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The Biz Dev 100: Charlie Martyn, New Business Director, J. Walter Thompson

Welcome to The Biz Dev 100, powered by The BD 100, which aims to recognize and celebrate important role played in the media and marketing industry by those who source and bring in new customers and keep the fortunes of businesses on track.

Below is Charlie Martyn, one of those at the top of their field who work in the UK biz dev sector.

Name: Charlie Martyn

Job title: new business director

Agency: J. Walter Thompson

What were your highlights of last year?

Rejoining JWT with a new vision and direction to take on the New Business role after several years in Account Management.

Achieving the career ambition of winning a beer brand: the iconic Grolsch business. Also filling a long-standing gap in the agency's portfolio.

Taking the agency from 42nd to 3rd in the AAR's annual summary for number of pitch wins.

What has been your most memorable win - and why?

As mentioned above, winning the exciting Grolsch business as the only network agency against some of the best independent agencies across the world was a hugely proud moment. All thanks to a small, fleet-footed and fun team of some the best people I've ever worked with.

How would you describe your approach to business development?

Always positive, setting the bar high and getting the best out of the agency.

What is the best piece of advice you’ve ever been given?

Remember we're at the creative end of business, not the commercial end of art. We need to make work that works.

What would be your number one tip to anyone starting in business development?

Be the heartbeat of the agency. Everyone's behind you to bring in exciting news.

What is your new business soundtrack?

M83 - Outro

Brands looking to appoint a new agency should look to The Drum Recommends for help. The Drum Recommends offers reviews of agency partners by their own clients to offer insights to the rest of the industry when hiring.