Description

The Firm

At Baker McKenzie we are different in the way we think, work and behave. Like no other law firm, we were born global.

Our Australian practice was established in Sydney in 1964, in Melbourne in 1982 and in Brisbane in 2014. Our lawyers work seamlessly with our global colleagues, collectively providing a capacity of more than 5,600 locally qualified lawyers and 6,000 professional staff in 77 locations across 47 countries.


Position Summary

This is an exciting and unique Senior Tender Manager role. To be successful in this role you will have the ability to focus strategically and tactfully on the task at hand with a strong passion for running pitches. This role manages all aspects of the pitch and tender process for the Firm and is pivotal in supporting the Marketing Business Development team with maintaining and winning some of Australia's leading legal work for their Practice Groups. As a tender and pitch expert, you will have a strategic and hands-on approach to take ownership of all tender requests and pitches and deliver a seamless tender service to the Firm.

The key focus areas in this role include:

Winning and Maintaining Business

  • End-to-end strategic management of pitch opportunities
  • Advises Partners on appropriate tender/proposal strategies and delivers a consistently high-quality tender service to the Firm, tailored to the client's needs
  • Provides day-to-day support to the Marketing team in the preparation of tenders, with a focus on high value and strategic pursuits
  • End to end management of pitch opportunities and provides advice and coaching to key stakeholders, particularly in relation to alternative fee arrangements (including engagement with finance & LPM where applicable), client profitability projections and post-pitch client feedback
  • Project manages, writes and edits high-quality, commercially sound tender submissions
  • Identifies cross-selling opportunities for other practice groups and offices and facilitates communication and support for those opportunities
  • Ensures the firm's visual identity is consistently applied
  • Identifies and researches tender opportunities for the Firm

Coaching

  • Brings to the business, intelligence with respect to ‘best practice’ and ‘innovation’ in regards to pitching and proposals
  • Coaches team members and Partners in tender management process
  • Coaches secretaries and develops training modules to assist with practice group capability statements and proposal documentation editing

Profile raising

  • Drives research and analysis of key clients and targets, in addition to strategic markets and jurisdictions to ensure trends are identified and opportunities are appropriately leveraged
  • Monitors and maintains information and statistics regarding the Firm’s tendering activity, major upcoming bids and reports on progress/outcomes, driving change where necessary
  • Oversees the identification, capture and management of relevant market and firm intelligence such as client contact information
  • Identifies cross-selling opportunities with other practice and industry groups
  • Improves the underlying processes and systems for tendering across the Firm
  • Drives research and analysis of key clients and targets, in addition to strategic markets and jurisdictions to ensure trends are identified and opportunities are appropriately leveraged

People Management and Leadership

  • Works with Director and Manager team (within Business Development and Marketing) to provide support to other team members and respective groups as required to ensure best practice and correct procedures and processes are followed
  • Mentors junior proposals coordinator based in Manila
  • Develops ongoing L&D training program for lawyers and BD
  • Participates and actively contributes to global proposal team and attends regular calls
  • Ad hoc projects or activities, as requested

Key Relationships

  • Business Development and Marketing Director
  • Business Development Managers, Executive and Coordinators
  • Practice Group Managers, Partners and lawyers
  • The wider Marketing and Business Development team
  • Key members of other Shared Services teams, e.g. IT, Finance, Knowledge Management, Talent Management and Professional Development
  • Marketing staff in other regions and globally
  • Manila off shore team, principally being Global Creative Services and the Document Support Centre (DSC)

Essential Qualifications, Experience and Capabilities

  • 6 years + experience within a similar role
  • Experience as a senior tender manager leading or taking a lead role in tenders or proposals in a law firm or professional services environment
  • Degree in business, marketing or equivalent
  • Has led or taken a leading role in tenders or proposals
  • Highly developed writing, editing and proofreading skills and exceptional attention to detail
  • Demonstrated stakeholder management experience

Desirable Qualifications, Experience and Capabilities

  • Experience in a law firm or professional services environment
  • High degree of proficiency using Microsoft Office Suite and Interaction


Knowledge and Skills

General

  • Influencing and persuasion skills, excellent interpersonal skills and ability to flex style and work with a wide range of internal and external stakeholders
  • Proven attention to detail and project management skills, with and a track record of implementing projects to completion, on time and on budget, often in a high pressure environment
  • Proven ability to form effective relationships with demanding internal clients at a senior level
  • Self-motivated and enthusiastic with personal drive and energy
  • Highly attuned listening, written and verbal communication skills
  • Works well independently and in a team

Role Specific

  • Key message and value proposition development
  • Persuasive writing style
  • Experience in managing the preparation of winning tenders and proposals
  • Strong background in tender writing
  • Genuine interest in business and market trends and ability to align these with an organisation's strategic direction
  • Strong analytical and numeracy skills, i.e. ability to conduct desk research across various sources and succinctly distil into key issues
  • People management
  • Creativity and lateral thinking

Employee Benefits

  • Salary continuance insurance
  • Discounted private health insurance
  • Travel insurance for immediate family
  • Generous discounts with our key clients
  • Social events
  • Employee Assistance Program
  • In-house massages
  • Baker's Sports Club

For a confidential discussion and further information, please contact Natalie Armitage, Talent Management Consultant on 02 8922 5747.