Job Description | Business Development
Manager - Insurance
Department: UK Business Development Location: London
The Role
The Business Development Manager role is
fundamental to managing and delivering the business development and
marketing plans for insurance business lines within the Insurance Practice.
The business lines are a part of the
larger Insurance global practice group. This role will report into
one of the Senior Business Development Managers for Insurance and
work in collaboration to identify opportunities. In order to advance
the business development strategy for the group, the post holder
must balance autonomy and coordination with the Senior Business
Development Manager to identify opportunities, set, manage and
deliver the plan for the business lines.
Proactive communication and alignment with
the core partners are vital to ensure everyone is on board and
moving in the right direction.
The Team
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
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.
Evaluationby clients andtargets
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 on
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 - Ensure the use BD technology in a timely
manner as processes and activity command.
Essential Skills & Experience
This is an experienced Manager role
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
Clyde & Co is a leading global law
firm, specialising in the sectors that underpin global trade and
commercial activity, namely: insurance, transport, construction,
energy, trade and commodities. It is globally integrated, offering a
comprehensive range of contentious and non-contentious legal
services and commercially minded legal advice to businesses
operating across the world. Clyde & Co is committed to operating
in a responsible way. This means progressing towards a diverse and
inclusive workforce that reflects the diversity of its communities
and clients, using its legal skills to support its communities
through pro bono work, volunteering and charitable partnerships, and
minimising the impact it has on the environment. The firm has 480
partners, 2400 lawyers, 3200 legal professionals and 5000 people
overall in over 60 offices and associated offices worldwide.
Our Values
Our values are the principles that guide
the decisions we make, unite us in our endeavours and strengthen our
delivery, for our clients and our firm. We:
Work as one We are a globally connected team of
talented people who act with a firm-first mentality to achieve success.
Excel with clients We aim high and challenge ourselves to
deliver unique excellence for our clients, keeping them at the
centre of everything we do.
Celebrate difference We help each other to be at our best
and believe our differences result in greater achievement.
Act boldly We seek new opportunities, take action
and learn as we go, recognising that curiosity drives our
development and contributes to growth.
Business Services Competencies
Clyde & Co is committed to providing
extensive, personal and professional development opportunities for
our people enabling them to be highly effective in their current
role as well as assisting them to fulfil their career aspirations.
The competencies are used to inform all
aspects of Business Services career development. They vary across
levels and different business areas and fall under the following areas:
Technical Excellence
People and Team
Client/Stakeholder Relationships
Service Delivery and Commercial Awareness
Personal Effectiveness
This is the job description as constituted
at present; however the Firm reserves the right to reasonably amend
it in accordance with the changing needs of the business.
