Description

The Industry Key Client Senior Manager, IMT will take responsibility for a portfolio of Industry Key Clients (IKCs) that are part of the Firm’s Industry Key Client Program, work with the Client Service Directors (CSDs) who lead each client team and the assigned Executive Committee (EC), Global Industry Group (GIG) or Steering Committee (SC) Lead for each client team. It 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.
 

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 / exploited further in order to grow profitable revenues - including relationships you can personally own/lead
  • Develop and proactively drive the implementation of the global client plan and associated tactical actions in conjunction with the CSDs
  • Challenge thinking, influence and coach CSDs and other Partners and lawyers on pursuits, networking and day-to-day BD activities
  • Proactively spotting opportunities for revenue growth and working with relevant members of the Client Team to target and convert them
  • Undertake client research and analysis as needed to identify and support relationship development and growth opportunities.
  • Act as a conduit between the client and the client team:
    • facilitate introductions
    • shape agendas, organize and attend client meetings
    • manage secondments
  • Prepare external and internal client reports and tailor communications, including the collation and tracking of value added information and the analysis of data
  • Conduct client listening / feedback directly with the client covering relationship and post-matter reviews. Ensure we are delivering the level of client service expected
  • Coordinate secondments internally and direct with the client, conduct pre- and post-secondment briefings and ensure that client secondments are strategic and fully exploited
  • Assist with global panel pitches and tenders (with Specialist Global Pursuits team) and providing necessary client-centric guidance and input into local office and practice-specific pitches
  • Manage and administer client budget spend
  • Manage internal client team communications to improve the global coordination of our largest client teams
  • Act as the key point of contact for internal queries, and serve as the client's ambassador within the Firm
 

 

Skills and Experience:
  • Bachelor’s degree required. Masters or other qualifications focusing on Marketing, Communications, Sales or related commercial subjects is preferred
  • Significant experience working in a professional services or financial services environment, with strong experience in a Client Relationship Manager role
  • Experience managing others/team in a marketing and/or business development role, preferably in a professional services environment
  • Excellent English written and verbal communication skills and outstanding attention to detail
  • Commercial acumen, deep understanding of client/business planning gained through experience in senior level business roles
  • Strong analytical skills and understanding of law firm financial levers
  • 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