Business Unit Head

Business Unit Head (BUH) – Dentsu Creative

Role Overview

The Business Unit Head (BUH) at Dentsu Creative is a pivotal figure in steering the agency toward substantial growth. This role demands not only a deep understanding of digital transformation but also a strong emphasis on sales and client relationship management. The goal is to unlock client business opportunities using Dentsu’s capabilities and deliver outstanding client service with innovative, value‑driven solutions.

The BUH serves on the Dentsu Kenya Leadership Team and plays a critical role in shaping the agency’s growth strategy, client partnerships, talent development, and market positioning.

Key Responsibilities

Strategic Business and Sales Leadership

• Grow the agency’s market share by 25% within the next 18 months through the development and implementation of innovative business strategies with a strong focus on sales and market expansion.
• Drive revenue growth and profitability through effective commercial leadership and business development initiatives.
• Develop and maintain a robust pipeline of new business and growth opportunities.
• Drive organic growth across existing client portfolios through strategic account expansion.
• Partner with the Chief Creative Officer to ensure innovative and effective creative solutions support commercial objectives.
• Identify market opportunities and strengthen Dentsu Creative’s competitive positioning.

Client Relationship and Account Management

• Foster and deepen relationships with key clients, aiming for a 10% increase in client retention and satisfaction annually through personalized and strategic account management.
• Act as executive sponsor for key client relationships and strategic accounts.
• Build trusted relationships with senior client stakeholders and identify opportunities for business growth.
• Ensure the delivery of exceptional client service and measurable business outcomes.
• Collaborate closely with the CCO to ensure client expectations are met through high‑quality creative and strategic solutions.

Digital Innovation and Sales Integration

• Drive the integration of cutting‑edge digital strategies, including AI and omnichannel marketing, to enhance client campaigns and sales outcomes.
• Promote innovative and integrated marketing solutions that deliver measurable value for clients.
• Leverage data, technology, and emerging trends to improve business outcomes and campaign effectiveness.

Operational Sales Efficiency

• Optimize operational sales processes using advanced digital tools, achieving a 20% reduction in sales cycle times while maintaining quality standards.
• Ensure effective resource planning, allocation, and utilization across the Business Unit.
• Drive operational discipline and accountability across teams.
• Ensure timely and accurate completion of timesheets to support resource management, recoverability, client profitability, forecasting, and business reporting.
• Monitor utilization and productivity metrics and implement corrective actions where required.
• Maintain effective governance, budgeting, forecasting, and business performance reporting processes.

Team Development for Sales Excellence

• Develop high‑performing teams skilled in digital marketing technologies and integrated marketing solutions.
• Improve team performance metrics by 40% through coaching, mentoring, and capability development initiatives.
• Build leadership capability and strengthen succession planning within the Business Unit.
• Foster a culture of accountability, collaboration, innovation, and continuous improvement.
• Support talent development, retention, and employee engagement initiatives.

Market Leadership in Digital Sales

• Establish the agency as a leader in digital advertising, achieving a minimum 75% pitch win ratio.
• Support agency participation in industry initiatives, thought leadership, and awards programmes.
• Partner with the CCO to strengthen Dentsu Creative’s reputation for both commercial success and creative excellence.
• Drive visibility and market positioning across key sectors and client categories.

Professional Skills

• Strong sales acumen with a proven track record in digital marketing and business growth.
• Exceptional client relationship management and strategic account management abilities.
• Strong commercial and financial management capability.
• Proficient in using tools for sales tracking, resource productivity, and business performance management.
• Strong stakeholder management skills with the ability to influence senior decision‑makers.
• Excellent communication, negotiation, leadership, and interpersonal skills.
• Ability to balance commercial objectives with creative excellence and operational effectiveness.

Key Experiences

• Experience leading client service teams with a focus on operational excellence and revenue growth.
• Demonstrated success in client acquisition, retention, and relationship management.
• Proven experience driving business growth and commercial performance.
• Experience managing multidisciplinary teams within an integrated agency environment.
• Experience managing resource planning, utilization, and profitability.
• Experience working collaboratively with senior creative leadership teams.

Working Environment

Role involves close collaboration with the Chief Creative Officer, agency leadership teams, clients, and cross‑functional departments. The role may include domestic and international travel.