Senior BD Manager - Global Financial Markets

We are hiring a Senior Business Development Manager to support our London Global Financial Markets practice.

Department purpose

Our Marketing, Business Development and Communications (MBD&C) team contributes to the setting and achievement of the firm’s business objectives, which include supporting our partners and associates in their pursuit of becoming our clients’ trusted advisers, building and maintaining long-lasting, deep institutional client relationships, winning new clients, increasing the visibility of the firm globally, and positioning the firm as the thought leader among the global elite law firms. The function works as one team across the globe with very close collaboration between the central groups and professionals supporting offices, practice groups, sectors, and clients.

Role purpose

We have business development (BD) teams embedded in, and dedicated to supporting, the global practice and sector groups. This role supports the London Global Financial Markets (GFM) practice, which is comprised of five sub practice areas: Derivatives and Structured Finance, CLOs, Securitization, International DCM and Corporate Trust. As London GFM comprises nearly half of the GFM partnership, this Senior Manager plays a key role not only for leading BD and marketing activity for London GFM but also working with the Global Head of GFM BD to execute the global go-to-market strategy.

The role line manages the London-based BD team (two Managers and one Executive) and provides guidance and mentorship to a Belfast based Executive and Senior Assistant. The role also involves driving and implementing best practices, leading through organizational changes, and applying a strong technical understanding of GFM and its five sub-practice areas, markets, and clients to our go-to-market execution plan. Additionally, the role facilitates collaboration and cross-selling with other members of the broader Marketing and Business Development team. GFM is a truly market leading global practice with a long and established legacy of strength and innovation. This role is oriented around maintaining our market position and helping to horizon scan and future proof to ensure the practice evolves to defend this position.

Role and responsibilities

• Strategy execution: Support the Global Head of GFM BD and GFM leadership team to deliver the GFM practice group go-to-market strategy, taking the lead on various workstreams

• Business planning and advice: provide focus to the delivery and direction of London GFM BD activities. Play a key influencing role with partners regarding GFM business development activities, projects and focus.

• Leadership and team management: Mentor, guide and develop UK-based GFM BD team including i) direct line management of two Managers and one Executive in London and ii) functional support and guidance to a Senior Assistant and Executive in Belfast, in collaboration with Belfast people managers

• Best practice: Ensure that best practice is shared, understood and implemented across all BD team activities and deliverables, making suggestions and giving feedback where appropriate.

• Client centricity and collaboration: Drive and facilitate collaboration among partners within and across GFM sub practice areas as well as with other practice groups; guide BD team to foster and drive a culture of client centricity, capturing and sharing client insight across (and beyond) GFM globally and using insights to inform activity and focus. Build own relationships with partners and MBD&C colleagues in adjacent practice groups/functional teams to enhance integration and collaboration.

• Internal comms: Design and ensure execution and maintenance of a steady cadence of internal comms across the London GFM practice groups (e.g. upcoming events and conferences, case studies, key wins) as well as sharing same in broader firm forums including presenting at internal meetings.

• Events and conferences: Guide best practice for, and continuously guide team to refine a program of, impactful high-profile events aligned to the group’s strategy, working with the Events team, for the purpose of profile-raising and relationship-building; lead on efforts to establish a CRM approach to key conference providers to ensure global coordination and maximize value for money and ROI.

• Develop distinctive propositions: through market analysis, develop ideas to scope out and create new client propositions which are distinctive and compelling to the firm’s clients. Work with stakeholders across the firm and the GFM knowledge team to spot opportunities and develop ideas for revenue growth, through maximising our client relationships; assemble and mobilize nimble cross sub-practice teams to act on these opportunities.

• Client development: Develop a deep understanding of the group’s key and prospective clients, taking on a light touch CRM approach for a handful of them as appropriate; identify and execute client listening projects as appropriate.

• Profile-raising and reputation building: look for opportunities to proactively raise the profile of the GFM practice and increase the profile of leading individuals; partner closely with the Media Relations to actively increase GFM media engagement in trade publications and mainstream media around agreed areas of strategic focus.

• Content and campaigns: Work with our Content & Campaigns, Knowledge, and Media Relations teams to develop compelling, multi-channel, integrated and cost effective campaigns that centre our role as the most sophisticated and innovative global financial markets law firm.

• Market and client research: To support business planning activities and spot emerging trends or opportunities: partner with the Strategic Research Group to leverage client and market data to run gap analyses for sub practice areas and lead conversations among partners to capitalize on these opportunities.

• BD operations and systems: Supervise the timeliness, consistency and quality of global GFM BD tools, working with PAs, BD Executives/Senior Assistant resource to maintain collateral, credentials, contact cards and CVs; and ensure that key annual deliverables and milestones (client events, training like ICMU, directories and league tables) are maintained in a timely fashion.

• Budget: manage the London GFM marketing budget together with the Global Head of GFM BD to ensure activities are aligned with overall strategic priorities and deliver ROI.

• Additional projects: assist with firm wide, departmental and global practice projects as required., Should you require additional support at any stage of the recruitment process due to a disability or a health condition, please do not hesitate to contact a member of our recruitment team who will work with you to provide any adjustments as required.

• Proven leadership capability within a complex professional services environment.

• Significant relevant marketing and BD experience (within a professional services organisation or in the legal sector, where the individual frequently worked with senior management).

• Ability to demonstrate a sophisticated understanding of the legal market, including knowledge of strategic topical issues for the firm’s clients.

• Enthusiasm to develop an in-depth understanding of GFM’s clients, markets and unique selling points.

• Measurable track record of achieving strategic business objectives.

• Excellent communication skills – both written and oral.

• Excellent interpersonal and influencing skills – with partners, associates, and business development colleagues, clients and suppliers.

• A proactive approach, creativity and tenacity.

• Thorough attention to detail and strong client focus.

• Professional in outlook and attitude.

• Politically astute – can make tough decisions and follow through; anticipates future areas of risk or opportunity for the practice and takes appropriate action to address these.

• Experience of managing and developing the careers of managers and executives.

• Ability to motivate, develop and inspire both BD team and fee-earners to deliver business goals and change behaviour where required. Draws on experience to manage change.

• Ability to work to deadlines, juggle multiple projects and deliver under pressure. Ability to plan ahead, anticipate workload of the team and manage others’ time efficiently, balances conflicting priorities and does not over-commit team and themselves – always manages expectations.

• A senior level resource, with strong leadership attributes to work closely with the London GFM partners in an advisory capacity, through strategic and insightful input and direction.

• A commercial and ambitious individual with a proven track record in a similar professional services environment, driven to work in a high-performance business development team at a global law firm where commercial insight, developing strong personal relationships and achieving tangible results are valued and recognised.

• Natural curiosity and interest in the Global Financial Markets world.

• A team player, truly collegiate and adroit at working collaboratively.

• Self-directed and entrepreneurial with a sense of personal ownership.