UK Hub Client Director

Job Locations UK-London
Posted Date 3 weeks ago(1/29/2018 1:09 PM)
ID
2018-1564
Category
Consumer Quantitative

Overview

Hall & Partners

Job Title: UK Client Director, The Hub

Location: Southwark, London


Our Story

Hall & Partners is a global brand consulting agency specialising in brand engagement and communications research.

Using a combination of quantitative and qualitative measures, along with advanced marketing analytics, we help brands understand people and build relationships that matter.

 

We enjoy work that challenges, stretches and grows us. Work that makes us smile and feel proud.

 

We are the sort of people that are passionate about brands and everything that is going on around us. We are naturally curious, some might say nosey. We love to learn and discover new things. 

 

We make a commitment to everyone that they will receive training every year and there are huge opportunities to progress and develop a successful career path within the company.

 

The Team

 

The Hub is Hall & Partners' award-winning insight news service and multi-functional digital platform, that transforms the way insights impact our clients' marketing decision-making, in real time

The Hub's Insights News Page and Story Builder empowers our teams and clients to deliver insights as relevant and digestible insight stories. In addition, The Hub integrates and visualises all of a client's time-series data sets, and has a Knowledge Library for storing and sharing files.

 

We currently have over 80 Hub clients, 43 of which contain interactive data sets, such as Hall & Partners brand and communications tracking, media spend, social media, and sales. Most Hubs are built around delivering Hall and Partners' consultancy services, but we are also selling more standalone Hubs where there is no Hall and Partners data involved.

 

The Hub team currently consists of five members - The Global Product Owner (Partner), based in the UK, alongside four others all based in the US - a Global Product Manager, US Hub Client Partner, Hub Operations Manager and Hub Operations Executive.

 

The UK Hub Client Director will sell The Hub to UK clients, champion the product internally within the UK H&P business, and represent the needs of the UK H&P business and client base to The Hub Product Team.

Responsibilities

The Role

 

Your main focus is to drive Hub revenue (acquisition and retention), to our existing H&P client base, and new clients. You will achieve this by championing the product internally and meeting prospective and existing clients directly. This will require you to build strong relationships with our account teams across our Consumer, Health, and Open Mind divisions, as well as with clients themselves. You will also feed into the product development roadmap by proactively gathering reactions and intelligence from the UK market about user needs.

You will report into the Global Product Owner, and work very closely with the US Hub Client Partner.

 

Responsibilities include:

 

Sales

 

NOTE - Although there will be a lot of client contact, this role is largely internal facing, because for the majority of Hubs, it's the account teams who own the relationship with the client. The Hub is becoming more and more established as the new way of working, but some teams and divisions will present more barriers than others. An absolutely critical part of this role is to break down these barriers by inspiring and supporting the teams on a journey to a new way of working, so that they take their clients with them. Your approach will need to be tailored to each team and division. Some teams will actively seek your help and leadership, and open up meetings with clients easily, while for others you will need to be more proactive.

 

Current H&P Clients with no Hub

 

  • Work in collaboration with account teams to identify Hub opportunities among the existing Hall and Partners client base
  • Identify internal and client-side barriers, prioritise opportunities, and create a strategy for each client (when to contact, how, who, and what angles to present)
  • Drive contact with the client, lead sales meetings and through to implementation

 

Current Hub Clients

 

  • Identify those existing Hub clients with good 'upsell' potential (additional users, additional data sets and / or admin rights to turn their Hub into a fully standalone business intelligent platform, writing their own stories and upload files from all their agencies)
  • Drive contact with the client, lead sales meetings and through to implementation

 

New H&P Clients

 

  • Ensure Hub is in every new H&P proposal and presented in the best possible way for the client's needs.
  • Contribute to new client proposals that may require non-standard Hub content and deliverables (not included in the standard sales material templates)
  • Attend client sales meetings; provide detailed demonstrations and answer technical questions (Hub Champions can provide short overview demo's)
  • Provide costs for more complex Hubs, such as those with particularly complex data, additional data sets, Living Lens integration, or Kapiche (Text Analytics) integration. PMs can create costs themselves for standard scope Hubs.
  • Support the Global Hub Product Partner on Client 'Enterprise' sales (Hub proposals to clients who want ONLY The Hub, not any research from H&P

 

General

 

