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Senior Director of Growth, EMEA

In a nutshell:

IDEO Europe has a vacancy for a Senior Director focused on helping us build strong, human-centred relationships with prospective, existing, and past clients in order to co-create resilient and inclusive futures where people, profit and the planet will thrive.

As Senior Director of Growth, you will lead our new business development function for IDEO Europe across our markets. You will be responsible for the strategy and supporting systems for new business cultivation, including developing new opportunities for growth within current client relationships and new networks. In collaboration with colleagues, you will also create and codify consistent approaches and processes to increase awareness of IDEO and our value proposition from early education all the way through to staying connected and relevant to clients after a specified engagement has ended. 

You will work with a community of talented directors and our global and regional Marketing team on a day-to-day basis, mentoring and enabling them with content, assets, and repeatable processes that support a predictable return on effort. You will also work closely with IDEO’s Leadership team in Europe to share data and insights to enable business management and forecasting as well as contribute to the development of future business development strategies that increase our chances of creating positive impact in the world.

Over and above this you’ll expertly balance the needs and opportunities of the market, clients, and IDEO. You will bring a deeply established business network and passion for exploring new opportunities for growth that helps deliver and build on IDEO’s European strategy, acting as an ambassador for IDEO and our work.

Why is this role important for IDEO’s work?

At IDEO Europe we co-create break-through solutions and transformative teams with organisations to help them own their future. We partner closely with our clients to make that future inclusive of people, planet and profit.

We do this through a deep focus on empathy, optimism, and applying creativity as a complement to analytical reasoning. This focus enables us to work through ambiguity with confidence—designing and enabling new products, services, experiences, and new ventures that not only solve people’s unmet needs, but also enabling our clients to adopt new mindsets, capabilities and ways of working.

This role is critical because:

  1. Our size is now requiring us to double-down on an aligned strategy and approach to client acquisition and engagement, supported by processes and systems that enable deeper, more scalable network cultivation.
  2. We lack clarity on the return from our business development and client outreach efforts—where we focus, why, and what to expect—to ensure that we’re doing the work we want to do that also aligns with IDEO’s unique strengths.
  3. Our marketing could work even harder for us —we see an opportunity to improve the collection and distribution of client insights and analysis to inform decision-making for content marketing to predictably achieve ROI. 
     

This isn’t a routine job. You’ll be part of growing a business that is truly human-centred, guided by purpose, and because of our size you’ll be able to see the impact you have on the team and the business directly. As Senior Director of Growth you’ll play a critical role in setting the tone and direction for how creative leadership enables IDEO to be as efficient as possible so we can create the impact in the world that enables our clients to achieve their ambitions.

Once here you will:

Invest your focus and efforts in your first year on these three main areas:

  • 60% Meeting the market: Develop client acquisition programmes and foster networks to attract and activate commercial growth (within existing client relationships (30%) and new clients (70%)) (awareness, acquisition, retention)

Designing and deploying a predictive model that provides visibility on who to target, where to focus efforts, and what the return could/should be. 

The focus here is to design the approach, model, and channels to engage with these clients. You’ll also need to enable and continually support the behaviours we need to adopt internally in order to consistently and scalably take advantage of a more disciplined approach to how and where Directors spend their time in terms of proactive new business & network development in order to better manage our pipeline.

  • 30% Enabling the team: Create, codify and curate the tools, processes, management systems and intelligence for IDEO Directors to cultivate and convert a better and more balanced business. (resilience)

Build on existing lead acquisition and management processes to better manage the client lifecycle (particularly at the top and bottom of the funnel) 

Over recent years IDEO has become very good at understanding what the conditions are for us to produce the best business results for clients—from the nature of the challenge, to the attitude of the stakeholders, and the makeup of the team—based on a clear offer to help companies tackle their toughest challenges through creativity so they can innovate and ultimately own their future.

For the past several years we have been in the fortunate position to pick and choose which clients we work with based on the enquiries that come to us. The time has now come for us to become more proactive and seek out the types of clients who we believe have the most to gain from our approach and services—this is also a more sustainable approach for our business.

