About me
I'm a senior new business and marketing specialist with 20 years’ experience with major agencies in Brand, Retail Design, Media, eCommerce and Performance Marketing.
Throughout my career I have positioned agencies for Growth and consistently exceeded revenue targets. A natural connector I thrive when building relationships with prospects and clients, understanding the fundamentals that drive their businesses and, importantly, identifying the challenges and obstacles to their continued growth.
As comfortable engaging with Global Clients at CxO level as with start-up founders my ability to build trust and establish credibility comes as much from my emotional intelligence and empathy as from my commercial intelligence. Adept at motivating and leading diverse teams across client service, new business, marketing and pitch teams I enjoy developing and mentoring individuals and building teams around common objectives.
Agency experience includes: Start, Lambie-Nairn, Siegel+Gale, Interbrand, Landor, Dalziel&Pow, Dentsu Aegis Network, Wavemaker, Home, PSONA, AD-K, Iris, MKTG, Frukt and Imagination.
Client sector experience includes: FMCG/CPG, Financial Services, Retail, DTC, Travel, Consumer Electronics, Automotive, Government & Public Sector, Charities.
Projects
- AXA Groupe Global Media Agency of Record - WPPWith colleagues from VMLY&R and Hogarth I led the WPP/AXA Partnership's Media pitch. Working from our Paris hub for the five month pitch I coordinated a mammoth response from more than 30 markets across EMEA, APAC, North America and LATAM. In October 2019 after a pitch lasting five months WPP were awarded AXA's Global Media account beating long-term incumbents Havas and Publicis. The account was one of WPP's biggest wins in 2019 with initial annual billings of $161MM.
Projects credited in
- Mondelez & Premier League PartnershipManaged Premier League and Mondelez partnership for the delivery of the promotional campaign. • Managing client campaign's including; Match & Win and Win the legend. • Co-ordinating between Mondelez, Premier League, Football clubs, and external agencies to ensure the on-pack promotions were delivered to consumers. • Facilitating the Mondelez online ticketing system and winner communication.
Work history
Global Growth PartnerWavemaker UK
- London, United KingdomFull Time
Leadership role at GroupM global media network. I lead defensive and offensive new business pitches with a regional or global scope – these are typically $100M+ billing / $3M+ revenue opportunities. Responsible for supporting locally-led new business prospecting and pitching in major markets across EMEA, Wavemaker’s largest region (40+ markets) with a $1BN annual new business target.
I have additional responsibility for the direction and management of the Global Growth Team working closely with the Chief Growth Officer.
Specific Tasks:
• Pitch Lead on Global & Regional pitches
• Pitch strategy and support – for locally-led pitches across EMEA region
• Prospecting strategy and execution – Global Tier One Prospects, and supporting local prospecting efforts
• Relationship management with global pitch intermediary community
• Organisation of systems and information sources (eg case study and pitch libraries)
• Development of the Wavemaker Way of Pitching 2.0 – playbook and resource for all those that pitch across the Wavemaker network.
Achievements/Client wins
Total new billings won: $271M / Win rate: 75%
• AXA Groupe – global Insurance/ FS / 30+ markets EMEA/APAC/LATAM $161M
• Menarini Group - global pharma / 20 markets EMEA/APAC $50M
• Perfetti van Melle – global confectionery / 10 markets $60M
New Business Director - UK Media BrandsDentsu Aegis Network
- London, United KingdomFull Time
Following three years leading new business and marketing for Dentsu Aegis Network North I was promoted to a UK Board Level role with responsibility for new business across Dentsu Aegis Network UK’s Media Brands: Carat, Vizeum, dentsu X, iProspect, The Storylab and Data2decisions.
Specific Tasks:
• Responsibility for new business strategy (offensive & defensive pitches) and delivery of new business revenue targets across all media brands and all UK locations (London, Manchester, Leeds, Newcastle and Edinburgh)
• Liaison with agency brand CEOs to deliver against their objectives
• Developing new marketing programme to grow the lead pool across intermediaries, referring agencies and direct to client
• Managing the entire new business process from lead generation to business won
• Leading pitches & managing large pitch teams
• Contract and commercial negotiations
Achievements (DAN UK):
• Implementation of new lead qualification procedure
• Re-organisation of new business resource across the Media Brands to better service all agency brands
• Streamlining pitch teams to deliver greater efficiencies
• Implementation of prospect development programme
Notable wins (DAN UK) include:
• Pandora £12m billings (all media)
• Mondelez £55m billings (all media)
• Heineken £42m billings (all media)
• Co-op £50m billings (all media)
• Knight Frank £9m billings (all media)
Achievements (DAN North):
• Beating new business revenue targets for four consecutive years by +20 to +35%
• Delivering in excess of £8m in revenue across FY2015, 2016 and 2017
• Overdelivery on FY2018 revenue target by +35% (£3.1m in revenue)
Notable wins (DAN North) include:
Virgin Active (all media), NFU Mutual (all media), Bathstore (all media), Bordeaux Wines (all media), B&M (above the line media), Jurys Inn Hotels (all media), Monsoon Accessorize (performance marketing), Hotter Concept (all media), Betfred (performance marketing), AccorHotels (all media), BetVictor (performance marketing, Steinhoff (performance marketing), Knight Frank (all media), The Co-operative (all media).
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Skills
- Sales
- New Business
- Client Pitches
- Creative Pitches
- Commercial Negotiation
- Contract Negotiation
- Consultancy
- Growth
- Presentations
- Studio Management
Education
C
C
Bachelor of Arts (BA) in History of Art Courtauld Institute of Art
- London, United Kingdom
Upper Second Class (2:1)