Head of Performance Sales, North America

About us

Indicia Worldwide is an insight and technology-led communications agency with global production expertise. 

Why we exist: we create new value

At Indicia Worldwide, our philosophy is one of ‘creating new value’. We create new value at every step of the journey that a brand takes to market, by driving an increase in marketing performance and reducing costs in marketing execution. For our clients and their customers, we are building mutually-beneficial partnerships. We see this proposition, built around the perfect balance of efficiency and effectiveness, as pioneering, entrepreneurial and, above all else, sustainable.

Our substantial investment in our technology and data science capability, and resource, provide our differentiation in the marketplace. Data insight and marketing technology allow us to measure our work, evidencing ROI as the most critical metric in today’s environment.

We see ROI where others don't. We are the only agency that combines creative, data and technology talent with production and procurement expertise to improve your marketing performance and efficiencies. We realise ROI for our clients by enabling them to deliver more engaging, cost-effective and sustainable customer experiences.

As a business we draw on a rich heritage from the worlds of print, creative production, retail, data, digital, tech and creative, bringing these disciplines together to support global brands with their omnichannel marketing activation needs.

We believe in what we do. We believe this proposition makes us unique. We have the capacity to redefine the way marketing is activated for our clients across the globe. Now, and well into the future. 

The output: Improved client performance by engaging consumers with brand ideas better, faster and more cost-effectively, across every step of a brand's journey to market.  

Purpose of the role

The Head of Performance Sales, North America, will be the heart-beat of driving growth through the agency, focusing on the agency’s data, marketing technology, digital and creative propositions. Generating, nurturing and closing down leads through the entire sales funnel by owning the delivering an exceptional sales experience across all touch-points is of critical importance to realise our exciting growth ambitions. 

The Head of Performance Sales, North America will be expected to gain respect and trust both internally and externally by leveraging their many years of industry experience, sector expertise and through strong interpersonal and leadership skills.

The Head of Performance Sales will have:

- Proposition activation

The ability to activate the Indicia Worldwide proposition in a new business, prospect environment by bringing together teams of subject matter experts and showcasing the strategic application of data, tech & creative in order to solve qualified business problems.

- Consistent team delivery

The experience of working in and helping to shape a regional sales community (within a global function) with a consistent approach to new client experience, enabling the wider business to deliver the proposition through subject matter expertise.

- Data & Technology partner activation

The ability to foster and nurture relationships with Indicia’s technical partners. Supporting the delivery of a regional proposition and management of the pipeline which that brings. Working closely with the partner managers for our technical partnerships will be crucial to achieve the objectives of the region. The agency team work closely with technical partners to source opportunities, this role will need to own the regional sales funnel of those deals with support from the Global Technical partnership team.

- Driving Growth

A growth first mindset. Shaping strategic growth plans in order to drive relevant new business leads, all by design in order to meet our North American growth targets.

- Navigating the proposition bank

The ability to understand and interpret the existing agency proposition bank – tailoring to prospect needs and strategy by ‘getting closer’ to client problems to proactively drive the strategic agenda in the conversion of new business.

- Building the reputation of the global (and regional) growth team

A track record of building high performing sales teams. To be seen as the individual that defines tomorrow and sets new standards in prospect engagement – a brilliant leader, inspiring the wider teams to deliver outstanding work.

Skills, knowledge, experience and exposure

• Demonstrated experience in a similar role, gained in a marketing agency with a special focus on the agency’s data, marketing technology, digital and creative propositions.
• Adept and confident engaging with North American & sometimes global senior marketing and procurement teams around our core business, data, martech, digital and creative capabilities.
• Experience in selling and driving growth within customer experience platforms & customer data platforms including utilising customer data within those platforms will be highly advantageous.

The mindset to navigate the role

Developing growth strategies, nurturing relationships with prospects and establishing high-performing teams requires a real skill in processing and navigating business and people situations. The following examples will apply to the Head of Growth role:

• An ability to interpret how situations and thinking might evolve. In the context of prospect engagement. Proactively seeking out and anticipating potential opportunities for the business and developing corresponding thinking to deliver excellent pitch experiences. Applied in the development of growth strategy.
• Resilience as a growth leader with competency in building capability within teams to ensure that multiple requirements can be simultaneously managed without an impact on business performance (e.g. lead generation, marketing content & planning, ABM strategy, pitch/presentation content etc….)
• The ability to understand business positions from a number of perspectives. Appreciating the needs of multiple parties to better determine positions in negotiations and business decisions.
• The skill to interpret, define and articulate (written and verbal) complex business solutions in a clear and simple way, that respond to prospect’s briefs and challenges.
• Able to make decisions and set direction according to the time and growth ambitions of the business in order to meet P&L needs.

The softer skills that we believe, will help you thrive in this role:

• Relentless disposition. Skilled in creating an environment that’s self-motivating and motivates others to be their best. As within all growth environments, relentless pursuit of opportunities is a must in order to remain close to a prospect.
• To be energised by people. In all their forms. The extravert, the introvert. Building diverse relationships with all sorts of people will be a constant source of motivation.
• Curiosity is fuel. Wanting to know all about a prospect’s business. Listening to their challenges. What keeps them awake at night. The fuel that unlocks our proposition in response to qualified and relevant opportunities.
• The ultimate facilitator. Bringing together and motivating teams from diverse disciplines to unlock potential; always recognising the sum of the parts in the pursuit of excellent pitch and presentation experiences.
• Loving and living communication in all its forms. To write it, to vocalise it. To champion the best forms of communication internally and externally.
• Commercially-savvy. Able to collaborate with Finance and internal teams to develop proposals that benefit Indicia Worldwide and the client. A critical ambition for this role is to enhance overall business profitability.

Role Requirements

• This is a senior role with a direct impact on the revenue and profit of Indicia Worldwide and with an impact on key departments
• The role is exciting and diverse and will suit an individual who is interested in leveraging the combined power of data, technology and creative to solve real world, retail problems
• Some travel along with out of hours and flexible working will be required
• The role is expected to provide input into and fully support the objectives of the management team
• The role is ‘hands on’ and expected to identify and win New Business

We are an equal opportunities employer and as such, will make any reasonable adjustments to accommodate the needs of all candidates. If you have any such needs or requirements in the context of your interview, please notify us so that we can make the appropriate arrangements.