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Job Title
Senior Business Development Manager - Aviation
Job Location
Atlanta
Job Type
Business Services
Country/Territory
United States
Region
The Americas
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.