Senior Business Development Manager ::

Position:

Senior Business Development Manager


Location:

Washington, D.C.


Salary:

Commensurate with experience


Reports To:

North American Director of Business Development and the D.C. Managing Partner


Description:

Baker & McKenzie is seeking a Senior Business Development Manager who is results oriented and will be instrumental, at a senior level, in supporting the strategic objectives of the North American region from the firm’s Washington D.C. office. The Senior Manager will be particularly critical in driving the success of the Firm’s Corporate Compliance practice, which is a leading practice regionally and globally. The Senior Manager is also expected to proactively generate increased revenue growth in other areas and actively support the Firm’s aggressive growth strategy in the Washington D.C. market and beyond.

The Senior Manager will also:

•  Work closely with the North American Business Development Director.
•  Have a very close working relationship with the Managing Partner in the Washington D.C. office, as well as with its management team.
•  Work collaboratively with the North American Senior Communications Manager and require the engagement of other key business development team members, particularly the North American Client Manager, the North American Strategic Projects Manager, and the North American Business Development Assistant.
•  Work closely and collaboratively with Practice Groups across the region on client-related projects.


Duties and Responsibilities:

The role has a heavy emphasis on a proactive and innovative approach to drive results with a primary focus on the following areas:

• Corporate Compliance

•  Acts as a central point of contact in North America to drive activities which will increase the Corporate Compliance work performed by the Firm.
•  Gains and uses market intelligence to lead business development strategies and detailed plans to outpace competitors and maintain Baker & McKenzie’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 corporate compliance services.

• Client Development

•  Drives initiatives for clients which have been identified as being of critical importance for the Washington D.C. market. This will primarily occur in the area of Corporate Compliance, but also more broadly, for key clients likely to benefit from, and deliver greater revenues with the appropriate business development support.
•  Working 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.
•  Working 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.
•  Working with the North American Client Manager, 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 requests for further information about the Firm’s capabilities. Obtains post-transaction reviews following major transactions / matters handled for core clients.
•  Drives any global initiatives, such as the Proactively Managed Client Program applicable to the core clients in the North American region.
• Actively involved in any North American client initiatives implemented as part of other Firm meetings, such as the Annual Meeting, regional 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, regional 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 Communications Manager to build the profile of the lateral partner locally, nationally and internationally.

• Collaboration with North American Practice Groups

• Actively supports cross-selling activities between practice groups, particularly those which are targeted at the Washington D.C. market.
• Works with the Senior North American Communications Manager and practice groups to increase the profile and brand recognition of key practice areas, including through improved directory rankings.
• Project manages and writes proposals, responses to requests for tender, practice group capability statements, and materials for other business development opportunities, requiring targeted written responses.
• Is capable of coaching and preparing attorneys for presentations to clients for new business opportunities.


Requirements:

Knowledge and Skills

• Highly organized
• Collaborative and comfortable working at all levels in a matrixed, consensus-oriented culture
• Adept at building trust and lasting relationships internally and externally
• Self-starter and hard worker with high levels of initiative and drive
• Proven track record in business development and/or client development/relationship management preferably in a professional services environment
• Genuine interest in business, across business trends and ability to align these with an organization’s strategic direction;
• Experience in dealing with highly intelligent and demanding internal clients at a senior level
• Good listening, written and verbal communication skills
• A track record of fully planning and implementing projects to completion
• Ability to work long hours and travel
• Work well independently and in a team

Education and Experience

• Undergraduate degree required, preferably in Marketing or related fields
• Minimum of 6 years experience, preferably in a law firm and/or other professional services firm
• Familiarity with, or ability to analyze and understand, financial, corporate, business, and legal topics will be important
• Law school degree could be valuable, but by no means required


Schmidt Marketing has been retained to conduct this search. Interested and qualified candidates should e-mail their resume, in strictest confidence, to Donna Erickson.