Description

The Associate Director, Business Development will expand the work of the Practice Group to other focus areas, from the Firm's existing client base, as well as to develop new opportunities from new clients as a primary focus of the position. The role is results-oriented and designed to be instrumental, at a senior level, in supporting the strategic objectives of the North America region and those of the Global Practice Group. This is a strategic and hands-on position that requires the role to take ownership and demonstrate strong commercial acumen. The role requires confidence in managing and influencing senior stakeholder relationships and excellent verbal.

Responsibilities:

The role has a heavy emphasis on a proactive and innovative approach to drive results at a senior level, with a particular focus on the following areas:

  • Acts as a central point of contact in North America to drive activities that will increase the Practice Group work performed by the Firm. Gains and uses market intelligence to lead business development strategies and prepares detailed plans to outpace competitors and maintain the Firm's leading position in this area
  • Develops innovative approaches to instigate increased revenue growth from existing clients (described further below) and identifies new leads at a local, national and international level for Practice Group services
  • Client development – Drives initiatives for clients who have been identified as being of critical importance for the Practice Group. This will occur for key clients likely to benefit from and deliver greater revenues with the appropriate business development support
  • Works closely with the relevant Client Relationship Partner(s), creates, implements and drives targeted client business development and relationship management plans designed to maintain and increase revenue. Researches information relevant to the targeted group of core clients and their businesses, identifies issues likely to impact upon the clients requirements for legal services and recommends business development activities likely to capitalize on such requirements
  • Works with relevant partners, develops and maintains close relationships with individual representatives of the targeted group of core clients. Using those client interactions, identifies any issues likely to be relevant from a business development perspective
  • Works with the Director, Client Development in North America, ensures that targeted core clients benefit from a client feedback review. Using the intelligence gained during such reviews, works to address any issues identified with service delivery and follows up on any request for further information about the Firm’s capabilities. Obtains post-transaction reviews following major transactions/matters handled for core clients
  • Drives global initiatives, such as the Key Client Program applicable to the core clients in North America. Actively involved in any North America client initiatives implemented as part of other Firm meetings, such as the Annual Meeting, North America and practice group meetings
  • Lateral integration and support – Actively supports lateral partners in developing, as well as implementing, the marketing, client and business development aspects of their business
  • Launches marketing and business development plans beginning at the pre-hire stage and extending through the first 18 months, whilst coordinating with global, North America and local practice leaders
  • Drives the integration of lateral partners with key partners in the Firm (client relationship managers and key practice group leaders), with a focus on client- facing activities and optimized profile-raising
  • Works closely with the Senior Manager, Communications, to build the profile of the lateral partner locally, nationally and internationally
  • Firm Positioning and Events – The role is instrumental in setting the strategy for sponsorships and events undertaken by the Practice Group and monitoring their execution and return on investment. It also oversees the publication of client alerts and newsletters in consultation with the Senior Manager, North American Communications. Activities include briefings, Firm meetings, boardroom lunches and speaking engagements. The role also develops and implements campaigns to strengthen the Practice Group's reputation in key markets as identified in the Practice Group's business plan
  • Collaboration with Global and North America practice groups – Actively supports strong links with the Global Transactional Practice Group and increased cohesion with other North America practice groups, particularly around client targeting
  • Directories – Following the strategic direction set by the lead for North America Communications, develops communications for the Firm’s responses to directories, including building relationships with key publications and directories in conjunction with the global practice group
  • Brand Management – Ensures the Firm's brand and that of the Practice Group is maintained. These activities include ensuring website content is up to date and relevant. Seeks pre-approval from the North America Director of Business Development, Marketing and Communications for any use of the Firm's logo or brand
  • Budget Management – Ensures that all business development initiatives are effectively coordinated to extract maximum return on investment
  • Develops business cases for budget requests based on business planning and is aware of the budget available from both North America and Global Business Development sources. Monitors Practice Group business development expenditures, develops and obtains necessary approval on all business development expenses from practice group managers.
  • Other duties as assigned to develop and drive North America strategy

Skills and Experience:

  • Bachelor's degree is required, preferably in marketing, communications, business, or related field. Law degree beneficial, but not required
  • Extensive experience in business development, marketing, or other relevant field preferably in legal or other professional services environment
  • Excellent written and verbal communication skills
  • Strong ability to lead, motivate and mentor direct reports, inclusive of diligently addressing performance concerns and resolving conflict
  • Ability to readily comprehend business objectives and correspondingly develop and execute appropriate strategies
  • Highly disciplined approach to developing and executing the programs to achieve Practice Group and Business Development team objectives
  • Well-developed and sophisticated organization, communication and interpersonal skills, with a proven ability to relate to and gain the confidence of people at all levels within an organization, as well as an ability to build strong relationships and work in a collaborative environment
  • Organized, detail-oriented individual with strong project management skills, and ability to work on multiple tasks with competing deadlines
  • High level of discretion, diplomacy and a commitment to maintaining the highest level of confidentiality