Business Development, Senior Director (Sector Focussed), Kantar
Office located in South Bank Central, London
Data, insights & consulting company
Open for applications
Data, insights & consulting company
1001+ employees
Open for applications
Office located in South Bank Central, London
1001+ employees
Company mission
To inspire success in its clients' businesses, by bringing consumer and shopper insights to the heart of their decision-making process.
Role
Who you are
- A proven track record of turning adoption into client‑led expansion and revenue growth
- Knowledge in insights, analytics, brand/media, innovation, advisory or CX (relationship building is key – knowledge non-essential as training will be provided)
- A passion for spending meaningful time with clients—listening deeply, asking the right questions and finding opportunities in the conversation
- Confidence in pricing, negotiation and integrated solution framing
- High energy, curiosity and a commercial intuition for where growth sits in the client’s world
- Strong stakeholder mapping and orchestration skills across BD, Marketing, Client Partners, and Domain/Solution Leads
- Skilled use of Copilot to surface new opportunities and relevant client‑forward insights
- Proficient use of CRM
What the job involves
- Team: Business Development (across Kantar Domains)
- Contract: Permanent
- The Client Success Director role sits at the heart of Business Development and exists for one purpose: nurture and build relationships with newly converted clients, turning every new win into sustained, accelerated commercial growth
- You’ll own the first 12 months of a portfolio of newly acquired clients (Kantar Marketplace/agile solutions space new logos and cross‑sell wins)—and ensure they quickly see value, feel supported, and continue to buy – continuously seeking out the next opportunity to drive growth
- You’ll build senior client relationships, understand what matters most to them, and convert those insights into incremental revenue and multi‑domain expansion
- This is a high‑impact, face‑to‑face commercial role for a natural relationship‑builder who thrives in conversations that uncover needs, shape demand, and open new revenue pathways
- Success Outcomes:
- Commercial Growth: Deliver incremental revenue against your individual target with disciplined pipeline coverage and accurate forecasting
- Expansion at Scale: Drive multi‑domain, multi‑buyer penetration across priority accounts—turning early wins into broader adoption across Brand, Creative, Media and more
- Client Health & Advocacy: Build strong client relationships, elevate client experience, anticipate risks early, and secure ongoing executive sponsorship
- Fast Time‑to‑Value: Lead efficient onboarding with early adoption milestones and visible proof of value that fuels further commercial conversations
- Governance & Compliance: Ensure all client hospitality and event activity adheres to policy. Make our new clients feel valued and treasured
- Lead post‑sale success plans with clear value hypotheses, adoption objectives, and commercial expansion paths
- Translate real client outcomes into compelling cross‑sell and upsell stories that open new revenue streams
- Navigate pricing and commercial options confidently—using Good/Better/Best frameworks to land strong entry points and build upsell momentum
- Stay close to client ambition, shifting priorities and emerging needs to proactively spot whitespace
- Partner with Business Development Hunters, Orchestration (Conversion and Programme Design), Client Partners, and Domain/Solution Leads to shape, sequence and accelerate client‑led pursuits
- Work closely with Business Development and domains, Marketing and Thought Leadership to align growth plays (Cross‑Sell, Steal) to maximise share of wallet and protect revenue
- Maintain a high‑frequency, face‑to‑face rhythm: executive reviews, roadmap sessions, workshops, pilots and event‑led experiences
- Host clients at Kantar events and curated experiences to deepen relationships
- Ensures our new clients are involved in relevant VIVO breakfasts, are receiving relevant and compelling content from us
- Lead the post‑win handover with clarity on scope, outcomes and value expectations
- Align internal teams to deliver the value promised, ensuring seamless client experience across domains
- Champion the use of toolkits, playbooks and best practices for consistent growth execution
- Run a disciplined book of business with rigorous pipeline hygiene, weekly commitments, and proactive removal of roadblocks
- Shape commercially sound SOWs that balance client ambition with realistic delivery and strong value articulation
- Behaviours (Aligned to SKALE 80):
- Client‑Obsessed & Commercially Relentless — pursues revenue opportunities with hunger while building long‑term client value
- Connects to Win — orchestrates teams and diverse expertise to unlock growth
- Builds Great Teams — energises cross‑functional groups to deliver exceptional outcomes
- Solves Problems Decisively — uses data and insight to drive bold decisions
- Amplifies Expertise — elevates Kantar’s edge through strong commercial and client mastery
Salary benchmarks
Our take
Since its founding in 1992, Kantar has grown into the leading data insights company, specialising in data analysis and brand consulting. It operates in 90 markets and manages over 2 billion data profiles in almost every industry, from automotive to telecoms. The company is trusted by numerous governments and major brands such as Google, Facebook and Alibaba to provide deep insights into the data they hold.
Kantar's size and reach has so far protected it from competition in the market research space. However, in recent years its capabilities has come under increasing pressure from more agile tech companies like ProQuo AI. Kantar has responded with a shakeup of its leadership team and refocused its future investment priorities, aiming to develop its technology base to compete with newer rivals.
This approach has so far worked well for Kantar. Its link AI tool, developed as part of this move, is able to predict a video's market success using an AI model based on millions of human interactions. This has been rolled out globally to over 100 of Kantar's clients, leading to a 30% rise in return on investment. Moving forward Kantar will continue to adopt new technology and consolidate its business activities to further increase its share of an extremely competitive market.
Steph
Company Specialist at Welcome to the Jungle
Insights
1% employee growth in 12 months
Company
Company benefits
- High-quality learning programmes and extensive leadership development
Company HQ
London, UK
Leadership
Paul Zwillenberg
(CEO)Former CEO of Daily Mail and General Trust, Vice Chair of the Reinvention Executive Advisory at Accenture, and Senior Partner & Managing Director at BCG.
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