Head Of Client Solutions And Growth

About the company

Xcentrique Media is a growth architecture company that helps ambitious and established businesses build customer-acquisition models. We combine strategy, creative, digital, content, media, PR, experiences and production to help brands reach, convert and retain the right customers.

Your tasks

About the role We are looking for a Head of Client Solutions and Growth to sit between what our clients ask for and what will actually grow their business.

You will sit in discovery meetings, find the real problem behind a client's request, and design the solution that answers it. You will help win new business, shape proposals and pitches, and grow the accounts we already have. You will also lead our Strategy and Commercial teams.

This is a senior, client-facing role. You will represent Xcentrique in meetings with founders, CEOs and marketing directors, working closely with our CVO, who keeps final strategic oversight.

Understand the client's real problem

• Attend prospect and client discovery meetings, and lead them when needed
• Research each prospect's market, competitors and current marketing before you meet them
• Diagnose marketing, growth and customer acquisition problems, separating what the client is asking for from what their business actually needs
• Ask the right questions about goals, budget, constraints and how the client measures success

Design the solution

• Develop campaign, growth and customer acquisition strategies that answer the diagnosed problem
• Turn each strategy into a clear scope of work our teams can price and deliver
• Work with our strategy and creative leads to make sure what we propose can be delivered well
• Agree the KPIs each engagement will be measured against before work starts
• Validate delivery requirements, costs, timelines and dependencies with Client Operations and Finance.
• Approve proposal scopes before submission and ensure each opportunity meets Xcentrique’s margin requirements.

Win the work

• Build proposals and pitch presentations with the Commercial team
• Make sure every proposal is priced correctly and protects our margins
• Present solutions to prospects and answer questions on strategy and expected results
• Support negotiations and help close deals
• Make sure we never promise a client what we cannot deliver
• Translate Xcentrique’s annual revenue goals into sector, offer, pipeline and account-growth priorities.
• Review commercial forecasts and pipeline quality with the Commercial Lead.
• Identify which services should be packaged, improved or discontinued based on demand, margin and client results.

Hand over cleanly

• Hand each signed client to our Client Operations team with a full written brief: objectives, scope, deliverables, timelines, KPIs, budget and anything agreed verbally
• Join client kickoff meetings so clients see continuity from sale to delivery
• Review delivery performance with Client Operations at agreed milestones and intervene where results, scope or client confidence are at risk.
• Use delivery insights to improve future proposals, pricing and solution design.

Grow our accounts

• Run quarterly strategy reviews with existing clients using their results data
• Spot opportunities for upsells, renewals and new services
• Adjust strategy when results show the original approach is not working

Lead the team

• Lead, coach and develop the Strategy and Commercial leads
• Set department targets and review performance monthly
• Report to the CVO on new business, conversion, account growth and pipeline health
• Track market trends and recommend new services or packages based on what clients need

Requirements

• At least 6 years in marketing strategy, growth marketing, brand strategy or client solutions
• At least 2 years leading a team
• Agency or consulting experience, with a record of winning and growing client accounts
• Experience presenting to founders, CEOs and marketing directors

• You can find the real problem behind a client's request
• You can build strategy across brand, digital, PR, content and customer acquisition
• You understand pricing, margins and what it costs to deliver the work
• You write clear proposals and present with confidence
• You can read campaign results and use them to change course
• You know how to lead and coach people

The kind of person we want

• Curious, and asks good questions before offering answers
• Honest with clients about what will and will not work
• Calm and credible in senior meetings
• Organised, and does what they say they will do

Education

• A degree in marketing, business, communications or a related field
• A professional marketing certification is an advantage

Other

How we will measure success

• Proposal to close conversion rate
• Value of new business closed
• Revenue growth from existing accounts
• Client results against agreed KPIs
• Fewer scope disputes after signing
• Performance of the Strategy and Commercial teams