POSITION PURPOSE:
Work closely with National Practice Group Leaders and practice group attorneys to create and implement strategic business plans to leverage existing client relationships to develop additional business, capitalize on new client business opportunities, and achieve revenue and profitability goals. The Business Development Manager will also facilitate cross-selling opportunities between practices and offices and encourage effective thought leadership opportunities for our attorneys. As a strategic guide and liaison to lawyers from across offices, the Manager serves as a central point of contact to provide mentorship, strategic business recommendations, and support. This position supports the Managing Director of Marketing and Business Development in the development of firm wide and cross-practice initiatives and supervises implementation thereof, as requested.
WHERE YOU WILL WORK
This role is designated for a hybrid work schedule with 3 days in office per week to facilitate collaboration with key stakeholders and 2 remote days per week.
ESSENTIAL FUNCTIONS
New Business Development & Existing Client Development Plans, Strategies and Tactics
- Collaborate with the Managing Director of Marketing and Business Development to draft and implement practice group business plans and related initiatives.
- Drive partner accountability for business development plans by using project management principles to ensure follow-up by stakeholders.
- Partner with attorneys to collaboratively identify business development strategies by practice area that seek to initiate new sales opportunities for the firm.
- Collaborate with Research Services team to proactively identify news, industry developments, and trends that may present emerging areas of opportunity and actionable avenues for pursuit of new business for practice groups.
- Support market/regional activities and/or office activities as assigned, including maintaining relationships with community organizations, overseeing local client entertainment and programming events, providing guidance and support on philanthropic activities, and liaising with office managing partner and director of administration.
- Support client feedback program initiatives, including live meetings and electronic surveys.
- Initiate and support client relationship activities and other initiatives that will help the firm to institutionalize its client base, target new clients, and grow top line revenue.
RFPs, Pitches and Proposals
- Manage creation of proposals/pitches, including drafting content for complex and significant opportunities.
- Manage creation of print collateral suite and electronic content as well as experience records.
- Identify appropriate matter tracking activities and ensure appropriate details are captured for easy output to proposal materials.
- Act as the primary liaison between the attorneys, National Practice Group Leaders, Office Managing Partners and firm leadership for client development needs.
Market and Business Insights
- Provide insights into client opportunities through analysis that encompasses assessing competitor landscape (revenue, opportunities analysis, etc.), and integrate findings into ongoing marketing and business development plans.
- Partner with Research Services to deliver sophisticated business intelligence ahead of pitches, proposals or presentations.
- Participate and/or provide input on all phases of the client development life cycle including client and prospect meetings where subject matter expertise is needed and/or business development efforts are underway.
- Evaluate and execute conference and other sponsorships, ensuring that they are fully leveraged before, during, and after the event. Assess ROI and oversee related follow-up.
- Work with communications team to collaborate on targeted, strategic submissions for practice-related and attorney rankings, surveys and awards.
KNOWLEDGE OR SKILLS REQUIRED
- Creativity, resourcefulness, and ability to work independently, and as part of a team with the ability to build credibility and develop internal and external relationships.
- Ability to influence key decision makers during all phases of the client development life cycle.
- Prior experience of presenting and marketing to senior levels and C-Suite management at clients is preferred.
- Ability to work under pressure and prioritize projects with enthusiasm
- Proven track record of developing effective proposals and strategies that win business.
- Strong and effective oral and written communication skills.
- Demonstrated skill managing people and processes in high-stress situations related to submission of fast-turn, competitive RFP responses, pitches and proposals.
- Ability to creatively solve problems and to identify, diagnose, and analyze key issues and propose solutions.
- Ability to work both independently and within a team environment with focus and high attention to detail.
- Some travel is required for this role.
EDUCATION AND EXPERIENCE REQUIREMENTS
- Bachelor’s degree required. Advanced degree (MBA or JD) is a plus.
- A minimum of five years of experience working in the legal and/or marketing industry is preferred.
PHYSICAL DEMANDS OF POSITION
Work is performed in a professional office environment and requires the following during the work day:
- Remain in a stationary position for long periods of time (working at a computer)
- Move/traverse about inside the office intermittently throughout the day (attend meetings, access file cabinets, obtain supplies from supply room, etc.)
- Operate computer and other office equipment such as a copy machine, printer, telephone, etc.
- Perform activities with repetitive movements (e.g., heavy computer/keyboard use).
- Skill with verbal, in-person, and written communication.
- Ability to lift small amounts of weight (files, copy paper, etc.).
It is the policy of Robins Kaplan LLP to provide equal employment opportunities for all without regard to race, color, religion, gender, gender identity/expression, sexual orientation, age, national origin, disability or any other status protected by federal, state or local law. It is also our policy to work with individuals with disabilities when reasonable accommodations, sufficient to allow a person with a disability to perform the essential functions of their job, may be needed. It is our policy to be a workplace free from illegal discrimination and harassment.
At Robins Kaplan LLP, our commitment to diversity has been constantly renewed and revitalized since the founding of our firm in 1938. We recognize that the professionals we employ are our primary assets. Without skilled human resources, the legal advice and courtroom advocacy we provide to our clients is diminished. We are committed to advancing diversity by ensuring that fairness, respect and professional opportunity for everyone are integral to all of our recruiting, retention and promotion efforts. We believe that the diverse background of our people brings necessary and varied perspectives that enrich our practice of law. Those perspectives make us more than a diverse law firm; they make us a smart one.
Robins Kaplan LLP
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