The primary responsibility is to deliver revenue, Gross Margin and OP budget targets for the business unit through the management of a high performing team that can build strong client relationships, make a proven difference to the client’s business and meet their needs. They are responsible for the engagement of the CS team including recruitment, retention, account allocation, resource planning, coaching and people management. As a member of the Leadership Team, they also contribute to the leadership, integration and success of the broader South African business. . They are responsible for regional and global co-ordination and the implementation of regional and global initiatives in their business unit.
BUSINESS DEVELOPMENT AND FINANCIAL MANAGEMENT (25%)
Actively manages the business to ensure profitable growth across existing and new clients
Builds strong relationships and delivers to account responsibilities sufficiently to retain clients and maintain existing business
Identifies and pursues opportunities to grow existing client business, revenue and profitability
Actively seeks new business opportunities
Develops and implements new business strategy with the senior team
Responds to and drives new business opportunities
Reviews account and project profitability to understand opportunities to maximize financial performance across the business
Account forecasting of accounts and new business to feed into the budgeting process
Completes timesheets accurately and on time
Ensures appropriate resourcing to respond to new business opportunities.
BUSINESS LEADERSHIP (20%)
Contribute to the strategic growth of Millward Brown South Africa as part of the Leadership Team.
Ensure the operational and management issues are communicated and resolved.
Actively participate as a member of the leadership team to ensure business plans are achieved and communicated effectively.
Drive and manage change by translating key business priorities and competitive moves into a clear and coherent strategy for the business.
Display a high level of emotional intelligence and allow for close cross-functional collaboration, internal partnerships and effective influence.
Management of a high performing team that can build strong client relationships
PEOPLE MANAGEMENT (20%)
Maximise individual and team performance and efficiency through effective people management;
Manages 4+ line reports, giving ongoing feedback, conducting monthly catch-ups and annual appraisals
Identifies, sets and communicates clear objectives to develop and nurture line report’s careers, and articulates performance against these objectives
Coaches and develops CS team members through constructive feedback to identify areas of strength, and areas required for improvement
Effectively delegates tasks where appropriate
Responsibility for the recruitment and training of the CS team
Responsibility for facilitating career development across the team, balancing with the needs of the business
Leads performance management process, as and when required
Completes all Kantar Connect responsibilities on time
CLIENT MANAGEMENT & CONSULTANCY (15%)
Apply high level of knowledge and understanding of your clients and their business in all interactions with clients. Deliverables and analysis
conducted applies this knowledge and commercial implications and realities. Knowledge including;
Key clients, key stakeholders and their needs
The client’s business and strategy
Client brands and communication activity
Client markets and competitors
Deliver effective advice and consultancy for your clients
Instigate and facilitate client discussions to better understand their business issues
Strong interpretation of data and ability to articulate insights clearly and impactfully
Provide a comprehensive point of view on brand, media and communications issues aligned with Millward Brown philosophies
Develop strong relationships with clients to the extent they are first port of call across all accounts for opinions, information and advice
Present impactfully regularly across all accounts
Demonstrate confidence and strong interpersonal skills in client facing situations
Chair client and agency meetings
ACCOUNT MANAGEMENT (10%)
Leading accounts to oversee the team deliver all account deliverables while working to agreed budgets, and course-corrects where required
Ensures all deliverables meet client needs and generate strong insight and impact for clients business
Delegates to team effectively, providing constructive feedback and support for other account members to ensure account responsibilities and
deliverables are met to a high standard in agreed timelines
Ensure account efficiency and profitability across all accounts
Resource planning across the business with senior team to ensure all accounts meet business and client needs
Develops and implements account management plans for key clients
Generate ideas and consult with account teams to develop case studies to demonstrate value we bring for clients.
Ensure impact reviews meet required standards, and include client feedback where appropriate for all presentations
Consults on operational processes and course-corrects where required
ANALYSIS & RESEARCH EXPERTISE (10%)
Designs appropriate research solutions to drive meaningful insight for clients’ needs and their business
Formulate, articulate and validate hypotheses to help build appropriate, relevant and impactful stories
Understand, interpret and synthesise data from various sources (e.g. sales data, media spend data)
Ensuring insights are translated into engaging stories with clear and concise implications that will help clients make better marketing decisions
Integrate knowledge of MB tools, philosophies and techniques and applies these appropriately to the design, analysis and interpretation of
research projects to deliver meaningful insights (specifically in relation to pre-testing, tracking, equity and media measurement)
Identifies opportunities to deepen insights for clients using further analysis including MB and external learning’s as appropriate
Required Experience and Qualifications
At least 8 -10 year’s relevant market research experience in a research agency, client company, or management or marketing consultancy.
Regularly presenting to clients action oriented presentations
Demonstrable project management skills
A track record of developing/winning new/incremental business
At least 5 years’ experience of leading and developing a team