Client Growth Director

ICP is a global leader in Content Operations, partnering with some of the world's most recognizable brands, including Unilever, Diageo, Coca-Cola, Mars, P&G, Starbucks, Coty, L’Oréal, NBCU, and Aetna. Our expertise spans content management, logistics, creative operations, production, and digital commerce enablement, ensuring a seamless flow of content across all systems and channels. We empower brands to achieve operational excellence and confidently manage their content.

At ICP, our values define us: we are Curious, Focused, Creative, Trustworthy, and Inclusive. We're a People First Company, providing benefits that matter to our people and enable us to be engaged both in and outside of work. We foster a culture where work/life balance is nurtured and encouraged, offering hybrid working, generous paid time off, paid holidays, volunteer time off, and Summer half-day Fridays. We also take care of our people with competitive medical, dental, and vision benefits, mental health support, and a robust savings plan.

Are you a relationship-focused, driven professional with a growth mindset? Do you thrive on breaking through challenges and excelling in competitive environments? You're not expected to have all the answers, but your passion for uncovering solutions and building strong partnerships makes you the perfect fit for this role. We’d love to hear from you!

The Client Growth Director owns the commercial relationship for a portfolio of ICP's assigned accounts and is responsible for the booking number. The role exists to create value and convert opportunities by bringing commercially led strategic thinking. The Client Growth Director engages at key points of the client lifecycle, nurturing trust and partnering with the Engagement Lead's delivery team. The CGD leads key growth conversations across the full spectrum of stakeholders.

Key Responsibilities:

• Be a trusted growth advisor, proactively bringing a commercial point of view to clients.
• Engage across the relationship lifecycle, checking in during key delivery and understanding emerging client priorities early.
• Build wide and deep client relationships, developing and owning relationships across the account's full whitespace roster.
• Own account growth and commercial outcomes, carrying and delivering an annual commercial growth target across the assigned portfolio.
• Lead the end-to-end commercial and contracting process for assigned accounts.
• Partner with the Engagement Lead (Delivery) to ensure a clean handover on every new engagement.
• Collaborate across the business, operating as a growth connector across ICP.
• Maintain healthy pipeline coverage against target, keeping HubSpot accurate and current.
• Own account cash health, including ageing receivables, in partnership with Finance.

HOW SUCCESS IS MEASURED:

• Commercial growth (bookings) vs target (primary): renewals plus upsell / cross-sell.
• Pipeline coverage ratio (target 4x) and forecast accuracy.
• Whitespace penetration progress: signed engagements / opportunity, and reduction in zero- and low-penetration cells.
• Depth and breadth of senior client relationships across the whitespace roster.
• Quality of cross-functional collaboration, as reflected by Delivery, Marketing and Solution Specialist partners.
• Cash flow health / DSO for assigned accounts.
• HubSpot data quality: completeness and currency of accounts, contacts, whitespace cells and opportunities.

KEY RELATIONSHIPS:

• Internal: VP of Growth, Engagement Lead, Solution Specialists, Marketing, Partner Manager, Legal, Finance, InfoSec, New Business.
• External: Client decision-makers, budget holders, buyers, champions across the entire client organisation.

EXPERIENCE AND QUALIFICATIONS:

• Proven track record building senior, trusted relationships in an enterprise, consultative account management or advisory environment.
• Experience owning complex, multi-stakeholder commercial processes and negotiating MSAs, SOWs and commercial terms.
• Strong CRM discipline (HubSpot preferred) and reliable forecasting.

We're passionate about creating an inclusive workplace that promotes and values diversity. Companies that are diverse in age, gender identity, race, sexual orientation, physical or mental ability, ethnicity and perspective are proven to be better companies.