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Job Title Senior Business Development Manager - Aviation
Job Location Atlanta
Department
Job Type Business/Professional Services & Support
Description

The Team

The Global Business Development Leadership team sets the strategy in consultation with the Global Strategy Board and Global Practice Groups (GPGs). The BD teams (comprising Communications, Marketing, Business and Client Development experts) are led by functional and regional heads of Business Development who are aligned to our global and regional boards.

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

The Role

This role will work closely with the Global Practice Group Head, Sector Executive Committee (Exec) and COOs to help develop and implement the local and global strategy, including targeting firmwide key clients and engagement in firmwide activity and campaigns.

You will be expected to leverage and influence our global network; facilitate the sales process; originate and coordinate high value marketing and communications activity; and provide advisory and execution services to partners. Ensuring that tactics employed are aligned to achieving the strategic goals for the global group whilst effectively advocating the aims of the firm's business development agenda within the sector.

Collaboration with Communications, Marketing, Pitch & Pursuits and Client Development teams are integral at the awareness, engagement, and retention stages of the pipeline, achieved with a strong sense of team and cooperative attitude and a digital first ethos.

The role reports to the Head of Business Development, Industrials. There will be direct line management as well as coaching and project management of global team members within the global sector group.

Key Responsibilities

Sector

  • Contribute to the development of the global sector strategy.
  • Lead the business development agenda for the sector with a focus on enabling growth.
  • Ensure tactics employed are aligned to achieving the strategic goals and analytics are used to drive pursuits and identify and track leads. Ensure the GPG Exec have visibility to progress on BD progress and pipelines.
  • Apply analytics to stop/start/continue tactics according to achievement of objectives and use this data to influence key sector stakeholders. Act as an ambassador for the sector to support regional teams in applying the learnings in their jurisdictions.
  • Effectively advocate the aims of the firm's business development agenda within the sector, assisting partners, lawyers and team members in maintaining an awareness of these aims and guiding their implementation.
  • Develop strong and influential relationships with lawyers and staff to cause their active engagement with, and support for, the sector's business development programmes.

Contents and products

  • Effectively manage the communications and marketing programs of your sector, in coordination with Communications and Marketing teams.
  • Facilitate sector contribution to the development of global campaigns and increase engagement with sector clients.
  • Identify trends/topics for the development of tools and content and feed these into global Products programme for client engagement purposes.
  • Plan and implement a programme of integrated channel use, using analytics to refine activity to best meet given objectives.
  • Work with the Communications and Marketing teams to ensure PR strategies support business development plans and enhance campaigns.

Clients

  • Work with the GPG to identify sector target clients and actively support in creating the client development infrastructure around those clients.
  • Facilitate discussions to ensure Client Relationship Partners and relationship teams are in place to grow the relationship and educate on how those teams can apply client development techniques used with enterprise wide clients.
  • Work closely with the Client Development Managers to maintain awareness of performance and trends identified with sector clients.
  • Perform a Client Relationship Manager role on relevant clients as strategy dictates.
  • Lead contribution to global pitch and panel opportunities and provide sector knowledge to sector client pitches.
  • Undertake regular client insight with sector clients and share learnings and insights with the Exec.

Team

  • Keep the Head of BD, Industrials and Regional Heads of BD apprised of sectoral BD developments (strategic and operational), challenges and plans.
  • Directly manage and develop team members.
  • Maintain close relationships with all global BD members who work with the GPG, creating a global sense of belonging and consistency across the sector.
  • Ensure all of the BD team members working with the sector are aware of and understand the sector strategy and their role in it.
  • Encourage global input to global campaign and client initiative development.
  • Facilitate access to best practice pitch and marketing content to improve consistency of the global go to market messaging.

Key stakeholders

  • Head of Business Development, Industrials
  • Global Practice Group Head
  • COO responsible for GPG
  • Business Development Leadership team members
  • Central and regional Business Development, Client Development, Pitch & Pursuits, Communications and Marketing teams
  • Legal delivery and Professional Support teams

Essential Skills & Experience

  • 7+ years of experience of working in a relevant role and comparable environment, preferably within the legal industry, including:
    • Developing clear plans for key sectors and/or regions demonstrating the resulting increase in revenue;
    • managing the implementation of strategically aligned marketing activities;
    • implementing and managing appropriate cross-practice and global activities; and
    • developing and implementing business development strategy.
  • Bachelor's degree required
  • Experience of working with a focus on Aviation.
  • Works comfortably at senior manager level and possesses the ability to influence key partner/lawyer groups.
  • Strong organisational skills and the ability to handle multiple priorities within tight timescales.
  • Able to work to very tight deadlines under pressure and to assimilate information quickly.
  • Strong interpersonal skills including confidence, positivity, diplomacy, team focused dynamic and the ability to gain credibility quickly.
  • Excellent verbal and written communication skills.
  • Demonstrates attention to detail with a high level of accuracy.
  • Positive and tenacious with the ability to pro-actively drive initiatives forward and motivate resources within and outside their team to perform.

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

Benefits offered include paid time off; medical, dental, and vision insurance; 401K Safe Harbor contribution; Life/AD&D Disability; Flexible Spending Account; Supplemental Medical Accident Insurance; Supplemental Critical Illness Insurance; Employee Assistance Program; Pet Insurance; Commuter Benefits.

-Principals Only-

We offer a rewarding work environment that supports professional growth and opportunities. We value diversity in our work place and it is the policy of the Firm to recruit, hire, promote, reassign, compensate and train highly qualified persons without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin, age, disability or any other basis protected by applicable law.

CLYDE & CO PRIVACY NOTICE : https://www.clydeco.com/help/privacy

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.