The Evolution of the Business Director – Who’s Taking the Lead Now?

Once upon a time, the Business Director was the beating heart of an agency. They owned client relationships, spearheaded new business, and made sure everything ran like clockwork. But fast-forward to today, and you’ll notice something… where have they all gone?

It’s not that agencies no longer need top-tier client leads. Quite the opposite! But the traditional Business Director role is being replaced by a new wave of titles – ones that better reflect the evolving demands of the industry.

Business development is no longer just about wining and dining clients. It’s about strategic, data-driven growth. That’s why we’re seeing the rise of the Growth Director – a role laser-focused on scaling revenue, expanding client portfolios, and identifying new market opportunities.

Rather than being purely relationship-driven, Growth Directors operate at the intersection of strategy, sales, and marketing, ensuring their agency isn’t just maintaining accounts but actively expanding and evolving.

With digital transformation shaking up agencies, another role stepping into the spotlight is the Head of Digital. Gone are the days when digital was just a department within an agency – now, it’s the backbone of everything.

From social and performance marketing to AI-driven creative solutions, the Head of Digital is responsible for integrating digital thinking into every part of the agency. And with clients demanding cutting-edge strategies, this role is becoming a non-negotiable hire.

This shift isn’t just about fancy new job titles – it’s a sign of how agencies are evolving. Clients now expect multi-platform, digitally native, data-driven solutions, and agencies are restructuring to meet these needs.

CoCo is seeing a huge demand for Growth Directors, Heads of Digital, and other hybrid roles that blend traditional client services with modern, digital-first expertise. Agencies that embrace this change will thrive. Those that don’t? Well… let’s just say the role of the Business Director is evolving.

Looking to future-proof your agency? Let’s chat: jennifer@thecocogroup.com