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Job Title Client Development Manager (Insurance)
Position Full Time - Permanent
Role Business Services
Location London
Practice Area/Department Business Development
Description

Before you meet us, get to know us

RPC is a modern, progressive and commercially-oriented City legal services business. From our offices in the UK, Hong Kong and Singapore we provide advice to both UK and international clients.

What we do

Our legal practice spans a wide range of industry sectors and is broadly split into two discrete areas: insurance and corporates. Working on both contentious and non-contentious matters, our clients range from large multinationals to growth UK corporate firms and other professional practices, and include many household names.

Why we're different

We have a confident, accessible and enterprising approach that sets performance, service and value at the top of the agenda. Our goal is to do the usual things unusually well, make the complex simple and help our internal and external clients build better, stronger businesses.

Business Services at RPC

Working at RPC means being part of a collaborative and creative environment, which is flexible, transparent and friendly. We value our business services teams and recognise that individual contributions at all levels are essential to the success of RPC as a whole.

RPC's business services teams include:

  • Brand Marketing & Sales
  • Client Services
  • Executive Office
  • Facilities
  • Finance
  • Legal Project Management
  • Information Technology
  • People & Talent Development
  • Risk & Compliance
  • Secretarial Support

Role Overview

Working with the Senior Business Development Manager and Heads of the Insurance Clients & Markets to support the growth of the Insurance Group's key clients.

The role requires the candidate to operate strategically, suggesting new and innovative ideas with a hands-on approach and to ensure that all initiatives are implemented resourcefully and correctly.

The successful candidate will have experience gained within a marketing and business development function at a major professional services firm – preferably within the legal sector. Experience of working with Insurance (disputes and claims) specialists would be advantageous but not essential.

Reports to

Senior Business Development Manager – Insurance

Key responsibilities

Client portfolio management

  • Contributing to the overarching strategy of the insurance group key account programme
  • Working alongside the Senior Business Development Manager and core stakeholders to implement and execute the established key account programme

Key Account Management

  • Dedicated account management and client relationship building. This includes, but is not limited to:
    • Acting as strategic advisor to Key Account Partners and other interested parties
    • Understanding the needs of the clients within the programme – their core aims and objectives, growth plans etc. so that RPC can identify ways of helping the client and growing the relationship
    • Product development and promotion for selected accounts
    • Develop, maintain and maximise opportunities with the client
    • Proactively track and target revenue and client relationships through analysing financial, matter and relationship data. Present trends and findings to key stakeholders on a quarterly basis
    • Coaching and challenging lawyers ahead of client meetings – this includes preparing any relevant materials and financials (for internal and external meetings)
    • Running internal relationship meetings - ensuring action plans are delivered effectively and at the right pace, setting agendas and managing actions
    • Relationship mapping

Business Planning

  • Writing client development plans for managed accounts
  • Business planning and budgeting for individual accounts and the overarching key account programme

Research and market analysis

  • Undertaking research projects to develop an in-depth understanding of the structure, lines of business, operations and strategic priorities for insurance clients
  • Working with external researchers to carry out benchmarking /competitor research reports

Communications

  • Managing the regular internal communications to increase awareness and encourage collaboration

Pitching

  • Working with stakeholders and other BDMs to respond to pitches
  • Working with finance, Partners and Senior BDM to accurately price services in line with market, reputation, business line and relationship strength with the client

Events and Sponsorships

  • Manging key account events and corporate hospitality
  • Ensuring key account contacts are added the correct events and mailing list

Wider insurance team support

  • On occasion you will be required to support wider insurance group activities either on discrete projects or contributing to the larger strategic aims of the practice

Knowledge, skills and experience

Experience:

  • Evidence of good Partner management skills, ideally gained within a professional services environment
  • Demonstrable understanding of business development, client development, and CRM within the legal sector

Qualities and skills:

The successful applicant will have/be able to demonstrate:

  • Able to think strategically and commercially
  • Strong operational and project management skills
  • Stature and gravitas – is professional, credible and impactful and confident with persuading and influencing where appropriate
  • Strong interpersonal and communication skills (both verbal and written)
  • Flexible – is happy to work outside normal working hours when required
  • Attention to detail and accuracy
  • Effective relationship builder – is able to interact with individuals at all levels across the business and with clients
  • Shows initiative
  • Is a self-starter and has the ability and confidence to run with things
  • Being an ambassador of the firm

Working conditions

Working 9.30am to 5.30pm

Additional Documents
Client Development Manger (Insurance)
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