**

The Head of Growth is a senior client service position, working across all our agency brands in Australia and New Zealand, including Jack Morton and Weber
Shandwick. In addition, you will be the ambassador and advocate for each agency brand and its offering. Working closely with the leadership team, you will drive revenue growth by generating new business demand and building brand equity with proactive fame activities.

**Client service behaviours**

The key behaviours that you will embody when you are part of our Client Services team:

- **Entrepreneurial instincts** - You will not settle for the status quo. You will be curious. You will follow a thread and see opportunities where others don't. You'll understand a need and find a solution to meet it.
- **Bravery** - You know what to do when you have nothing to do, and you will not be afraid of the unknown or the blank piece of paper
- **Passion for the strategy** - You can have complex conversations at a broader business level and sell the strategic story to a diverse audience, including C-Suite.
- **Big picture thinker** - You will think of business knowledge, not operational. Selling the project, not delivering it. Defining the scope, not managing it.
- **Champion of our agency brands** - You will exemplify a passion for the company by embracing and modelling our vision and values.

**Responsibilities**

**Grow Business**
- Own the new business growth strategy in line with the broader business vision, and define the go-to-market plan for our collective of agencies, paying particular attention to our client portfolio (proactively securing a balanced and consistent mix of work to mitigate risk)
- Understand our positioning amongst clients and ensure that competitive intelligence is shared and actioned across opportunities and portfolios.
- Be accountable for the business's fiscal health by managing new business pipeline, individual deal value and revenue growth.
- Create, maintain and drive the execution of the client relationship map to develop new business connections, focusing on senior communications, brand, marketing and C-Suite prospects
- Be the go-to for new clients earning their confidence and respect by consistently delivering and exceeding expectations.
- Take the lead on developing high-level relationships to drive revenue growth for our agency offering and services.
- Oversee the coordination of inbound and outbound new business opportunities and manage the timely handover to client leads and senior staff
- Work with a team of strategists, planners, creative directors, designers and producers during the pitch, proposal or tender submissions - representing the client's interests, winning business, doing great work.
- Help Business Leads expand their portfolio with complementary work.
- Find ways to grow the business by seeking new revenue opportunities through cross-selling and up-selling.
- Guide finance and procurement to negotiate with clients effectively as required and advise on commercial engagement models.
- Build internal relationships within agency networks and represent the office externally across