FITCH is the world’s leading brand and retail consultancy. Designing the Future. Online, offline and in person. We don’t predict the future, we influence it and we design it. Whenever and wherever your customer meets your brand.

Job Purpose:

  • Manage and convert all new business opportunities for FITCH
  • Generate and develop a consistent new business pipeline
  • Create a structured and sustained outreach programme, targeted at new and lapsed clients
  • Partner with the existing New Business Development Director and Management Team to deliver an integrated vision to drive growth
  • Collaborate with the FITCH studio network to share knowledge and devise strategies for driving sales
  • Network with WPP Opcos and WPP client leads to cross-sell FITCH capability

 Professional & Technical Experience: 

  • Significant experience working in a senior business development role, in a relevant sector (e.g. branding/design/digital/retail/innovation).
  • A grounding in client management and development would be advantageous
  • Proven track record of new business wins and achieving revenue growth
  • Demonstrable strategic and business vision
  • Strong working knowledge of core brand and retail disciplines including strategy, graphic design, 3D environments, digital and innovation
  • Proven track record of public speaking and leading pitch presentations under pressure
  • Ability to generate new ideas and content as door-openers
  • Excellent leadership skills to inspire and motivate colleagues, clients and prospective clients alike
  • Excellent written and communication skills
  • Highly organised and eye for detail
  • Excellent knowledge of PowerPoint, Keynote and other presentation formats

Key Responsibilities:

The majority of time within the role is dedicated to:

  • Front of House:
  • Host and represent FITCH in credentials, chemistry and pitch meetings
  • Inbound:
  • Manage all inbound opportunities through to wins
  • Validate & qualify leads
  • Research and develop deep understanding of prospective client needs, business challenges, culture, etc.
  • Partner with Business Directors to drive new opportunities through the pitch process to winning the piece of business, along with supporting them on reactivation plans for waning or lapsed clients
  • Create bespoke collateral for RFI, RFQ, RFP submissions e.g. credential decks, presentation decks
  • Writing indicative scope & fee proposals
  • Pitches:
  • Lead and manage all pitches (process, resource, internal budgets, pitch response, presentations, fee proposals)
  • Post-pitch analysis
  • Outbound:
    • Set the strategy, process and objectives for a highly-structured and targeted lead generation programme
    • Set-up meetings with prospective customers to introduce FITCH offer
  • Manage a sustained CRM and contact strategy for new prospects and existing/lapsed clients, including sourcing all database contacts, implementing targeted activities (e.g. mailers) and managing ongoing contact plan
  • Attend industry and WPP networking events to develop new prospects
  • Identify opportunistic leads through regular monitoring of press and other resources
  • Reignite lapsed clients
  • Generate ideas and messaging for door-openers to target clients, lapsed clients and WPP client leads
  • Sales, Marketing & PR:
  • Working alongside the Managing Director and existing New Business Development Manager to set the annual Sales & Marketing plan
  • Co-ordinate with Marketing & PR on all reputation-driving initiatives (mailers, speaking opportunities, etc.)
  • Create case studies as and when new work delivers (organise photoshoots/film shoots, capture long-hand case study with the project team, create new .ppt files to share on Intranet)
  • Evaluate and research new business tools (e.g. Pearfinders)
  • Monitor competitor activity
  • Admin:
  • Manage SalesForce (contacts, financials)
  • Manage contact plan for inbound & outbound
  • Track & report regularly new business activity to Chief Development Officer and Management Team
  • Support Account Management on proposal writing
  • Support FITCH worldwide studio network as and when required to do so
  • Manage the business development server and Intranet
  • Management:
  • Ensure Managing Director and team are kept up to date on all new business activity
  • Lead and support pitch teams

 Key Success Factors: 

  • The role will be judged primarily on the quality, breadth and commercial impact of the new business opportunities generated and converted

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