Business Development Manager (Banking & Finance)

We are seeking an experienced and commercially aware Business Development Manager to support the growth and development of Ogier’s Banking and Finance service line across Jersey, Guernsey, London and Dubai. Working closely with the global Banking and Finance BD lead, relevant partners, senior lawyers and BD and marketing colleagues, the role will help to drive revenue growth including shaping and delivering focused plans, strengthening client relationships, enhancing market profile and identifying new opportunities across these jurisdictions.

Key Responsibilities

• Strategy, planning and financial management
  • Work with the global Banking and Finance BD lead, jurisdictional partners, senior lawyers and relevant BD colleagues to develop and implement client focused Banking and Finance BD plans for Jersey, Guernsey, London and Dubai offices.
  • Support annual planning, budgeting and prioritisation for the service line in these jurisdictions, ensuring activity is aligned with commercial objectives and market opportunities.
  • Proactively identify, qualify and help progress new business opportunities, including cross-practice and cross-jurisdictional initiatives with related teams across Ogier Legal and Ogier Global.
  • Monitor delivery of agreed activity, track spend against budget and report on progress, outcomes, return on investment and lessons learned.
• Effective use of data and targeting
  • Develop and maintain effective target, client and intermediaries lists for the service line, helping partners and senior lawyers identify priority prospects, intermediaries, client opportunities and market gaps.
  • Produce high quality distribution lists for client mailers, thought leadership campaigns, event invitations and targeted intermediary communications.
  • Drive effective use of the CRM system and related BD technology, ensuring opportunities, activity, referrals and client engagement are captured, consistently maintained, tracked, measured and used to inform reporting, targeting and decision-making.
  • Support commercially focused BD trip planning, including target setting, meeting strategy and messaging, priority introductions, pre-trip briefing and post-trip follow-up.
  • Work with the wider BD team to facilitate introductions and cross-selling.
• Events, conferences, seminars, webinars and sponsorships
  • Own the BD strategy around priority Banking & Finance conferences, sponsorships, seminars and webinars, including target audience planning, messaging, partner briefing, follow-up and ROI assessment.
  • Work with the central events team to ensure agreed corporate hospitality events, seminars and webinars are highly targeted and delivered professionally, on budget and in tune with internal best practices.
  • Proactively identify relevant industry conferences and sponsorship opportunities in key markets.
• Legal directory submissions
  • Take ownership for delivering high quality submissions for the Banking and Finance teams in Jersey and Guernsey for the core legal directories.
• Pitches, proposals and presentations
  • Lead and coordinate high-quality Banking & Finance pitches, proposals, credentials, capability statements and client presentations.
• Bank panel management
  • Act as the main point of contact for bank panel initiatives, coordinating questionnaire responses and leading global RfP responses for bank panels.
• Develop own network of peers
  • Build and maintain relationships with external networks including key industry associations, intermediaries and networks relevant to banking and finance.
• Memberships
  • Optimize usage of a number of key memberships that are in place for the Banking & Finance service line.

Skills, Knowledge and Expertise

• Relevant qualifications and 7 years + experience in BD within a legal or professional services environment.
• Strong commercial understanding of the legal / professional services market and the Banking and Finance market.
• Evidence of developing and implementing commercially focused effective BD plans, campaigns and client targeting programmes.
• Strong verbal and written communication skills.
• Confidence in meeting and networking with clients, intermediaries and senior professionals.
• A strong team player with a collaborative approach.
• Strong problem solving and analytical abilities.
• Excellent level of attention to detail, project management skills.
• Strong capability in CRM systems, reporting and BD technology.
• High proficiency in all aspects of Microsoft Office.