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Job Title
Senior Business Development Manager – Retail and MIPTOC
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
We are recruiting for a specialist retail-focused Senior Business
Development Manager. Reporting to the Head of Business Development,
this position has full responsibility for coordinating and delivering
all advisory and support marketing and business development services
to the Retail sector group at RPC.
The Retail sector is one of the firm's five core areas of focus. We
act for numerous household names and have a number of accolades
including being ranked in Tier 1 of in the Retail and Consumer
category of the Legal 500 directory and being accredited as Best Legal
Adviser by Legal Week eight years in a row. The role also focuses on
helping drive growth in the firm's MIPTOC (Media, IP, Technology,
Outsourcing, Commercial Contracts) practices a core part of the
Commercial Division of the firm.
This role will have responsibility for
defining and delivering the Retail group's business and business
development strategy.
Whilst the role will draw together
multiple services in support of the Retail Group, it will also
help to define and deliver ongoing support for the firm's MIPTOC
group of practices.
The successful candidate will coordinate
joined-up marketing and business development through the wider BMS
team in pursuit of profitable revenue growth from RPC's Retail and
MIPTOC clients and prospects.
The successful candidate will have
significant experience gained within a marketing and business
development function at a major professional services firm -
preferably within the legal sector. Rich experience of working
with Retail clients and a detailed understanding of the Retail
sector are pre-requisites.
This role is suitable for an experienced
and motivated self-starter, who is looking for a full mix in a
mid-sized law firm where they can make a strategic impact and help
drive the growth of one of the firm's most strategically-important
areas. The role will be supported by a BD Executive that the
person in this role will recruit as one of their first tasks
It's an exciting opportunity which
offers exposure at the most senior levels of the firm and is rich
with potential to make a tangible difference very quickly.
Reports to:
Head of Business Development
Key responsibilities:
The successful candidate will be the go-to person for all Retail
related BD and Marketing activity. The Retail group has ambitious
growth plans and focuses on three key streams:
Food & Drink
Digital Retail
Stores of the Future
Each stream has two partner leads with whom this role will closely
work. The Retail group also has an Executive management team on which
the person in this role will sit. In addition, he or she will also
have responsibility for advisory and support marketing and business
development services for the MIPTOC group of practices.
He or she will have overall responsibility for the below:
Business and BD planning
Working with the Retail group lead and executive team, design and
deliver a long-term overarching marketing and business development
strategy for the group as a whole
Working with the core stream leads and their teams, design and
execute annual and long-term marketing and business development
plans - coupled with financial, BD and resourcing targets - which
support the group strategy and help each stream deliver new and
existing client business and achieve their stated long-term business objectives
Working alongside relevant Partners to support the MIPTOC group's
annual business planning to develop sustainable profitable growth
Working with relevant Partners and the Head of Practice
Management, map the clients (top 20) and prospects according to
relationship strength and maturity, designing and executing plans
which move them along the buying journey
Identify business leads and emerging opportunities through market
research and analysis
Proposition building and positioning
Lead the Retail and MIPTOC groups in developing compelling and
competitive value propositions by group and stream
In collaboration with the marketing services team, design and
execute strategies to ensure the propositions are clearly
articulated and communicated across all channels (digital platforms,
capability statements, proposals, legal directories etc), and with
maximum impact
Work with relevant lawyers and the marketing services team to
deliver plans which build brand awareness and understanding in the
external marketplace for the Retail and MPITOC groups and their
constituent streams, for clients, targets and other key audiences
Key Account Management
Working alongside the Head of Business Development and Director of
Client Services, develop and deliver a Key Account Programme for the
Retail group and implement ongoing CRM best practice
Work with the Head of Commercial and other key Partners to
identify and prioritise key MIPTOC clients and to ensure resources
are aligned accordingly
Working alongside the Director of Client Services, leverage the
insights from the firm's client listening programme to drive a
culture of client service excellence at both an individual client
and group level
Institutionalise high quality relationship management and
cross-selling disciplines, with the ultimate objective of opening
out and driving revenue growth from existing clients of the firm
Prepare partners for effective relationship and business
development meetings with clients and targets including
client/target research and presentation/marketing collateral support
Advise, coach and motivate client teams, and assist in identifying
business development opportunities
Tactical marketing and BD
Provide strategic advice and guidance to lawyers on how to raise
profile, awareness and market reputation to key buyer groups
Work alongside lawyers and wider BMS colleagues to implement
appropriate positioning and business development tactics according
to client relationship maturity, including:
legal updates, bulletins and blogs
PR and media relations
sponsorship and advertising
conferences
seminars
client hospitality
thought leadership and content
strategic social media and other digital platforms
directories
internal communication
awards
Collaborate with BMS colleagues to ensure Retail and MIPTOC
marketing initiatives dovetail with and complement firmwide, sector
and practice marketing and brand-building activities
Establish and monitor an approach to measure return on investment
on marketing and business development activities for the Retail and
MIPTOC groups
Bid management
Work closely with the Bid Manager to support the delivery of bids,
proposals, client presentations and capability statements
Act as a 'champion' for best practice bid management within the
Retail and MIPTOC groups
Lead on the management and drafting of ad hoc opportunities as required
Improve and continuously refine standard content and materials to
support the bid process
Team coordination and communication
Coordinate the relevant members of the BMS team - from
communications to digital, events to CRM - in pursuit of defined
BD objectives
Convene and chair regular meetings to facilitate the sharing of
information and to ensure all activity is joined up and delivered to
established deadlines and quality
Knowledge and training
Help Partners and Associates become more effective in their BD
efforts through coaching and skill-building
Budgeting
Take the lead role in preparing an annual Brand, Marketing &
Sales budget for Retail group marketing and business development
activity, as well as associated practice areas
Develop and monitor budgets for the MIPTOC group ensuring they are
aligned to the firm and practice's priorities and deliver value for money
Review monthly expenditure against budget, ensuring value-driven
cost control
Process development
Work with the Technology Lead and wider BMS colleagues to ensure
that all Technology-related BMS activity is aligned to existing BMS
processes, collaborating in pursuit of continual improvement
Reporting
Draw on wider resources to act as the focal point for reporting on
progress on all BMS activity related to Retail and MIPTOC, including
general status updates, KPIs, data and so on
The team is led by the Head of Business Development Simon Moffat) and
forms part of the Brand, Marketing & Sales team (led by Director
of Brand, Marketing & Sales, Ed FitzGerald). Internationally the
team comprises 25 professionals.
Position requirements:
A strong understanding of business-to-business marketing, business
development and relationship management within professional
services, ideally the legal sector
Evidence of good Partner management skills, ideally gained within
a professional services environment
Experience of developing sector, practice- and client-focused BD
plans and a track record of delivering financial results aligned to objectives
Deep experience of working with clients in the Retail sector
Experience of, and a keen interest in, supporting business
development for any of Media, IP, Technology, Outsourcing or
Commercial Contracts practices within a law firm is a plus
A strong understanding of the workings and language of a
commercial team in a law firm
A team player, with proven experience of developing and motivating
others and a willingness to do what's needed across the board to
contribute to growth
Must be educated to graduate level
A relevant post-graduate management or marketing qualification
such as CIM or equivalent would be advantageous
Significant powers of organisation; excellent attention to detail;
and infectious enthusiasm
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
Shows initiative
Is a self-starter and has the ability and confidence to run with things