• Associate Director, New Business

    Posted Date 3 months ago(1/25/2018 12:29 PM)
    Job ID
    # Positions
    New York
  • Overview

    Associate Director – New Business


    We’re searching for an Associate Director of New Business who is responsible for working with New Business department head to provide marketing and business development support for agency. 

    Tasks and responsibilities include:
    Business Development Skills

    • Partners with VP to create and execute proactive business development “engine” to support senior leaders
    • Is seen as a go-to person for NBD strategy and implementation
    • Demonstrates clear knowledge of Digitas offerings
    • Expert in full body of NB content. Able to identify relevant content to be used in new business pitches as well as guide others to find key materials
    • Synthesizes NB content to convey key points relevant to pitches and is able to discern between strong and weak content
    • Effectively edits existing NB content in a clear manner to ensure accuracy and relevance for pitches
    • Creates appropriate original client-ready pitch content (aka research findings)
    • “Packages” Digitas work, such as case studies and other materials based on input by Digitas subject matter experts and senior leaders
    • Expert in use and “policing” of formats and standards critical in New Business
    • Partners with Corporate Communications to identify appropriate events (e.g. conferences) and supports senior leaders in preparing for such opportunities
    • Solicits and responds appropriately to requests for business development research; is able to provide compelling “story” and facts to prep senior leaders on new opportunities

    Continuous Improvement

    • Drives shared goals, teamwork and active cooperation/ participation among regional GMs and NB team in weekly NB status calls
    • Ensures clear value is provided and derived
    • Consistently leads internal debrief discussions and can “read out” key themes to senior leaders in the spirit of continuous improvement
    • Demonstrates strong data analysis: gathers, integrates and reports/ analyzes NB performance
    • Ensures global shared learning and leverages read-outs from pitch debriefs to improve process elements

    Project Management

    • Able to prioritize, multitask and manage time effectively
    • Able to create or contribute to accurate schedules and timelines
    • Takes ownership of major NB deliverables and smaller tasks, managing them independently and efficiently
    • Proactively identifies/resolves pitch and new business development issues and knows when to push back
    • Is highly organized given the range of NB demands; is able to prioritize with minimal support (strong attention to detail & quality)
    • Ensures team members take personal accountability for on-time, quality execution
    • Demonstrates ability to “read” a situation and react appropriately to solve issues
    • Is flexible, can tolerate ambiguity and still operate effectively
    • Manages complex pitches and prospect meetings, working effectively with all capabilities and using their expertise appropriately
    • Manages processes needed to gather appropriate client team information to support the pitch process
    • Manages a team to consistently and successfully deliver execution of complex programs/projects
    • Is recognized by other capabilities as effectively balancing Digitas, employee, and team needs to deliver high-impact business development initiatives
    • Proactively searches out best practices from around the network to strengthen the team’s delivery

    Communication Skills

    • Focused on outcomes, ensuring progress on key initiatives with all stakeholders
    • Communicates urgent matters in a calm, professional, can-do manner
    • Writes cohesive, organized and logical client-ready documents that are appropriate to senior audiences
    • Interacts seamlessly in writing and verbally with internal teams
    • Presents effectively to peers and senior internal teams
    • Uses appropriate judgment in fielding contacts from prospective clients and partners/ vendors; knows when to escalate to VP
    • Uses effective listening skills to digest, process and guide strategy, identify opportunities, and resolve problems
    • Interacts professionally with external influencers and prospects and responds effectively to requests
    • Drives professional, impactful standards within team for all written and verbal client contact
    • Mobilizes team to meet common, clearly defined goals

    Pitch/Client Management

    • Understands what Digitas does and the role different capabilities play
    • Is viewed as an advisor from their capability to senior leaders and pitch process participants (all who are likely to be Key Managers and above)
    • Able to partner with clients in a positive, professional and constructive way
    • Understands and articulates client new business strategy – can steer this with insight when required
    • Positively influences senior leaders and cross-capability teams in new business situations
    • Understands and conveys the competitive/ external environment to senior staff as appropriate
    • Understands fundamental economics of Digitas business
    • Balances appropriately the need to deliver New Business process improvements with the realities of working with billable SMEs; can flexibly work with SMEs to make progress despite conflicting priorities

    People and Teamwork

    • Participates as a collaborative team player within the capability, at Digitas and with internal clients and peers
    • Openly reaches out to share and leverage learning
    • Represents Digitas appropriately with clients, community, personal network
    • Develops trust based relationships within the capability, at Digitas and with clients
    • Personally strives to positively influence peer group and cross-capability team
    • Ensures adherence to Digitas policies
    • Plays a key role to ensure ongoing focus on results for our clients and recognition for our teams
    • Is a strong team builder with client and cross-capability teams, clarifying roles and expectations
    • Anticipates interpersonal problems and resolves them – is willing to give and receive constructive feedback
    • Is recognized across the NB team and extended organization as a key advisor on new business related issues
    • Partners with NBD leadership to set vision for the extended team and mobilizes everyone to meet common goals
    • Actively participates in other capabilities’ feedback processes
    • Is a visible presence with senior management

    To qualify, you’ll need:

    • Four year degree in Marketing or related degree, advanced degrees a plus
    • 7-9 years experience in professional services, business-to-business and/or sales environments
    • Knowledge and understanding of the agency marketplace
    • Experience in setting and managing customer expectations, as well as developing advantageous relationships to further agency goals
    • Exemplary written and oral persuasive communication skills
    • Experience developing and delivering presentations
    • Self-starter with a penchant for proactively identifying opportunities and the confidence to explore them
    • Ability to complete multiple tasks and high volume of work on deadlines
    • Possesses solid, active listening skills
    • Expert knowledge of Windows and/or OSX and Microsoft Office (Word, Outlook, Excel, PowerPoint) along with other presentation software (Macromedia, Apple Keynote, etc.)
    • Candidate must be open to travel as needed

    Got what it takes?
    Digitas is an equal opportunity employer.


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