Title
Growth and Client Development Director
The business
Luminous is a strategic communications agency specialising in brand, sustainability, investor communications and digital engagement. We are a creative studio and strategic consultancy under one roof, helping our clients to unearth what makes them different and crafting communications that make their story shine.
We’re trusted by leading brands including Coca-Cola HBC, Domino’s Pizza, JD Sports, Sage and Legal & General.
The role
Reporting into the Managing Director and leading a team of three, made up of a Business Development Manager, Senior Marketing Manager and Business Development and Marketing Executive, you will be responsible for driving our client development, marketing and new business strategy, helping to deliver sustainable growth across our core offers.
Historically this role has focused on new business, however, there is untapped potential within our client base, and we would like to pivot our growth strategy to have more focus on existing accounts. Central to the success of this role will be establishing a strong working relationship with our Client Services team who will be key in achieving this goal and implementing any strategies.
You will be a valued voice on our Senior Leadership Team and play a vital role in driving the next chapter of our growth.
Goals for the role
* Increase fees generated from existing clients through cross-selling, reducing reliance on new business pitching
* Develop ‘stickier’ client relationships by expanding the number of multi-discipline clients.
* Generate a diversified pipeline of new business and existing client opportunities, across all our core service areas
* Diversify our portfolio by growing our non-reporting offers, mitigating the seasonality of our reporting offer
* Increase opportunity conversion rates
* Increase brand awareness for new and existing clients
* Mentor and develop skills of new business and marketing team
Client development
* Shape an agency-wide client development strategy, in partnership with the client services team and strategic leads for our investor communications, brand, digital and sustainability offers
* Accountability for the execution and tracking of the development strategy Create bespoke client development plans for all target accounts
* Develop an approach for client referrals into new areas of their business and to other companies they know
* Attend key client meetings to build relationships and identify opportunities for growth
* Drive pitch and proposal responses for client development opportunities
New business and marketing
* Line management of Business Development Manager and Senior Marketing Manager
* Develop and shape the new business and marketing strategy, in collaboration with the team and strategic leads
* Oversee the delivery and execution of the strategy
* Take the lead on responding to selected new business opportunities
* Strategic planning of campaigns across our core offers, smartly balancing team resources across different areas of the business
* Qualification of new opportunities to ensure we are going for the right opportunities and using resources smartly
* Effective and regular reporting on new business and marketing activity.
Skills and experience
* A strong track record in agency or consultancy business development, with direct experience in harvesting opportunities from existing accounts
* Ability to unearth insights and opportunities from clients by asking the right questions
* Strong interpersonal skills to develop strong relationships with key stakeholders in the agency
* Someone who is not afraid to be a critical friend and positively challenge us
* Strong writing skills and ability to craft bespoke responses to briefs
* A thinker and a doer - as an independently owned agency and close-knit team, we need someone who can blend a ‘hands-on’ approach with bigger-picture strategic thinking
* Well-versed in software such as CRM, Microsoft suite and presentation building (PPT and basic InDesign would be advantageous)
Illuminating possibility and living our Values
At Luminous, what we do matters. It has meaning and makes a difference. We balance expertise with ambition to try new things and make every opportunity count.
Our culture is a conscious choice. We are inspired by our purpose to illuminate possibility, and guided by our values to lead with insight, create positive impact, build teams, remove barriers and be kind.
We hire bright people with positive attitudes and nurture their abilities. We are proud of our individual strengths, collective expertise and what we achieve together.
We embrace and celebrate diversity, inclusivity, and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We truly believe the more inclusive we are, the better we are.