Description

Role purpose

To be responsible for a portfolio of Industry Key Clients (IKCs) who are part of the Firm’s established Industry Key Client Program, working in conjunction with the Client Service Directors (CSD) who lead each client team and the assigned Executive Committee Liaison or Global Industry Group (GIG) Leader. This is a client-facing role that involves managing the account on a global basis and driving business development in line with the goals of the client team.

Main responsibilities

  • Develop an in-depth understanding of the portfolio of IKCs and the industries in which they operate
  • Continuously assess how the Firm is facing the client organization, at what level and in what areas and determine what relationships need to be protected/strengthened/explored further in order to grow profitable revenues
  • Develop and drive the implementation of the global client plan and associated tactical actions in conjunction with the CSDs, including pursuits, networking and day-to-day BD activities
  • Act as a conduit between the client and the client team to:
    • facilitate introductions
    • undertake client feedback
    • shape agendas, organize and attend client meetings
    • manage secondments
  • Prepare external and internal client reports and communications, including some data analysis 
  • Conduct pre- and post-secondment briefings and ensure that client secondments are fully exploited
  • Drive global panel pitches and tenders (with Specialist Pitch & Pursuit team) and providing necessary guidance and input into local office and practice-specific pitches
  • Manage and administrate client budget spend
  • Act as the key point of contact for internal queries

Travel requirements

There are likely to be two to four trips required each year to arrange and attend client meetings.

About the team

Function

The BDMC function works closely with our Partners and leadership teams to:

  • Increase our revenue, profitability and share across markets, industries and clients
  • Enable us to win, retain and grow business through powerful pitches, engaging thought leadership and strong relationship management
  • Lead market & client intelligence efforts to create new service line opportunities in industry and practice group
  • Channel the Baker McKenzie brand, identity and culture through a single communications voice

You will report to

Senior Manager/Associate Director, Global Clients & Industries

Your direct reports, if any

TBC

Key relationships

  • CSDs for relevant clients
  • Global Industry Group Manager for relevant industry
  • Specialist and In-Market BDMC colleagues

Experience Required

Technical skills, qualifications and experience

  • Bachelor's degree preferably in business administration, marketing or communications or equivalent work experience 
  • Significant experience working in a professional services or financial services environment (preferably with experience in a Client Relationship Manager role)
  • Excellent English written and verbal communication skills and outstanding attention to detail
  • High level of commercial acumen and strong analytical skills
  • Excellent interpersonal skills and ability to successfully manage key internal and external relationships and projects across the global organization
  • Savvy in understanding and adapting to the expectations and the needs of different cultures across the Firm
  • Ability to readjust and reorganize plans and deal and manage change

Personal qualities

These personal qualities represent the shared characteristics of high performers across Baker McKenzie, regardless of job level and location

Know how

  • Keeps across key developments in all relevant areas and demonstrates  the ability to develop substantive authority in relation to the Firm's specialist fields 
  • Demonstrates the ability to identify the real issue, and to anticipate requirements and potential consequences; distils a range of possibilities by thinking in a considered, prudent manner
  • Able to move through a variety of tasks requiring different approaches, knowledge, and expertise, with agility of mind and capacity for analysis and synthesis 

Dedication 

  • Driven by a strong personal sense of integrity and upholds exemplary quality standards
  • Prepares thoroughly, takes responsibility, uses initiative and is self reliant to ensure work progresses to the fullest extent possible
  • Hardworking and diligent with a keen understanding of client demands
  • Demonstrates composure when dealing with difficult situations 

Personal Impact

  • Creates a positive impression at all times; develops relationships through collaboration and reciprocity 
  • Negotiates to achieve outcomes that are mutually satisfactory; shows good judgement on when to stand strong and when to compromise 
  • Invests in, nurtures and builds a network of productive relationships

Humanity 

  • Respectful to others, regardless of their position, and earns the respect of others by being transparent 
  • Has care and concern for others and a genuine interest in others as people
  • Treats delicate or confidential issues with grace and discretion.