Head of Clients and Markets, UK / US

The Opportunity:

Primary Objectives:

• To drive client growth as part of the firm's Clients & Markets (C&M) Strategy.
• Working alongside the Client Director, the Head of C&M, UK/US, will fully understand and support on all elements of the C&M Strategy including, leading practices, growth markets and Strategic Choices to enable the connection and leveraging of opportunities across the network with a particular focus on sectors, the Client Growth Portfolio and priority regional clients.
• Ensure the Regional Client Strategy is joined up with the Practice Group Product and the Strategic Choices elements of the strategy, as well as alignment of the Client Strategy with the various corridors across the network.
• Key Internal Relationships:
• Executive Partners West & East (West being the primary relationship)
• BD Director, Client Growth
• Head of Clients & Sectors (East)
• Sector Lead Partners (SLPs)
• Client Relationship Partners (CRPs) of Strategic Clients
• Managing Partners
• Chief Client Officer
• Head of Products Roles (x3)
• Head of Strategic Pursuits
• Global BD team
• Strategic Insights team

Key External Relationships:

• Priority Clients (CGP, Sector and priority regional clients)

Primary Responsibilities:

• Provide tactical and strategic advice working alongside the Client Director, SLPs, Executive Partners and Managing Partners to deliver on our Clients & Markets Strategy;
• Deliver all elements of the C&M Strategy so you can leverage synergies, facilitate connections and drive lead generation across the network;
• Work in conjunction with the SLPs and Sector BD to ensure there are action oriented strategic plans for key sectors which align with the broad goals of the firm, assesses present and future needs, market trends, risks and opportunities;
• Build strong relationships with SLPs and the broader partnership through regular and visible personal connection, helping to provide clarity on the firm and regional C&M Strategy;
• Take the lead role from BD in helping to design capability programmes that will help CRPs and client teams manage stronger and deeper client relationships;
• Working through the C&S team to identify and convert new business opportunities with the firms most significant clients;
• Working through the C&S team, oversee client plans for priority clients, support implementation, monitor and review progress;
• Ensure C&S team are actively engaged in Client Insights and personally participate in client feedback meetings;
• Impact the Client Strategy through a more embedded client insights culture where feedback is valued to increase our understanding of client needs;
• Manage, mentor and lead CRMs and BD sector team to ensure they are providing consistent and quality support to our strategic clients and sectors;
• Set appropriate standards of performance for CRMs and BD sector leaders by setting clear expectations, providing regular feedback and evaluating performance, to lead the team towards the achievement of our business plan;
• Represent the firm at a senior level and be a key contributor to the vision and strategy of Clients and Sectors.

Key Performance Indicators:

• Performance of strategic clients against agreed financial and other targets
• Performance of sectors against agreed financial and other targets
• Sustained focus on partner capability in client growth through formal programmes and coaching to an average of 70+% partners
• Documented succession planning for SLPs and CRPs with a diversity and capability lens
• Feedback from Executive Partners, Managing Partners, CCO, Client Directors, SLPs, C&S team (West), CRPs and Heads of BD in US and US.
• BD team feedback on knowledge and insight provided around strategic clients
• Ensures high levels of performance, achievement of goals and quality of results through effective leadership of CRMs and Sector BDMs

Qualifications, skills and experience:

• Demonstrable strong knowledge of the market in the UK & EMEA (necessary)
• Proven leadership skills at a similar level.
• Approx. 15 or more years' experience working in a BD role in a professional services environment, preferably within a law firm (or equivalent experience).
• Strong client development focus in previous roles.
• Commercially astute with a strong track record in growing existing and new business.
• Proficient systems skills (experience in Word, Excel, PowerPoint); experience in InterAction (desirable).

Behavioural competencies:

• Excellent client service orientation skills.
• Strong influencing and relationship-building skills, including the ability to establish professional credibility with partners and senior stakeholders.
• Ability to navigate and lead through complexity, considering competing views and demands and determining the best way forward.
• Drives forward objectives and actions to meet commercial needs of the firm.
• Ability to think strategically and visualise the "bigger picture".
• Enthusiastic, positive and committed leader and team member.
• Strong team player who promotes a collegiate environment, good team morale and a spirit of co-operation.
• Attention to detail with a high level of accuracy.
• Excellent communication skills - communicates effectively at all levels, both verbally and written
• Ability to use initiative and be pro-active
• Strong organisational skills and ability to prioritise
• Intelligent and commercially minded
• Remains calm under pressure.