Head of New Business, Ascential
LIONS Advisory
Salary not provided
+ Ascential Shares Scheme
Senior and Expert level
London
1-2 days a week in office
Events, intelligence & advisory company
Open for applications
Events, intelligence & advisory company
1001+ employees
B2BMarketingAnalyticsMarket researchSubscriptionEventsBusiness IntelligenceAdvertising
Open for applications
Salary not provided
+ Ascential Shares Scheme
Senior and Expert level
London
1-2 days a week in office
1001+ employees
B2BMarketingAnalyticsMarket researchSubscriptionEventsBusiness IntelligenceAdvertising
Company mission
To create unmissable events that bring entire industries together in inspiring settings – from the south of France to Las Vegas and Bangkok – to have the conversations that count.
Role
Who you are
- Previous experience in either Consulting, Strategy and/or Proposition Development
- Experience in the Creative industry is preferred but not required
- Has experience in working with revenue targets of £20m+
- Proven sales team management
- Proven experience developing strategy, commercial business cases, financial models and reporting to a senior executive audience
- Proven track record of managing a portfolio of products with high average order values
- Commercial growth mindset, with demonstrated experience in driving strategic initiatives to that have a direct P&L impact
- Proactive with a self-starter / can-do attitude, with ability to form strong working relationships with all levels of the organisation
- Ability to analyse market data and identify growth opportunities
- Experience using CRM systems
- Excellent interpersonal and communication skills, including excellent written, oral, listening, and presentational
- Ability to work well under pressure and influence at all levels as a thought-partner
- Comfortable working in a fast-paced, complex and dynamic environment with significant change, ambiguity and adapting to evolving organisational requirements
What the job involves
- We're looking for a Head of New Business to join our team in London as part of our Advisory function
- You will be developing and executing a robust business development strategy, identifying new opportunities, cultivating key relationships, and ensuring alignment with LIONS’ broader strategic objectives
- This is a pivotal leadership role within the LIONS Advisory team, responsible for spearheading the development and execution of strategies to acquire new clients and expand market presence
- This role requires a deep understanding of the industry landscape, a strong ability to identify and engage prospective clients, and a knack for tailoring solutions that align with their strategic challenges
- New business revenue and billings targets
- Sales pipeline conversion ratio of 60% or above
- Setting challenging targets in place for team members
- Regular joint meetings and 121s
- Developing market and industry knowledge and an understanding of the needs of prospect organizations
- Ensuring that there are client stakeholder maps and client specific strategies in place for existing clients where there are new BD opportunities and new clients, industries and geographies
- Monitor and analyse key data metrics, performance and insights related to revenue growth, client acquisition, and market penetration and use this data to renew strategies and ensure consistent performance improvement
- Input into business strategy and annual business planning process, working with other departments to ensure an effective sales plan is in place when new products and services are launched to drive leads for the new team
- Holding cross functional meetings to ensure collaboration across proposal development
- Ensuring Delivery teams understand client specific strategies
- Ensuring commercial best practice is a golden thread in all processes
- Following existing or developing new best practice for pipeline management, sales activities and CRM uptake and use
- Share of voice in industry media
- % of inbound leads from thought leadership activities
- Conversion rate of leads from content to opportunities
- Represent the business at industry events, conferences, and forums to strengthen its reputation as a thought leader
Salary benchmarks
Our take
Ascentia dates back to 1887 when it was founded as a newspaper investment company. Its shift into business analysis and optimisation can be traced to its acquisition of Glenigan, a provider of leads and information for the construction industry in 1996. This move has evolved into an umbrella of companies which are today listed on the London Stock Exchange and the FTSE 250 Index.
After selling off many of its newspaper subsidiaries between the 90s and the 00s, Ascential utilised its catalogue of business insight to expand into events, commerce, marketing and retail. It now owns dozens of businesses that provide information on markets and help businesses grow.
Ascential continues to grow internationally. In 2022, an intuitive move saw the company invest in Berlin and Singapore-based eCommerce and analytics startups. It has proven that despite being a legacy company, it still has its ear to the ground to elevate the next generation of digital media and marketing tools.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Great learning and development opportunities
- Volunteering opportunities and charitable giving options
- Option to opt into the Ascential Shares Scheme
- 25 days of holiday - option to buy/ sell upto 5 days
- Pension
- Life Assurance and Income Protection
- Flexible benefits platform with options including Private Medical, Dental Insurance, Critical Illness and the Ascential Shares Scheme
- Employee assistance programme, season ticket loans and cycle to work scheme
Company values
- Creativity - We value and reward innovation, providing new products and services to our customers, and finding new ways of working within our business
- Fairness - We build strong, ethical relationships based on mutual respect and trust
- Empowerment - We trust our teams to act swiftly and independently to meet our customers’ needs
- Focus - We prioritise clarity and focus to deliver high-quality outcomes. We are content to do a few things, exceptionally well
Company HQ
Holborn, London, UK
Leadership
Phil Thomas
(CEO)They have worked at Ascential for over 39 years in various roles, becoming the CEO in January 2024.
Diversity, Equity & Inclusion at Ascential
- Ascential is a people-powered company We’re committed to supporting each and every person that's part of Ascential. Fairness and Empowerment are two of our core values, and we weave them through everything we do. We unite people and invite them to discover more. More about each other. More about themselves. More about the world we live in. We believe that connections are the lifeblood of progress.
- We publish an annual Diversity, Equity, and Inclusion Report. This sets out our goals, commitments, and progress so far and ensures that our workforce matches the diversity of the communities we operate in.
- We conduct regular Inclusive Content Audits to ensure that the way we represent various groups in our internal and external content is fair and representative of the communities we operate in.
- We offer internships, apprenticeships and professional study support to bring people into our workplace from the start of their careers. We’re always on the lookout for curious, passionate people from every walk of life.
- We strive to create fair and inclusive recruitment processes that give everyone their best chance at success. Our recruitment teams offer training to hiring managers that keeps diversity, equity, and inclusion front of mind as they grow their teams. We also offer reasonable adjustments to our applicants, to ensure the recruitment process is accommodating for all.
- If you don't meet every single requirement, we'd still encourage you to apply. At Ascential, we are committed to creating a diverse, inclusive, and authentic workplace, so if you are excited about this role we would still like you to apply.
- We deliver Respect Training to our managers. This training is designed to equip managers with the tools, language, and frameworks required to create a workplace where our people feel valued, respected, included, and safe.
- We invest in employee groups and networks, empowering these groups to run educational events, support charities that they’re passionate about and share experiences with colleagues. These groups include Able to Thrive, Ascential Pride, Black in Business, and Empower Women's Network.
- At present, we have an almost equal gender split in our overall workforce. We’re proud to have been recognised in the Top 3 of the FTSE Women Leaders Review for Women on Boards since the launch of the rankings in 2016. We’re also listed in the Bloomberg Gender Equality Index.
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