Head of Commercials, UK

London – Head of Commercial UK

FTC 12 months - Maternity Cover

Ekimetrics UK | London

Experience: 10+ years
Reports to: UK & Northern Europe General Manager
Key stakeholders: UK & Northern Europe Partners, Senior Leadership, Global Commercial Teams
Direct reports: Commercial Manager

About the Role

Ekimetrics is looking for a Head of Commercial to accelerate growth in the UK & Northern Europe (Scandinavia, DACH), drive new business, and strengthen commercial performance.

We are looking for a commercially ambitious, well-connected individual who can proactively identify opportunities, generate leads, build strong relationships across the UK marketing and effectiveness ecosystem, and help Ekimetrics open new, large enterprise accounts.

Working closely with the UK General Manager, Partners and delivery teams, you will play a central role in driving new business, developing a strong pipeline, converting opportunities into revenue and supporting the expansion of existing client relationships.

You will also lead and continuously improve our commercial engine, from prospect development and RFP management to negotiations, pipeline forecasting, commercial content and sales enablement.

This hands-on leadership role combines business development, relationship building, commercial acumen, and operational excellence. You will manage and develop a Commercial Manager, while working closely with Partners to win and grow strategic client accounts.

Key Responsibilities

1. Business Development & Lead Generation

• Drive new business development, contributing to an annualised new business revenue target of £3m+.
• Proactively identify, qualify and develop new business opportunities across priority sectors and target accounts.
• Generate leads through direct outreach, networking, referrals, industry relationships and targeted business development initiatives.
• Build and nurture a strong network of senior marketing, insights, analytics and effectiveness decision-makers
• Help open new large enterprise accounts, securing senior-level introductions and developing opportunities into qualified commercial engagements.
• Work closely with Partners to progress opportunities, develop senior client relationships and convert new business.
• Support account growth and renewal opportunities alongside Partners and client delivery leads.

2. Proposals & Pitches

• Lead end-to-end RFP processes, ensuring high-quality, differentiated and commercially compelling proposals.
• Coordinate Partners, subject matter experts and delivery teams throughout the sales process.
• Shape winning pitch strategies, value propositions and competitive positioning.
• Lead commercial pitch preparation and participate in senior executive-level client presentations.
• Track and improve proposal conversion rates, capturing lessons learned and embedding best practices.

3. Procurement & Contracting

• Manage commercial negotiations, procurement processes and contracting in collaboration with Partners and relevant support functions.
• Coordinate the development of Statements of Work, pricing proposals and commercial terms.
• Ensure consistency in pricing approaches, contractual standards and margin discipline.
• Identify commercial risks and ensure timely escalation and resolution.

4. Pipeline & Revenue Management

• Own the commercial pipeline management process, ensuring visibility, accuracy and disciplined opportunity progression.
• Establish robust reporting and forecasting processes to support revenue planning and business decisions.
• Drive adoption and effective use of commercial tools
• Monitor key commercial performance indicators, including pipeline coverage, conversion rates, deal velocity and forecast accuracy.
• Identify commercial risks, bottlenecks and opportunities for improved conversion.
• Support structured account planning and monitor renewal opportunities and client growth potential.

5. Commercial Content & Sales Enablement

• Develop and maintain high-quality commercial materials, including proposals, credentials, case studies and client presentations.
• Translate Ekimetrics' technical capabilities and innovations into compelling, client-oriented value propositions.
• Ensure Ekimetrics' competitive differentiation is clearly articulated and supported by evidence.
• Build and maintain a structured commercial knowledge base, facilitating content reuse and best-practice sharing.
• Develop sales enablement materials, training resources and standardised commercial processes.

6. Market Development & Go-to-Market

• Translate the UK growth strategy into actionable sector priorities, target account plans and go-to-market initiatives.
• Identify emerging client needs, market developments and competitive trends.
• Support the development and commercialisation of new solutions and propositions (Revenue Growth Management, Portfolio strategy, Customer Life time Value orchestration)
• Identify and pursue opportunities to strengthen Ekimetrics' positioning among UK marketing, effectiveness, analytics and insights leaders.
• Work closely with the Field Marketing function to translate commercial priorities into targeted events, campaigns and thought leadership initiatives.
• Coordinate market development initiatives with Partners and global capability teams.