To do this we need to design a strong lead acquisition process that is value-driven and uniquely reflective of IDEO’s human-centred approach. This needs to be married with our CRM system and integrate with a new more accountable way of working that enables us to monitor progress and share learnings amongst the Director community to encourage proactivity on their part. 

  • 10% Making the market: Create targeted awareness and engagement for future leaders to work with IDEO (awareness, retention)

Partner with, and inform, marketing decisions with regards to content and MROI

As a company we are moving the marketing strategy from pure brand building and broadcast content, to a more narrowcast networked approach that is built on a robust marketing content strategy with a bias for action.

With our global and regional Marketing team, you will work closely with to design lifecycle marketing strategies, experiment with channels/engagement modes/content formats, refine the use of our CRM, implement tactics related to content development, deployment and promotion in association with designated strategies, and evaluate and report on performance.

Through this process you’ll help catalyse networks in the UK and Europe to drive awareness of, and interest in, IDEO; and you’ll support others within the IDEO community to help them develop the confidence to develop their own networks to make useful connections and attract the clients we can positively impact.

Relevant Experience, Skills, & Mindsets:

  • Minimum 12 years’ experience in leading the development and activation strategies for proactive new business cultivation from net new clients
  • Minimum 12 years’ experience with/in the consulting sector - either as a consultant or client
  • An established, deep, senior leadership network within the business community in Europe
  • Builds and applies market intelligence and business trends to identify potential market making opportunities for growth 
  • Has led the establishment of new management systems for client growth, acquisition, activation and retention
  • Has passion for network cultivation and new business development
  • Interprets and communicates complex business ideas to different audiences
  • Strong business acumen; ie. broad knowledge, ideally leadership in strategy, marketing, commercials, etc. 
  • Deep interest in design and creative sector

What does IDEO offer you?

IDEO is a place unlike any other. It’s a place where you can solve complex, diverse challenges alongside thoughtful, intelligent individuals who lead with curiosity, empathy, and optimism. We work hard, but we also intentionally craft moments that allow our community to pause, create, and connect. We encourage our community to bring their whole selves to work, respect the need for work-life balance, and allow for autonomy in the design process and your career.

IDEO Europe has studios in London and Munich, and a limited number of employees working remotely from other European countries. Over the past 30 years we have grown in the scale of our influence and impact. Although we still work across every industry and sector, our consistent purpose to deliver positive impact through design, has meant that we have enabled companies all over the world to be creatively competitive.

This role may be based out of our London or Munich studio, however, until further notice to manage the health and safety of our teams our workforce is predominantly working remotely due to COVID-19. We hope to return to our studios in a hybrid fashion when it is safe to do so and will be guided by Government guidance in the UK and Germany.

Commitment to Diversity 

At IDEO, we are committed to the work of advancing diversity, equity and inclusion within our organisation and in the world. Our purpose of having disproportionate, world-changing impact through design is directly connected to our ability to bring many different perspectives to the table. This applies to our candidates, the people we hire, the clients and customers we serve, and the communities we learn from in our research.

As a human-centered organisation, we are committed to working with and designing for people of every race, ethnicity, gender identity, sexual orientation, age, socio-economic status, physical ability or attribute, religion, national origin, or political belief. We recognize that this commitment requires ongoing work and sustained attention, as well as adaptation to new insights and best practices.

Some previous projects to check out:

A sample cross section of European projects:

Intercorp
https://www.ideo.com/case-study/launching-an-innovation-lab-to-benefit-peruvians

Zalando
https://www.ideo.com/case-study/cultivating-creative-competitiveness-for-europes-biggest-fashion-platform

Ford
https://www.ideo.com/case-study/beyond-cars-designing-smarter-mobility

Circular Economy
https://www.ideo.com/post/designing-a-circular-economy

 

Equal Opportunity Employer

IDEO is an equal opportunity employer; applicants are considered for all roles without regard to race, color, religious creed, sex, national origin, citizenship status, age, physical or mental disability, sexual orientation, marital, parental, veteran or military status, unfavorable military discharge, or any other status protected by applicable federal, state or local law.

Apply now
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