Head of New Business

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Team: Sales and marketing (or “S’marketing” as we call it) - currently 3-4 people - New Business & Marketing Exec, Marketing Manager / Senior Copywriter, Head of Marketing and CEO

Reports into: CEO (Laurence Parkes)

Job Purpose: Responsible for achieving Rufus Leonard’s new business sales objectives – driving our growth to realize Rufus’ ambitions.

Hours: Mon-Fri, 9:30-18:00

 

About Rufus Leonard

We were born of a fascination with people-led service organisations and a frustration that they often fail to achieve their full potential. Our founders, Neil and Darrel, started Rufus Leonard to have long-term partnerships enabling our clients to become and remain outstanding in their categories.

Rufus Leonard is an independent agency who builds category-defining service brands through design & technology. We act as the catalyst for service brands with the desire to be foremost, standard-setting, and first choice. With over 30 years of experience, we help brands like Lloyds Banking Group, The Student Hotel, The Gym Group, WWF, and British Gas. We pride ourselves on our mission to enhance every day through intelligent and beautifully crafted experiences.

For more information, visit us at www.rufusleonard.com or follow @RufusLeonard on social channels.

The role

Head of New Business will sit on Rufus’ leadership team and be the driving force behind the agency’s new business success. It’s a fast-paced, varied role that you can really make your own. You’ll be moving across different briefs, working with different departments and leading initiatives that boost Rufus’ lead generation and conversion.

Partnerships are key across all areas of the role:

  • You’ll be working in tandem with the Head of Marketing, to collaboratively achieve the S’marketing department’s joint goals. (This really is a team where Sales and Marketing work seamlessly together, as one unit)
  • You’ll be the primary relationship-holder for our technology partners, intermediaries and consultants; responsible for unlocking opportunities through these partnerships.
  • You’ll support across every pitch and proposal team, to ensure the new business machine runs smoothly, quickly and is financially efficient.
  • You’ll be the main Rufus contact throughout a prospect’s journey, i.e. from a website download through to a client relationship.

About you

It should be a no-brainer that you’re a brilliant relationship builder, with great commercial instinct and the ability to unlock, then close, opportunities. More specifically:

  • You have 3+ years’ experience in a similar role – and you can demonstrate success working with technology and/or design projects. (Specifically, within the region of £500k - £2m+ budget)
  • You have initiative – we’re talking about that natural drive to get stuck in and not wait around to be told. You’ll relish the pressure (the good kind), will volunteer approaches and know instinctively what the next moves are.
  • You are results driven – you’re laser focused on the impact of every action and can effectively drive multiple streams of work forward, simultaneously, to achieve your targets.
  • You are down-to-earth – for building strong relationships (and friendships) within Rufus, with our partners, and with potential clients.
  • You are an excellent project manager – your organisational skills are enviable, your attention to detail exemplar, and you are a creative problem-solver. You can demonstrate how you have driven projects efficiently (to time and budget).
  • You have strong grammar and writing skills – not only can you build relationships on the phone and in-person, but you can also build credibility quickly across emails, proposal responses, and other written formats.
  • You are naturally strategic and willing to roll-up your sleeves – and you have the proof to show it. You have both defined and delivered NB strategy and can demonstrate success.

 

Responsibilities

You are responsible for defining and executing the agency’s new business strategy. This will include:

  • Participating in the setting of the agency’s new business targets and budget
  • Working with the Head of Marketing to deliver against the shared S’marketing budget
  • Disseminating the new business strategy and reports at a board and leadership level, at a S’marketing team level, and at all staff meetings – raising awareness of successes and galvanizing the wider business in NB action
  • Managing all aspects of the new business strategy; lead generation, pipeline progression, RFI/RFP process, through to conversion
  • As a steer, lead generation activities have previously included the following (but in the future, this will be up to you, obviously):
    • Driving the referral programmes, unlocking opportunities through Rufus’ staff, clients and strategic partners
    • Managing intermediary and association relationships and platforms, increasing relevant opportunities and securing maximum income from referral agreements
    • Nurturing tech partner relationships e.g., Microsoft / Sitecore / Episerver. This includes providing regular updates, keeping platforms up-to-date, registering opportunities, etc.
    • Proactively execute prospecting activities e.g., account-based marketing and email campaigns (with support from the wider S’marketing team)
    • Organising internal lead generation events – unearthing NB opportunities while also supporting client development
    • Owning tender identification, across a number of relevant platforms
  • Pipeline progression will include, but is not limited to:
    • Being the initial and then primary contact for all prospective clients (with support from the board and managing partner where appropriate)
    • Optimising the NB qualification process and leading on its application
    • Leading or participating in scoping calls and creds meetings
    • Managing the pipeline database (currently in Pipedrive)
    • Leading a personalised ‘keep in touch’ programme of activity
  • RFI/RFP and pitch responsibilities will include, but are not limited to:
    • Briefing pitch/proposal teams, managing key milestones, before then reviewing and submitting responses
    • Writing proposal responses (where appropriate)
    • Supporting pitch teams (led by Managing Partners) within role of Pitch Doctor – helping to drive conversion and pitch efficiency
  • Supporting client services in maximizing organic growth (e.g., through proactive sharing of information, events and joint growth activity)
  • Working in partnership with the Head of Marketing, create case studies and sales collateral that is category-defining
  • Working in partnership with the Head of Marketing, contribute to overall vision and execution of website landing pages, showreels, event presentations, and other strategic content
  • Supporting Rufus’ leadership team in the productization of services and expertise
  • Representing Rufus Leonard as a spokesperson and ambassador at credential meetings and more broadly

 

How we’ll support you

  • You’ll report into the CEO – they’ll be responsible for working with you to set your personal objectives and make sure you have the opportunities to fulfil them.
  • You’ll be part of S’marketing team training sessions and will also have your own individual budget to develop specific skills (~£1000/year).
  • We also have company-wide training on softer skills, culture and creating an inclusive and comfortable workplace.
  • On returning to the workplace – we’ll operate a hybrid home and office approach.
  • Our biannual anonymous survey is an opportunity for you to tell us everything that’s on your mind about your role, your team, your manager, your wellbeing, and Rufus. The overall feedback helps shape Rufus moving forward.
  • Employee of the month, extra mile awards and the Red Lion Awards are just some of the ways we say thank you to our brilliant team.

 

Additional information

  • Remote status

    Temporarily remote

Or, know someone who would be a perfect fit? Let them know!

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 As well as looking after your career development and learning, we know how important it is to look after you in other ways too.  

Here's a taster...

  • Extra Days Off

    Have Christmas on us! And an extra day for your birthday whilst you're at it.

  • Rufus Clubs

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  • Ice Cream

    Hot or not, in summer months there’s always ice cream at Rufus.

  • Flexible Working

    Because we know there’s more to life than work.

Looking after our Rufians

We take the welfare of our staff very seriously - we work closely with NABS and are committed to the #timeTo manifesto.

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@rufusleonard.com
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