7. Commercial Strategy & Performance Improvement

• Support the UK General Manager in developing and executing the annual commercial plan.
• Analyse commercial performance to identify opportunities to improve efficiency, conversion and revenue growth.
• Strengthen commercial processes, governance, reporting and ways of working.
• Drive continuous improvement of the commercial operating model.
• Establish clear commercial KPIs and support regular business performance reviews.

8. Media & Technology Partnerships

• Develop and manage Ekimetrics UK & NE commercial relationships with strategic media and technology partners
• Identify opportunities for partner-led introductions, referrals, joint business development and co-selling.
• Coordinate commercial initiatives with UK & Northern Europe Partners and global alliance teams.
• Leverage partnerships to increase Ekimetrics' visibility, generate qualified leads and accelerate access to clients.
• Monitor partnership contribution to pipeline development and revenue growth.

9. Team Leadership

• Lead, coach and develop the Commercial Manager, setting clear objectives, priorities and development plans.
• Build a high-performing commercial function combining proactive business development with operational excellence.
• Ensure effective delegation and execution across business development, proposals, pipeline management and commercial processes.
• Establish clear accountability, performance standards and continuous improvement practices.
• Foster effective collaboration with Partners, delivery teams, Field Marketing and global commercial functions.
• Empower and enable our Managers+ community to participate in commercial activities (prospection, RFP,

Core Competencies

• Business Development & Origination: Proactively identifies opportunities, generates leads, opens doors and builds a strong pipeline of prospective clients.
• Relationship Building & Networking: Develops trusted relationships with senior decision-makers and leverages professional networks to create commercial opportunities.
• Commercial Acumen: Understands client needs, value propositions, deal economics and the drivers of profitable growth.
• Consultative Selling: Engages senior clients around complex business challenges and connects their needs to Ekimetrics' capabilities.
• Execution Excellence: Delivers consistently high-quality work with strong attention to detail, deadlines and commercial priorities.
• Operational Discipline: Establishes structured processes, reliable reporting and strong pipeline governance.
• Client Growth Mindset: Understands the importance of long-term client value, retention and account expansion.
• Leadership & Accountability: Sets clear expectations, develops team capabilities and takes ownership of outcomes.
• Executive Communication: Communicates clearly and persuasively with senior internal and external audiences.
• Strategic Thinking: Translates commercial priorities into actionable initiatives and identifies opportunities for continuous improvement.

Success Measures

Success will be assessed against a combination of commercial outcomes, execution quality and organisational impact:

• New business generation: Contribution to the £3m+ annualised new business objective through lead generation, origination and conversion, jointly with Partners.
• New account acquisition: Number and quality of new large enterprise accounts opened and developed.
• Relationship development: Strength and breadth of relationships established with senior UK marketing and effectiveness decision-makers.
• Pipeline health: Qualified pipeline generation, opportunity progression, coverage and forecasting reliability.
• Sales effectiveness: Quality of RFP execution, proposal conversion rates and contribution to major client wins.
• Commercial excellence: Consistent CRM adoption, robust processes, timely reporting and effective sales enablement.
• Partnership impact: Qualified opportunities and business generated through media and technology partnerships.
• Team development: Performance, capability growth and increasing autonomy of the Commercial Manager.

About You

• 10+ years of experience in business development, commercial management or sales leadership, ideally within consulting, analytics, data or professional services.
• Proven track record of originating new business, generating qualified leads and opening large enterprise accounts.
• Strong professional network and established relationships within the UK marketing, media, insights, analytics or marketing effectiveness ecosystem.
• Demonstrated ability to engage and build trusted relationships with senior decision-makers, including CMOs, Heads of Effectiveness, Insights Directors and C-suite executives.
• Experience selling and converting complex, high-value consulting or analytics engagements through consultative, solution-based selling.
• Strong experience leading end-to-end RFP processes, developing compelling proposals and coordinating multi-stakeholder pitches.
• Experience managing commercial negotiations, pricing discussions and contractual processes.
• Ability to build and manage sales pipelines, forecasting processes and commercial performance reporting, including effective use of CRM tools.
• Experience leading, coaching and developing commercial professionals.
• Understanding of marketing effectiveness, Marketing Mix Modelling, data science, marketing analytics or adjacent areas.
• Familiarity with the UK & NE media and technology ecosystem, including Google, Meta and Amazon Ads.
• Ability to operate effectively in a Partner-led consulting environment, combining personal initiative, commercial ownership and collaborative selling.
• Experience working with international clients or across multiple geographies is an advantage.