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About the Role
Ekimetrics is seeking a Head of Commercial to drive growth in the UK & Northern Europe, focusing on new business acquisition and enhancing commercial performance. This role requires a commercially driven individual with strong relationship-building skills to identify opportunities, generate leads, and secure new enterprise accounts. You will collaborate with the UK General Manager and Partners to develop a robust pipeline, convert opportunities, and expand existing client relationships. The position involves leading and refining the commercial engine, from prospect development to negotiation and sales enablement, blending business development, relationship management, commercial acumen, and operational excellence.
Responsibilities
- Drive new business development, contributing to an annualised new business revenue target of £3m+.
- Proactively identify, qualify, and develop new business opportunities across priority sectors and target accounts.
- Generate leads through direct outreach, networking, referrals, industry relationships, and targeted business development initiatives.
- Build and nurture a strong network of senior marketing, insights, analytics, and effectiveness decision-makers.
- Open new large enterprise accounts, securing senior-level introductions and developing opportunities into qualified commercial engagements.
- Collaborate with Partners to progress opportunities, develop senior client relationships, and convert new business.
- Support account growth and renewal opportunities alongside Partners and client delivery leads.
- Lead end-to-end RFP processes, ensuring high-quality, differentiated, and commercially compelling proposals.
- Coordinate Partners, subject matter experts, and delivery teams throughout the sales process.
- Shape winning pitch strategies, value propositions, and competitive positioning.
- Lead commercial pitch preparation and participate in senior executive-level client presentations.
- Track and improve proposal conversion rates, capturing lessons learned and embedding best practices.
- Manage commercial negotiations, procurement processes, and contracting in collaboration with Partners and relevant support functions.
- Coordinate the development of Statements of Work, pricing proposals, and commercial terms.
- Ensure consistency in pricing approaches, contractual standards, and margin discipline.
- Identify commercial risks and ensure timely escalation and resolution.
- Own the commercial pipeline management process, ensuring visibility, accuracy, and disciplined opportunity progression.
- Establish robust reporting and forecasting processes to support revenue planning and business decisions.
- Drive adoption and effective use of commercial tools.
- Monitor key commercial performance indicators, including pipeline coverage, conversion rates, deal velocity, and forecast accuracy.
- Identify commercial risks, bottlenecks, and opportunities for improved conversion.
- Support structured account planning and monitor renewal opportunities and client growth potential.
- Develop and maintain high-quality commercial materials, including proposals, credentials, case studies, and client presentations.
- Translate Ekimetrics' technical capabilities and innovations into compelling, client-oriented value propositions.
- Ensure Ekimetrics' competitive differentiation is clearly articulated and supported by evidence.
- Build and maintain a structured commercial knowledge base, facilitating content reuse and best-practice sharing.
- Develop sales enablement materials, training resources, and standardised commercial processes.
- Translate the UK growth strategy into actionable sector priorities, target account plans, and go-to-market initiatives.
- Identify emerging client needs, market developments, and competitive trends.
- Support the development and commercialisation of new solutions and propositions (Revenue Growth Management, Portfolio strategy, Customer Life time Value orchestration).
- Identify and pursue opportunities to strengthen Ekimetrics' positioning among UK marketing, effectiveness, analytics, and insights leaders.
- Work closely with the Field Marketing function to translate commercial priorities into targeted events, campaigns, and thought leadership initiatives.
- Coordinate market development initiatives with Partners and global capability teams.
- Support the UK General Manager in developing and executing the annual commercial plan.
- Analyse commercial performance to identify opportunities to improve efficiency, conversion, and revenue growth.
- Strengthen commercial processes, governance, reporting, and ways of working.
- Drive continuous improvement of the commercial operating model.
- Establish clear commercial KPIs and support regular business performance reviews.
- Develop and manage Ekimetrics UK & NE commercial relationships with strategic media and technology partners.
- Identify opportunities for partner-led introductions, referrals, joint business development, and co-selling.
- Coordinate commercial initiatives with UK & Northern Europe Partners and global alliance teams.
- Leverage partnerships to increase Ekimetrics' visibility, generate qualified leads, and accelerate access to clients.
- Monitor partnership contribution to pipeline development and revenue growth.
- Lead, coach, and develop the Commercial Manager, setting clear objectives, priorities, and development plans.
- Build a high-performing commercial function combining proactive business development with operational excellence.
- Ensure effective delegation and execution across business development, proposals, pipeline management, and commercial processes.
- Establish clear accountability, performance standards, and continuous improvement practices.
- Foster effective collaboration with Partners, delivery teams, Field Marketing, and global commercial functions.
- Empower and enable our Managers+ community to participate in commercial activities (prospection, RFP).
Requirements
- 10+ years of experience in business development, commercial management, or sales leadership, ideally within consulting, analytics, data, or professional services.
- Proven track record of originating new business, generating qualified leads, and opening large enterprise accounts.
- Strong professional network and established relationships within the UK marketing, media, insights, analytics, or marketing effectiveness ecosystem.
- Demonstrated ability to engage and build trusted relationships with senior decision-makers, including CMOs, Heads of Effectiveness, Insights Directors, and C-suite executives.
- Experience selling and converting complex, high-value consulting or analytics engagements through consultative, solution-based selling.
- Strong experience leading end-to-end RFP processes, developing compelling proposals, and coordinating multi-stakeholder pitches.
- Experience managing commercial negotiations, pricing discussions, and contractual processes.
- Ability to build and manage sales pipelines, forecasting processes, and commercial performance reporting, including effective use of CRM tools.
- Experience leading, coaching, and developing commercial professionals.
- Understanding of marketing effectiveness, Marketing Mix Modelling, data science, marketing analytics, or adjacent areas.
- Familiarity with the UK & NE media and technology ecosystem, including Google, Meta, and Amazon Ads.
- Ability to operate effectively in a Partner-led consulting environment, combining personal initiative, commercial ownership, and collaborative selling.
- Experience working with international clients or across multiple geographies is an advantage.
Skills
- Business Development & Origination
- Relationship Building & Networking
- Commercial Acumen
- Consultative Selling
- Execution Excellence
- Operational Discipline
- Client Growth Mindset
- Leadership & Accountability
- Executive Communication
- Strategic Thinking
- Marketing effectiveness
- Marketing Mix Modelling
- Data science
- Marketing analytics
- Google Ads
- Meta Ads
- Amazon Ads
Location
- London
Work Type
- Full-time
- Hybrid working
- Fixed-term contract (12 months)
Experience Level
- 10+ years
Benefits
- Competitive compensation package
- 25 days annual leave + Bank Holidays
- Private healthcare
- Life insurance
- Critical illness cover
- Professional wellbeing support services
- Cycle2Work scheme
- 4% Group pension scheme
About the Company
- Ekimetrics is a driven, energetic, and highly innovative company with a consciously cultivated culture based on values of Curiosity, Creativity, Excellence, Transmission, and Pleasure.
- The London team consists of approximately 90 people from diverse backgrounds.
Equal Opportunity
- Ekimetrics offers equal employment opportunities to all, regardless of gender, ethnicity, religion, sexual orientation, social status, disability, or age.
- Ekimetrics strives to develop an inclusive work environment that reflects diversity within its teams.