Business Development Manager

Practice Group(s): Insurance

Location: London, Manchester, Edinburgh or Glasgow

Type: Permanent

Hybrid working: 2 days per week in the office

The Department

The Global Business Development Leadership team sets the strategy in consultation with the Global Strategy Board and Global Practice Executives. The BD teams (comprising Communications, Marketing, Business and Client Development experts) are led by regional heads of Business Development who are aligned to our regional boards: Asia Pacific, Middle East Africa, North America, UK, Europe.

Our Strategy Seeks To

• Manage and develop clients and profile in our global sectors
• Adopt a content and product led approach in taking our practice groups to market
• Prioritise the use of integrated digital marketing channels
• Position our most senior staff as advisors to the business, supported by expert execution teams
• Our principles dictate that the highest value clients and opportunities command the highest value BD attention and bespoke tactics
  
  

The Role

The Business Development Manager role is fundamental to managing and delivering the business development and marketing plans for business lines within the Insurance and Professional Services Practice Groups.

This role will report into an Insurance Senior Business Development Manager and work in collaboration with the Insurance BD leads, Senior Business Development Managers and Business Development Managers within Insurance to identify opportunities. To advance the business development strategy for the group, the post holder must balance autonomy and coordination with the senior stakeholders to identify opportunities, set, manage and deliver the plans for the insurance business lines.

Proactive communication and alignment with the core partners are vital to ensure everyone is on board and moving in the right direction.

Key Responsibilities

Engage with contacts at clients and targets (Marketing & Communications activity)

Engagement management

• Executes the given tactics in agreed marketing plans and business line relevant campaigns to best practice and actively uses analytics to identify and track leads.
• Ensure messaging and materials are on brand.
  
  

Content, Products and Thought leadership ("Tools")

• Support the Senior Manager in the use of products and content for client engagement purposes.
  
  

Marketing Channel management

• Execute and manage the use of all marketing channels as set out in marketing plans to best practice and is able.
  
  

Measurability and analytics

• Use analytics to identify and track leads and monitor performance of activity for maximum ROI, report back on effectiveness.
  
  

Evaluation by clients and targets of our capability and appropriates to instruct (Client and Business Development activity)

Research and intelligence

• Undertake prescribed analysis of internal and external data sources to meet client team, practice and sector needs.
  
  

Matter description management

• Drive the collation of matters descriptions through pitch and legal directories, internal communications, inter alia, and save these to the matter database in accordance with established BD and risk best practice.
  
  

Legal directories

• Support the legal directories process including research and content management tasks.
  
  

Conversion of opportunities to instructions (Client and Business Development activity)

Business line strategic pitch

• In conjunction with the Senior Manager, lead pitches of strategic importance to the business line ensuring the Go/No Go evaluation and pitch reviews are completed.
• Facilitate access to pitch best practice tools and content; coordinate contribution of pitch stakeholders.
  
  

Business line tactical pitch

• Direct work to define pitch proposition and advise on structure and timeline of pitch project ensuring the standard process is completed. Remain as advisor to project as necessary.
  
  

Client meeting preparation

• Prepare internal and external source research and necessary supporting material including marketing assets.
  
  

Partner pipeline review meetings

• Support preparation for Pipeline Review Meetings including accurately maintaining systems which hold engagement and pipeline data.
  
  

Retention of existing clients, and expansion of relationship to other offices and practices (Client and Business Development activity)

Client insight: Relationship reviews

• Ensure metrics from client interviews are recorded in appropriate systems.
  
  

Client insight: Matter/satisfaction reviews

• Following established best practice, ensure appropriate client matters are opted into the programme. Support reporting and analysis needs.
  
  

Operational management

People

• Take responsibility for personal deliverables ensuring deliverables meet agreed scope and output is of the highest quality.
• Ensure senior manager remains apprised of new and work in progress, is consulted on barriers to timely delivery and unclear elements of work; and has the opportunity to approve and refine work before it is delivered.
• Attend relevant training courses and continuously develop skills required for the role.
  
  

Process

• Conform to global standards and best practice, and their development or continuous improvement.
  
  

Data

• Contribute routinely and accurately to BD systems and safeguard data integrity; proactively use data in the analysis and continuous improvement of our programmes.
  
  

Technology

• Use BD technology in a timely manner as processes and activity command.
  
  

Essential Skills & Experience

• Ideally an experienced Manager however we will consider Senior Executives who can demonstrate strong experience and skills
• Proven experience of working in the Business Development function of a professional services organisation. Partnership and/or legal experience an advantage
• Possesses a proactive, can-do attitude who likes to add value to any task they are asked to implement
• An ability to complete work to a high standard with quality and excellence of delivery at the forefront at all times
• Flexible attitude to work and delivery and to be of robust character
• Experienced in demanding stakeholder management
• Candidate must be well organised and able to juggle multiple tasks with differing deadlines

Inquisitive about the business, economic, political and social issues prevalent within the UK, Europe and internationally

Knowledge of MS Office packages and CRM systems an advantage

The Firm

When you work at Clyde & Co, you join a team of 500 partners, 2,400 lawyers, 3,200 legal professionals and 5,500 people in nearly 70 offices and associated offices worldwide. Our values are the principles that guide the decisions we make, unite us in our endeavours and strengthen our delivery, for both our clients and our firm. We work as one, excel with clients, celebrate difference and act boldly. We are committed to operating in a responsible way by progressing towards a diverse and inclusive workforce that reflects the communities and clients it serves. We are devoted to providing an environment in which everyone can realise their potential, using its legal and professional skills to support its communities. We do this through pro bono work, volunteering and charitable partnerships, and minimising the impact it has on the environment, including through our commitment to the SBTi Net-Zero standard and the setting of ambitious emissions reduction targets.

Our Commitment

Clyde & Co is proud to be an equal opportunities employer. Our values encourage us to support fairness, celebrate diversity and prohibit all forms of discrimination in the workplace to allow everyone to excel at work. Therefore, we welcome and encourage all applications from suitably qualified individuals, regardless of background or identity. Learn more about our interview process.

A Note on Privacy

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If you are submitting a candidate as a Recruitment Agency Partner, it is an essential requirement and your responsibility to ensure that candidates applying to Clyde & Co are aware of this privacy notice.

This is the job description as constituted at present; however, Clyde & Co reserves the right to reasonably amend it in accordance with the changing needs of the business.