Senior Client Development Manager (Private Client)

The Business Development & Marketing team partners with the firm in the development of our business, builds relationships with existing and potential clients and also manages our market profile. In broad terms, the team:

• Manages our relationships with the media and seeks out the most appropriate opportunities;
• Drives the positioning of our brand through client service and thought leadership;
• Creates and manages the strategic business plans at a client, partner, sector and practice group level;
• Manages the firm's key client relationship and client listening programmes;
• Creates and implements the firm's digital strategy;
• Provides strategic advice and co-ordination on pitching opportunities and manages the rehearsals process;
• Works with our research team to produce and analyse companies, sectors and countries;
• Works with the knowledge team on submissions to the main legal directories/awards and advises practices on how best to promote their capabilities;
• Manages the production of bulletins and briefings from the conceptual stage through to distribution; and
• Delivers events that enhance our brand and provide opportunities to build relationships with clients, potential clients, intermediaries and the press.

There are c. 50 employees in the Business Development and Marketing team across London, Guildford, Cheltenham, Dubai, Hong Kong and Paris and it is divided into three key areas:

• Business Development and Relationships;
• Marketing; and
• Communications.

The role of the Senior Client Development Manager (SBDRM) is the formulation and execution of business development and marketing plans and campaigns for the Private Client Division and Private Wealth Sector and to help in the identification, creation and progression of opportunities to win new business.

Roles and Responsibilities

• Work closely with the divisional leadership team to support the implementation of the PC division's strategic business plan, linking to the firm's wider private capital strategy;
• Have extensive knowledge of the legal market alongside global private wealth sector awareness. Translate this market intelligence to support strategic BD decisions;
• Support and conduct client listening with key clients to bring market intelligence back into business;
• Support on developing, reviewing and updating business planning and budgeting materials, ensuring they focus on growth clients, key geographies and areas of expertise;
• Work closely with the Private Office in unlocking opportunities for the wider division;
• Work closely with the PC Knowledge Development lawyers to keep track of major market legal developments, horizon scanning and report on major case successes and developments;
• Responsible for supporting the BDM's on BD relationship management of clients included in the firm's key client programme;
• Support the targeting ("pipeline") process, providing market and client data to strengthen client relationships and opportunities and be responsible for leading on some of the relationship initiatives;
• Oversee and advise on BD budget tracking for the PC vision, working alongside the BDM's to ensure that campaigns and teams are keeping to pre-agreed budgets. The SBDM will also be expected to analyse BD expenditure to track BD activity against business objectives and ROI, identifying any areas for improvement;
• Data driven approach to client activity. Support the development of InterAction, our client relationship management system and be a 'champion' for the system within the rest of the firm;
• Responsible for the line management and career development of both BDM's and BD coordinator;
• Be a leading figure within the division (with all its constituent business groups) on the pitching process, from pre-pitch strategic discussion to document production and advice, including RFPs, credentials, statements of experience, client quotes/testimonials, basic research, partner and fee earner biographies and core factual/policy information.
• Guide the BDM's and BD coordinator, to co-ordinate profile raising, brand and reputation and thought leadership;
• Work with fee earners and our PR team, on the coordination of PR activity for the relevant groups;
• Involvement and support on firm wide key project work and any other key BD deliverables for the senior management team (Director and Heads);
• Comply with all relevant legal and regulatory obligations including the Solicitors Regulation Authority (SRA) Standards and Regulations, and Principles.

Skills and experience

• Experience of the professional services environment
• Experience of using CRM systems desirable (preferably InterAction)
• IT savvy and computer literate with a good knowledge of Microsoft Word, Excel and PowerPoint
• Knowledge of CRM systems (preferably InterAction)

Person specification

• A proven track record of delivering/achieving results and targets to strict deadlines
• Organisational ability within a pressurised environment
• Experience in a legal and/or real estate/construction environment is crucial
• A trusted advisor
• A motivated professional and a quick learner who is able to hit the ground running
• Excellent communication skills, both written and verbal
• Excellent attention to detail and highly proficient proof-reading skills
• A team-player mindset, demonstrating an ability to engage colleagues at every level in projects and initiatives
• An experienced manager able to lead and inspire people in the team
• Able to adapt and respond at short notice
• Working together
• Integrity and respect
• Inclusive
• Personal impact and growth
• Driving high standards
• Client - centric
• Responsible Business

Hybrid working

We adopt a hybrid and flexible working approach, dependent on the requirements of the role and subject to manager approval.

For a detailed specification please download the job description in the documents section of this page.

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