Senior Business Development Manager

THE PURPOSE OF THE ROLE

Bush & Co is looking for an experienced Senior Business Development Manager to join our Business Development team on a fixed-term maternity cover basis.

This is a senior, hands-on role focused on generating new business, developing key customer relationships and growing instructions across Expert Witness, Case Management and Care Solutions.

We work within the personal injury and clinical negligence market with claimant and defendant solicitors, insurers and other professionals supporting people following serious and catastrophic injury. Previous experience within the medico-legal, rehabilitation, personal injury or clinical negligence sector is preferable. We need someone who can get up to speed quickly, build credibility with customers and take ownership of a portfolio of accounts and opportunities.

WHAT YOU WILL BE DOING

New Business and Account Development

• Identify and develop new business opportunities across Expert Witness, Case Management and Care Solutions.
• Build and develop relationships with solicitor firms, insurers and other referral partners, including senior contacts within key accounts.
• Manage a portfolio of key customers, understanding their needs, referral patterns and opportunities to increase instructions.
• Identify target customers, teams, offices and practice areas where Bush & Co has potential to grow.
• Generate meaningful customer meetings and follow opportunities through to enquiries and instructions.
• Re-engage customers where activity has declined and maintain clear account plans, actions and next steps.
• Represent Bush & Co at relevant conferences, exhibitions, networking events and industry meetings.

Growing Our Services

• Develop opportunities across the full Bush & Co service offering and make sure customers understand the breadth of services available.
• Increase Expert Witness opportunities and support continued growth within Case Management, including Children and Young People, and Care Solutions.
• Understand where our services fit within the personal injury and clinical negligence litigation process and identify appropriate cross-service opportunities.
• Work with clinical and operational colleagues where specialist input is required during customer discussions.

Enquiries, Conversion and Commercial Performance

• Maintain visibility of opportunities from initial customer conversation through to enquiry and instruction.
• Monitor enquiries generated through your accounts and activity, following up where appropriate and understanding where instructions are won or lost.
• Work with Enquiries and operational teams to identify barriers to conversion and recurring reasons for lost opportunities.
• Monitor customer run rates, enquiries and instructions to identify growth opportunities and declining accounts.
• Maintain accurate CRM records and a clear pipeline of opportunities, actions and next steps.
• Provide clear updates on customer activity and demonstrate the commercial impact of business development activity.

Customer and Market Insight

• Maintain a good understanding of developments within the personal injury, clinical negligence, rehabilitation and medico-legal markets.
• Gather customer feedback and identify changing customer needs, competitor activity and new opportunities.
• Understand the commercial pressures facing law firms, insurers and referral partners and share useful market information internally.
• Work closely with Business Development, Marketing, Enquiries, Expert Witness, Case Management, Care Solutions, clinical and operational teams to progress opportunities and improve the customer experience.

What Success Looks Like

• New relationships and opportunities are created with relevant solicitors, insurers and referral partners.
• Existing key accounts continue to grow and customer relationships remain strong.
• New enquiries and instructions are generated across Expert Witness, Case Management and Care Solutions.
• Growth opportunities, including Expert Witness and Children and Young People Case Management, are actively progressed.
• Declining accounts and barriers to conversion are identified and addressed.
• CRM and pipeline information gives clear visibility of opportunities and next actions.
• Business development activity makes a clear contribution to revenue growth.

Experience and Industry Knowledge

Previous experience within the medico-legal, rehabilitation, personal injury or clinical negligence sector is preferable, particularly given the fixed-term nature of the role. An existing understanding of the market, litigation process and the services Bush & Co provides would be a significant advantage.

You will ideally have:

• Strong business development, account management or commercial experience, with a proven track record of generating new business and growing existing accounts.
• Experience within the medico-legal, rehabilitation, personal injury or clinical negligence sector.
• A good working knowledge of the personal injury and clinical negligence litigation process and an understanding of claimant and defendant markets.
• An understanding of how expert evidence, rehabilitation, case management and care services fit within a claim and why solicitors and insurers instruct these services.
• Experience developing relationships with solicitors, insurers and other stakeholders within the sector. An established industry network would be advantageous.
• Experience managing complex, senior-level customer relationships and identifying genuine commercial opportunities.
• Confidence using customer, enquiry and pipeline data to inform activity and prioritise opportunities.
• Strong communication, presentation and relationship-building skills.
• The ability to work independently, manage a national customer portfolio and prioritise effectively.

The Person

• Commercial and proactive, with the confidence to open doors, develop new relationships and create opportunities.
• Relationship focused, able to build credibility with experienced solicitors, insurers and other professionals.
• Accountable and organised, taking ownership of customers and following opportunities through.
• Focused on outcomes, understanding that BD activity should contribute to enquiries, instructions and revenue.
• Collaborative, working effectively with colleagues across commercial, clinical and operational teams.

About Bush & Co

For over 40 years, Bush & Co has provided specialist services across the medico-legal, case management and care sectors across the UK. Throughout that time our success has been built on the quality of our services, the expertise of our people, strong professional relationships and always doing the right thing for our customers and clients.

Our aim is to be the organisation that customers trust and chose when expertise and meaningful outcomes matter most. Being that provider means we are trusted to provide the right expertise, strong professional and clinical judgment, responsive and reliable support and hold a deep understanding of complex situations.

It is that aspiration that unites our services and it’s our people who bring it to life. People who continue to ask why, are brave to speak up, work with commercial curiosity, take ownership and be accountable. Those people act with professionalism, focus on solutions, support and collaborate and are fair and constructive.