Business Unit Head at Dentsu

The Business Unit Head(BUH) at Dentsu Creative is a pivotal figure in steering the agency towards substantial growth. This role demands not just a deep understanding of digital transformation but also a strong emphasis on sales and client relationship management. The goal is to unlock client business opportunities using Dentsu's capabilities and deliver outstanding client service with innovative and value-driven solutions.

The BUH serves on the Dentsu Kenya Leadership Team and plays a critical role in shaping the agency's growth strategy, client partnerships, talent development, and market positioning.

Key Responsibilities

Strategic Business and Sales Leadership:

• Grow the agency's market share by 25% within the next 18 months through the development and implementation of innovative business strategies with a strong focus on sales and market expansion.
• Drive revenue growth and profitability through effective commercial leadership and business development initiatives.
• Develop and maintain a robust pipeline of new business and growth opportunities.
• Innovative and effective creative solutions support commercial objectives
• Drive organic growth across existing client portfolios through strategic account expansion.
• Partner with the Chief Creative Officer to ensure innovative and effective creative solutions support commercial objectives.
• Identify market opportunities and strengthen Dentsu Creative's competitive positioning.

Client Relationship and Account Management:

• Foster and deepen relationships with key clients, aiming for a 10% increase in client retention and satisfaction annually through personalized and strategic account management.
• Act as executive sponsor for key client relationships and strategic accounts.
• Build trusted relationships with senior client stakeholders and identify opportunities for business growth.
• Ensure the delivery of exceptional client service and measurable business outcomes.
• Collaborate closely with the CCO to ensure client expectations are met through high-quality creative and strategic solutions.

Digital Innovation and Sales Integration:

• Drive the integration of cutting-edge digital strategies, including AI and omnichannel marketing, to enhance client campaigns and sales outcomes.
• Promote innovative and integrated marketing solutions that deliver measurable value for clients.
• Leverage data, technology, and emerging trends to improve business outcomes and campaign effectiveness.

Operational Sales Efficiency:

• Optimize operational sales processes using advanced digital tools, achieving a 20% reduction in sales cycle times while maintaining quality standards.
• Ensure effective resource planning, allocation, and utilization across the Business Unit.
• Drive operational discipline and accountability across teams.
• Ensure timely and accurate completion of timesheets to support resource management, recoverability, client profitability, forecasting, and business reporting.
• Monitor utilization and productivity metrics and implement corrective actions where required.
• Maintain effective governance, budgeting, forecasting, and business performance reporting processes.

Team Development for Sales Excellence:

• Develop high-performing teams skilled in digital marketing technologies and integrated marketing solutions.
• Improve team performance metrics by 40% through coaching, mentoring, and capability development initiatives.
• Build leadership capability and strengthen succession planning within the Business Unit.
• Foster a culture of accountability, collaboration, innovation, and continuous improvement.
• Support talent development, retention, and employee engagement initiatives.

Market Leadership in Digital Sales:

• Establish the agency as a leader in digital advertising, achieving a minimum 75% pitch win ratio.
• Support agency participation in industry initiatives, thought leadership, and awards programmes.
• Partner with the CCO to strengthen Dentsu Creative's reputation for both commercial success and creative excellence.
• Drive visibility and market positioning across key sectors and client categories.

Professional Skills

• Strong sales acumen with a proven track record in digital marketing and business growth.
• Exceptional client relationship management and strategic account
• management abilities.
• Strong commercial and financial management capability.
• Proficient in using tools for sales tracking, resource productivity, and business performance management.
• Strong stakeholder management skills with the ability to influence senior decision-makers.
• Excellent communication, negotiation, leadership, and interpersonal skills.
• Ability to balance commercial objectives with creative excellence and
• operational effectiveness.

Key experiences

• Experience leading client service teams with a focus on operational excellence and revenue growth.
• Demonstrated success in client acquisition, retention, and relationship management.
• Proven experience driving business growth and commercial performance.
• Experience managing multidisciplinary teams within an integrated agency environment.
• Experience managing resource planning, utilization, and profitability.
• Experience working collaboratively with senior creative leadership teams.

Working Environment

• Role involves close collaboration with the Chief Creative Officer, agency leadership teams, clients, and cross-functional departments. The role may include domestic and international travel.