Senior Client Relationships Manager

Senior Client Development Manager

Department: Enterprise Client Programme (Insurance Client Programme) | Location: London, UK | Hybrid: Minimum 2 days per week in office | Firm: Clyde & Co

Key Responsibilities

• Engage with contacts at clients and targets
• Marketing & Communications activity
• Engagement management
• Execute the given tactics in agreed client development plans to best practice and actively use analytics to identify and track leads
• Ensure tactics employed are commensurate with global and regional objectives and use analytics to drive pursuits and leads
• Content, Products and Thought Leadership ("Tools")
• Identify trends/topics for the development of tools and content and feed these into global products programme
• Advise partners on use of tools for engagement and sales purposes
• Ensure use of tools is commensurate with identified objectives
• Evaluation by clients and targets of our capability and appropriate instruction of client and business development activity
• Sales pipeline management
• Support use of the Clyde & Co Sales Operating System to track, manage and convert identified pursuits and leads with priority clients
• Research and intelligence – undertake prescribed analysis of internal and external data sources to meet client team, practice and sector needs
• Measurability – actively report on ROI of tactics and activity for further opportunity identification
• Conversion of opportunities to instructions for client and business development activity
• Enterprise client pitch opportunities – lead strategic pitch and panel opportunities for relevant enterprise clients, ensuring pitch reviews are completed
• Client meeting preparation – prepare internal and external source research and necessary supporting material including marketing assets
• Partner pipeline review meetings – conduct pipeline review meetings with enterprise client partners/teams to understand opportunities and BD support required
• Retention of existing clients and expansion of relationships to other offices and practices
• Client and business development activity – take the role of Client Relationship Manager, maintain an overarching view of client strategy and needs, and achieve growth across the programme
• Facilitate partners’ engagement with enterprise account programmes
• Use existing and identify new products to aid partners in managing engagement and sales
• Demonstrate strong knowledge of assigned client accounts and represent that knowledge effectively before senior firm leadership
• Create and coordinate client teams and effective cross‑practice groups to support client development plans
• Client insight: relationship reviews – gain partner support to conduct regular relationship reviews, ensure report standards and processes are met, and take forward actions from meetings
• Client insight: matter/satisfaction reviews – ensure appropriate enterprise client matters are opted into the programme, support reporting and analysis needs, and use sector/practice insights to influence value proposition and market perception
• Operational management – take ultimate responsibility for all deliverables, quality and suitability for each client; ensure appropriate utilisation of local and central resources; collaborate with client development managers in other sectors and regions; manage any team responsibilities; keep the Head of Clients and Insurance Key Account Senior Manager apprised of progress and barriers
• Process – conform to global standards and best practice, and develop or continuously improve as required
• Data – contribute routinely and accurately to BD systems, safeguard data integrity and use data for analysis and continuous improvement of programmes
• Technology – ensure BD technology is used in a timely manner as processes and activity command
• Budget management – lead the annual budget process for allocated enterprise clients, maintain responsibility for budget management to ensure appropriate expenditure and suitable return on investment

Essential Skills and Experience

• Substantial experience as a senior client development practitioner within a fast‑paced professional services environment
• Experience of setting and monitoring budgets
• Comfortable at a senior level and able to influence clients and key partner/lawyer groups
• Strong organisational skills and the ability to handle multiple priorities within tight timescales
• Ability to work to very tight deadlines under pressure and assimilate information quickly
• Strong interpersonal skills including confidence, positivity, diplomacy and the ability to gain credibility quickly
• Excellent verbal and written communication skills
• Attention to detail with a high level of accuracy
• Positive and tenacious with the ability to proactively drive initiatives forward and motivate resources within and outside the team to perform

We are proud to be an equal opportunities employer. All applications are welcomed regardless of background or identity, and we ensure a diverse and inclusive workplace.

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