Senior Business Development Manager

Kilburn & Strode is one of Europe’s pre-eminent intellectual property firms. We act for UK, US and European clients at the forefront of their sectors on their most challenging, business-critical IP matters – from EPO and Unified Patent Court proceedings to M&A due diligence, strategic portfolio management and high-value prosecution. We have offices in the UK, Germany, the Netherlands and the US. We are a certified B Corporation that looks forward, not back. We have a clear five-year strategy and an ambition to be the market leader in premium IP work by 2030. Our values – be curious, think commercially, act collaboratively, take ownership, make a positive impact – shape how we work and who we hire.

The Clients and Markets function aims to become the commercial engine of this firm’s growth. We are professionalising and integrating the function from the ground up. The infrastructure, frameworks and ways of working are being designed now. For the right person, this is an opportunity to shape how BD operates at a firm with real potential.

This role sits firmly on the BD side, but collaboration across the function is part of how we work. This is a senior BD role with two core dimensions:

• Practice group partnership: You will be the primary BD relationship for our Life Sciences & Chemistry (LSC) and Trade Marks (TM) practice groups. Your job is to understand what each practice group needs commercially and provide focused support that allows partners to concentrate on IP work and client relationships.
• Firmwide programme leadership: You will co-lead a set of strategic BD initiatives that will define how the firm develops and retains its most important clients.

Responsibilities include:

• Become the embedded BD partner for LSC and TM – present in partner meetings, close to the BD partners, and trusted by the group heads.
• Simplify BD planning for partners and drive key account plans for significant LSC and TM clients.
• Develop and maintain a US BD support service for LSC and TM partners.
• Identify and develop new on-strategy client opportunities with partners.
• Contribute to the directories programme for LSC and TM.
• Help shape pitch and bid responses for significant opportunities.
• Track BD plan progress and report quarterly to the Director and practice group heads.

Firmwide BD programmes will be phased and sequenced over time. Part of this role is helping to determine priorities effectively. Responsibilities include:

• Co-design and lead the firm’s key account management framework.
• Build and run the client listening programme.
• Build a market intelligence capability.
• Lead BD enablement for fee earners.
• Drive the commercial quality programme.
• Contribute a BD perspective to CRM implementation.
• Work with the Director to build and maintain the BD reporting framework.

What we need:

• A deep track record in BD within a professional services environment.
• Strategic seniority and proven experience running key account or client development programmes.
• Strong commercial acumen and comfortable setting, working to and reporting against KPIs.
• Exceptional written and verbal communication skills.
• Collaborative by instinct.
• Experience of a BD programme with a significant US client dimension.

Personal attributes:

• Intellectually curious.
• High EQ.
• Results-driven with a bias for action.
• Resilient.
• Comfortable with ambiguity and building in real time.

Kilburn & Strode is committed to diversity and inclusion. We welcome applications from all suitably qualified candidates regardless of race, gender, disability, religion or belief, sexual orientation or age.