Manager - Global Client Pursuits (GCP), EMEA Center
Marketing & Business Development
This is an exciting, greenfield opportunity to build and lead an all
new EMEA Center within the Global Client Pursuits (GCP) team.
The GCP team enables the Firm to win, retain and grow business
through powerful pitches. It is a large, high performing team with a
The EMEA Center will be a virtual Center combining proposals
coordinators and supervisors based in EMEA and coordinators from our
current GCP Centers in Manila and Buenos Aires.
The Centers are an integral part of the GCP function which is
undergoing a dynamic transformation which includes alignment by region
(EMEA, Americas and AP). Each region will combine a Center team and a
team of pitch managers and specialists on the ground across the region.
The EMEA Center Manager's team of 10-12 (supervisors and
coordinators) will work on BAU proposals and essential capability
statements, in collaboration with BDMC colleagues, as well as get
involved in the Firm's most strategic pitches, teaming with GCP pitch
managers across the region.
The EMEA Center manager role will be to develop and oversee the team
of supervisors and coordinators to deliver the highest quality pitch
service leveraging the Firm's content automation platform.
The EMEA Center manager and team will also deliver a follow the sun
service working with the Americas Center in Buenos Aires and the AP
Center in Manila.
The EMEA Center manager will report to the GCP Senior Manager for
Process and Operations who also oversees the Americas and AP Centers.
The EMEA Center manager will also have a dual line report to the EMEA
Regional leader who also leads the 15 strong team of pitch managers
and specialists with whom the Center manager and coordinators will
team on the Firm's most strategic mandates.
In collaboration with, the GCP Senior Manager for Process and
Operations and the EMEA Regional Leader:
Build and lead a team of supervisors and coordinators that will
provide a high quality pitch service for the EMEA region and beyond,
developing RFIs, RFPs, proposals, capability statements, and
placemats working with GCP and BDMC colleagues.
Collaborate with the intake team and fellow GCP assessment team
members to assess and assign proposals to coordinators and supervisors.
Generate and analyze daily and monthly request volume, team
utilization metrics, SLAs, client satisfaction survey results,
win/loss rates and post-pitch client feedback to help team and
stakeholders understand ROI and where we should focus our efforts.
Manage a portfolio of active pitch opportunities for end-to-end
delivery to GCP, BDMC and partners, and ensure high quality
standards consistent with the Baker McKenzie Style Guide, pitch
templates, design guidelines, and client-centric instructions.
Be accountable for the highest quality standards, process
consistency and implement iterative improvement measures, and be the
primary escalation point if issues arise.
Collaborate on projects involving strategy and process to
continually assist in the development of new operational process
improvements across the team.
Recruit, train, coach, and retain a robust talent pipeline across
multiple locations (including Belfast, Manila, Buenos Aires).
On occasion, to stay connected to the latest in pitching, operate
as the project lead on some pitches, managing the proposals process
from start to finish (writing and project management).
Develop strong stakeholder relationships (partners, BD and GCP) to
engage and manage expectations and be accountable for the team's
high quality pitch service delivery.
Provide guidance / contribute to opportunity assessment
discussions where appropriate.
Participate as needed on post-pitch debrief meetings feeding back
key points to the business to facilitate further learning and development.
Collaborate with Global Client Pursuits colleagues worldwide to
follow the sun on pitches where needed and share best practice.
Become deeply familiar with the Firm's resources and teams,
leveraging the proposal process for bids/pitches and panel proposals
for high value and key client opportunities.
Collaborate with BDMC professionals worldwide including client
managers, industry and practice group BDMs and in-market BDMs to
leverage client intelligence, practice and industry know how, case
studies and credentials.
Be a change champion, while being an advocate for the team's
physical and emotional well-being.
Mainly office based; occasional travel
About The Team
The BDMC function works closely with our Partners and leadership
Increase our revenue, profitability and share across markets,
industries and clients
Enable us to win, retain and grow business through powerful
pitches, engaging thought leadership and strong relationship management
Lead market and client intelligence efforts to create new service
line opportunities in industry and practice groups
Channel the Baker McKenzie brand, identity and culture through a
single communications voice
This role will report to the GCP Senior Manager for Process and
Operations, with dual-line reporting to EMEA Regional Leader.
The direct reports of the role are with the Supervisors and Coordinators.
The key relationships of this role are with the following:
GCP Regional leaders, pitch managers and specialists
GCP Regional leaders, pitch managers and specialists
GCP Strategy & Training Senior Manager
GCP Content, Infrastructure and Automation Senior Manager GCP colleagues
Partners and other attorneys
BDMC colleagues including client managers, IGs, PGs, in-market, pricing
Other Professional Business Services (PBS) colleagues
About The Candidate
Technical skills, qualifications and experience
At least 5 years of relevant people management experience,
especially in a virtual and multi-cultural environment
Significant hands-on experience in proposal development is a huge advantage
MS Office, especially PowerPoint
Experience with ServiceNow or other case management system is preferred
Organisation, project management and ability to handle multiple
Extensive experience in BD/ communications in professional services.
Strong interpersonal skills to work with/manage remote teams of
partners, lawyers and BD/marketing professionals
Persuasive and diplomacy skills; ability to deal autonomously with
highly intelligent and demanding stakeholders at all levels; manage
multiple pitch requests, assess opportunities and provide direction
Client service focus, flexibility, can-do attitude; motivated and
enthusiastic; personal drive and energy
Gravitas to coach and influence, and lead by example
These personal qualities represent the shared characteristics of high
performers across Baker McKenzie, regardless of job level and location.
Keeps across key developments in all relevant areas and
demonstrates the ability to develop substantive authority in
relation to the Firm's specialist fields
Demonstrates the ability to identify the real issue, and to
anticipate requirements and potential consequences; distils a range
of possibilities by thinking in a considered, prudent manner
Able to move through a variety of tasks requiring different
approaches, knowledge, and expertise, with agility of mind and
capacity for analysis and synthesis
Driven by a strong personal sense of integrity and upholds
exemplary quality standards
Prepares thoroughly, takes responsibility, uses initiative and is
self reliant to ensure work progresses to the fullest extent possible
Hardworking and diligent with a keen understanding of client demands
Demonstrates composure when dealing with difficult situations
Creates a positive impression at all times; develops relationships
through collaboration and reciprocity
Negotiates to achieve outcomes that are mutually satisfactory;
shows good judgement on when to stand strong and when to compromise
Invests in, nurtures and builds a network of productive relationships
Respectful to others, regardless of their position, and earns the
respect of others by being transparent
Has care and concern for others and a genuine interest in others
Treats delicate or confidential issues with grace and discretion.
About Baker McKenzie
Baker McKenzie helps clients overcome the challenges of competing in
the global economy. We solve complex legal problems across borders and
practice areas. Our unique culture, developed over 65 years, enables
our people to understand local markets and navigate multiple
jurisdictions, working together as trusted colleagues and friends to
instill confidence in our clients. This is an exciting time to join us
as we invest in and further develop our Professional & Business
Services organisation, providing rewarding and challenging career
opportunities in all of our world-class business functions.
We are committed to promoting diversity and inclusion for all. Our
unique international culture is reflected in the drawing together of a
worldwide family of individuals from diverse cultures and backgrounds
in all of our offices. We encourage the best people - regardless of
race, religion or belief if any, gender, gender identity, disability,
sexual orientation or age - to fulfil their professional aspirations