Head of Business Development & Marketing (MEA) - Dubai Based
Business/Professional Services & Support
Clyde & Co is a leading global law firm, with 490 partners, 2400
lawyers, 3200 legal professionals and 5500 people across nearly 70
offices and associated offices worldwide. We established in the Middle
East in 1989, and today we are the largest international law firm in
the region, with 9 offices across MEA, 71 Partners and 476 total staff.
The MEA Business Development & Marketing team executes Clyde
& Co's global BD strategy within the region. Our strategy is set
by the Global Business Development Leadership team in consultation
with the Global Strategy Board and Global Practice Groups. The MEA
Head leads a team of 16 people, comprising Communications, Marketing,
Business and Client Development experts.
Reporting to the Global Head of Business Development (Industrials),
the overarching responsibility of this role is to lead a
high-performing, effective, commercially adept BD & Marketing team
which assists the firm to generate revenue through growing client
relationships and enhancing the market position for the firm and our
global practice groups, namely: insurance, aviation, marine,
construction, energy, trade and natural resources.
This role is based in Dubai and will work closely with the MEA COO,
MEA Board, BD Global Leadership Team and the Global Head of Business Development.
The role operates across the entire sales pipeline: Awareness,
Engagement, Conversion and Retention with the objectives to increase
awareness, favourability, conversion, market share, client penetration
and revenue for the MEA region and globally for the firm through its
global practice groups and client programmes.
Emirati nationals are encouraged to apply.
Key Performance Indicators
The key deliverables of this role are outlined below:
Continual assessment of the regional market, client base and opportunities.
Planning and directing resources in line with regional and
practice growth strategies.
Targeting growth markets which leverage our key sector strengths
Advising stakeholders on 'go to market' strategies.
Map out annual BD and client priorities and budgets.
Create and oversee the regional client programme (co-ordinated
with global client programs) to enhance retention rates, expand
revenue, and generate year on year growth.
Identify new opportunities and drive client acquisition and
retention through products and campaigns which grow the region's
core services, and cross sell the core services of the global firm.
Undertake strategic reviews with practice groups heads to refine
client and marketing plans that support the overarching firm and
practice group strategies.
Leading on selected regional growth projects and initiatives which
require senior consultancy.
Develop strong and influential relationships across the firm,
regionally and globally, to gain active engagement and support with
Coaching partners in developing business plans, effective client
relationship management and winning new business.
Providing visibility to the COO/Board/Governance committees on
progress against strategy and horizon scanning for potential
opportunities and barriers to achieving client and marketing strategies.
Ensuring the team is structured to enable the firm to capitalise
on growth priorities and the agility to:
Develop and successfully deliver on client and marketing plans.
Remain focused on the most significant opportunities.
Create compelling and consistent proposal materials and manage the
Develop and implement campaigns in line with business objectives
and in consultation with the global sector groups.
Collaborate with key stakeholders on global operational and
Drive a digital-first mindset, exploiting the tools and
methodologies of our global marketing function.
Ensure the department is managed effectively and that expenditure
delivers the desired return on investment through the:
Setting of the business development budgets and prudent management
Development of systems that enable measurement of ROI on items of
People Management and Development
Upholding and exemplifying the firm's values to 1) Work as one; 2)
Excel with clients; 3) Celebrate difference; and 4) Act boldly.
Ensuring the team are:
Realising their aspirations and potential in roles where their
contribution is highly effective.
Clear on progression opportunities, including future leaders where appropriate.
Motivated and developed to best service the 'firm of the future'.
Leading by example in the globally consistent deployment of modern
BD tactics and methodologies as devised by our Communications,
Marketing, Pitch & Pursuit, BD and CD teams.
Essential Skills & Experience
Degree or equivalent professional qualification
At least 15 years' experience in a similar role ideally with solid
law firm or professional services exposure.
Excellent leadership skills with experience managing teams across
marketing, client and business development.
Practices, and mentors the team on, a structured approach to
planning, organising and prioritising own and others' work; able to
set clear goals and targets for self and others.
Proven ability to build relationships with key stakeholders at all levels.
Exceptional communication skills with fluency in English.
Self-motivated, driven and takes responsibility for career development.
Works around problems to produce solutions, optimistic and
positive in approach.
Demonstrates an affiliative style with colleagues and contributes
to a positive workplace.
Identifies and manages issues, risks and conflicts to achieve results.
Keeps managers informed of work status and seeks clarification
where appropriate; manages upwards appropriately.
Flexibility to travel within the MEA region as required.
Skills & Knowledge:
Business development, marketing and sales management.
Client relationship management.
Negotiation and influencing skills.
Campaign development and delivery utilising the full marketing mix.
Clyde & Co
Clyde & Co is a leading global law firm, helping organisations
successfully navigate risk and maximise opportunity in the sectors
that underpin global trade and commercial activity and enable global
prosperity, namely: insurance, aviation, marine, construction, energy,
trade, and natural resources.
Globally integrated, Clyde & Co offers a comprehensive range of
contentious and non-contentious legal services and commercially minded
legal advice to businesses operating across the world. It is committed
to operating in a responsible way by progressing towards a diverse and
inclusive workforce that reflects the communities and clients it
serves and provides an environment in which everyone can realise their
potential; using its legal and professional skills to support its
communities through pro bono work, volunteering and charitable
partnerships; and minimising the impact it has on the environment
including through a commitment to the SBTi Net-Zero standard and the
setting of ambitious emissions reduction targets.