  • Record client scopes, sales revenues, contract start and end dates, and report these to the US Hub Client Partner who will be responsible for overall record keeping for the Hub's global virtual P&L figures

 

Implementation:

 

Our Hub Ops team are responsible for the technical implementation of each Hub, but you will oversee to ensure that the implementation best meets the needs of the client and account teams

 

  • Ensure Hub specific terms and conditions are signed by all new clients.
  • Oversee the process to ensure that the Hub is rolled out on-time with a design fit for purpose
  • Lead internal, and if possible, client sessions to better understand the needs of the Hub, users, data consumption
  • Ensure initial design meets client requirements, then work with Hub Ops to ensure requirements are correctly realised
  • Run engagement / launch sessions with clients alongside H&P account team

 

Success:

Focus on the top clients to ensure success and retention, and build case studies. Build long-term relationships and make Hub customers successful by understanding their business needs and applying our solutions and expertise

  • Encourage and support the teams in delivering the new model for a brand consultancy powered by data and insight - namely journalistic insight stories and interactive, integrated data, delivered via the Hub to a wide range of client stakeholders (NOT PowerPoint research reportage delivered to an Insights Team)
  • Have regular team and client sessions to ensure the Hub's design and content remains relevant to evolving client needs
  • Be an expert on product features, and ensure teams are aware of new features, and are using them in the best way possible
  • Work with clients to break down any barriers to broadening of user base
  • Advise on how to maximise platform engagement (tips and tricks, case studies)
  • Look at engagement analytics (internal and external users) to spot opportunities for improvements

 

Hub Team

Be an active member of the Hub Team inputting into:

  • Product development needs
  • Marketing materials - content and strategy
  • Central Knowledge Hub content
  • Internal Hub Stories and Shout Outs
  • SOP process and content

 

Hub Champions

We have around 10 Hub 'Champions' in the UK, whose current role is to be able to do effective demonstrations and launch sessions with clients. You will lead this 'champions' initiative, and make the most of this resource to help you achieve your objectives.

Qualifications

Experience and attributed needed for the role:

 

  • Good understanding of the market research world - both agency and client side
  • Ability to build strong internal stakeholder relationships to drive the sales of value added product and services
  • Experience of presenting to and working with blue chip clients.
  • New business development skills - you should feel comfortable building a prospect pipeline and be able to convert that into a strong sales pipeline
  • Strong and adaptable communicator - adept at adjusting communication style and content based on a strong understanding of an audiences' business function, level of seniority and unique needs
  • Able to network skilfully to open up sales conversations with decision makers across divisions with existing customers, as well as create leads with new companies
  • Are methodical and organised in your approach
  • Have an open-minded approach, ready to adapt and adopt new ideas
  • A bright, imaginative thinker who is not afraid to voice their opinions
  • Data literate
  • Passionate about technology and software
  • Determined and tenacious
  • Authoritative - instil trust in a senior client side decision maker
  • Empathetic - understand barriers and challenges and propose helpful solutions, selling a vision and then helping people practically on their journey towards it
  • Able to prioritise own workload in order to best delivery on objectives.   

 

What we offer you

 

Based in the middle of London's lively Southbank, our company is full of vibrant, intelligent and committed people; we place a lot of emphasis on teamwork and collaboration which is reflected in the way we work.

 

It's hugely important to us that we develop and keep bright people. We want this to be a place where people feel challenged, as well as guided and supported. Everyone has their own career objectives so you always feel like you are moving forward rather than standing still.

 

We've been told that our culture is unique, it's a difficult thing to put into words but it's all about being challenging yet treating each other with respect. We are naturally curious and we love to learn and discover new things.

 

We nurture opinions and really respect people who have a point of view and aren't afraid to share their thinking. We work as teams and responsibilities sit with everyone in that team, whatever their job title. A can-do attitude goes a long way in our business and we don't tolerate egos!

 

Benefits

  • Competitive Salary
  • 25 days holiday plus bank holidays
  • Discretionary holiday between Christmas and New Years 
  • Additional weeks holiday after 4 years continued service
  • Interest free season ticket loan
  • Private healthcare
  • Permanent health insurance
  • Group life insurance
  • A bottle of champagne and a £50 gift voucher for each birthday 
  • Friday night drinks - finish @ 4pm
  • Monthly financial advice clinic

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