Business Development Director, Innovation

Location: London (hybrid) with travel to client sites/events as needed

Reports to: Head of Business Development Insights UK.

Contract: Permanent full‑time

Compensation: Includes an annual individual revenue target

Why this role exists

We’re accelerating growth by stealing share, winning high‑value Innovation briefs from competitors and unlocking whitespace with our flagship solutions. As our Business Development Director for Innovation you’ll be the tip of the spear: obsessed with client time, relentlessly curious and deeply fluent in the Innovation journey. Senior stakeholders will trust your commercial sharpness and Innovation expertise, your ability to identify real opportunity, shape it credibly and partner with specialist teams to turn interest into winning scalable programmes.

What you’ll do (the impact)

• Live with clients (figuratively!) – Spend the majority of your time with prospects and strategic accounts: discovery immersion sessions and value‑led conversations that surface genuine Innovation problems whether in early opportunity framing, concept development, validation or portfolio optimisation.
• Own the top of the funnel – Map target accounts, run multithreaded outreach and build a qualified pipeline across priority sectors. Spark momentum and challenge incumbent agencies by articulating Kantar’s Innovation advantage with clarity and depth. Drive new‑logo and cross‑sell growth.
• Shape, don’t just sell – Translate ambiguous growth questions into crisp problem statements and credible Innovation pathways linking business need to the right combination of early‑stage exploration, quantitative validation, creative development, claims pack and launch optimisation.
• Partner to win – With Innovation: Co‑create proof points, shape methodology, strengthen cases with data assets and elevate our point of view using sector insight and Innovation best practice. With Opportunity Orchestration (Conversion & Programme Design): Turn the narrative blueprint into a persuasive proposal ensuring the story lands with both commercial sharpness and Innovation rigour.
• Bring Innovation advisory to every conversation – Earn the right to challenge and guide senior sponsors, advising on risk decision‑making, portfolio implications and internal sell‑in grounded in a clear understanding of Innovation science and client realities.
• Make it easy to buy – Create friction‑free buying experiences from early qualification to commercial shape, pricing logic and smooth handover into delivery while ensuring solution integrity and fit for purpose.
• Build our market presence – Activate Innovation‑led thought‑leadership moments (roundtables, POVs, demos, client immersions) that open doors and signal the depth of our innovation expertise in the market.

What you’ll bring (your strengths)

• Client obsession & energy: You default to being with clients and anchor conversations in business impact.
• Deep Innovation fluency: You can discuss the Innovation journey end‑to‑end from Identify, Build, Validate, Launch and articulate how our solutions de‑risk and accelerate decisions. You also have a clear POV on how AI is transforming the Innovation process and its risks / opportunities for brands.
• Curiosity with commercial edge: You ask smarter questions, frame better hypotheses and connect data, consumer insight and business strategy.
• Relationship builder: You create senior access fast and sustain trust through substance, empathy and follow‑through.
• Story‑led thinker: You craft simple compelling narratives that integrate Innovation logic with commercial clarity.
• Hunter discipline: You are expert in prospecting, multithreading qualification and progressing complex Innovation‑led enterprise deals.
• Enterprise teamwork: Comfortable co‑designing with Innovation specialists and leaning into structured proposal and pitch processes.

Experience that helps

Around 5 years in consultative new‑business roles (ideally across Innovation, Insights, CX analytics or design strategy).

Experience that is essential

• Track record of winning share (new logos / cross‑sell / competitor displacement) and landing large programmes.
• Relationship building with clients at an exceptional level.
• Confidence engaging at C/VP level across Marketing Insights Category and Innovation.

How you’ll work (operating model)

• With Innovation: Weekly huddles to prioritise targets, refine hypotheses, align proof points and ensure we’re bringing the best of Kantar’s Innovation thinking.
• With Opportunity Orchestration (Conversion and Programme Design): Structured hand‑offs from discovery narrative blueprint to proposal/pitch, staying engaged through pitch to signature.
• With Marketing/Thought leaders: Shape the Innovation go‑to‑market strategy.
• With wider Business Development team: Share intel, co‑sell cross‑domain opportunities, drive connected selling into key accounts.

What success looks like (first 12‑month outcomes)

• New revenue: Target achieved (phased in year 1) from Innovation programmes; majority net‑new cross‑sell or competitor displacement.
• Pipeline health: 3× coverage balanced by stage and sector.
• Client time: 50‑60 % of working time with clients/prospects.
• Velocity & quality: Shortened cycle times; proposals consistently rated clear, compelling, Innovation‑credible, decision‑ready.
• Internal advocacy: Strong feedback from Innovation Domain and Opportunity Orchestration on collaboration, solution quality and deal shaping.

Benefits & EEO statement

Kantar rewards you with integrated, market‑competitive remuneration linked to performance. We foster an inclusive, supportive environment that values mental health and well‑being, diversity and equal opportunity.