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Job Title Senior Business Development Manager (Middle East)
Work Type Full Time - Permanent
Job Location Dubai
Practice Group/Department Marketing & Business Development
Role Business Services
Description

Senior Business Development Manager, Middle East

Job description

The Team

The Senior Business Development Manager is a senior managerial role within the Marketing & Business Development ("MBD") function and the Middle East region of Norton Rose Fulbright.

The post holder will lead a team which proactively works with the lawyers across our offices in Dubai and Riyadh to implement strategically aligned, client focused and value-added initiatives, ensuring key global, regional and office objectives are achieved. The day-to-day operations range from business planning and client development, to winning work and raising the profile of our business. This role will also involve promoting best practice and the integration of marketing and business development efforts.

The role is based in Dubai, and reports to the Director of Business Development and Central Services, EMEA (based in London). The post holder will be supported by a BD Manager and a BD Executive, both based in Dubai. They will work in close cooperation with the Head of the Middle East, the local partners and the wider MBD team. There is a Global Service Centre ("GSC") which provides the team with administrative support, located in Manila.

The Role

Business planning

  • Work closely with the Head of the Middle East and local practice group heads to develop and implement results-oriented business plans, budget proposals and campaign plans for the region.
  • Lead an MBD team which oversees the BD activity of relevant practices to ensure regional objectives are met. This includes, but is not limited to, client development, profile raising, marketing and communications, pitching and event management.
  • Seek opportunities to drive cross-office and regional collaboration to increase efficiencies and speed to market.
  • Help to drive and implement firm-wide and/or regional BD initiatives within the Middle East teams as appropriate.

Team management

  • Leadership and day-to-day management of two team members (at Manager and Executive level), including the appraisal and feedback process.
  • Create a team structure which is fit for purpose and enables the seamless delivery of high-value, commercial BD support to the business.

Client development

  • Formalise and lead a Middle East approach to client targeting which is aligned with our central key client programme and enables us to identify, strengthen and expand our most valued local relationships.
  • Ensure that all members of the Middle East MBD team are directly involved in client development work at the appropriate level.
  • Support relationship partners with the necessary research, market knowledge and client management methodology to grow their client relationships.
  • Facilitate participation in our client feedback programme; track and act on actions arising from interviews, and assess how feedback can be used to drive behavioral change.
  • Maintain awareness of relevant global Norton Rose Fulbright initiatives, tools and products which can be used for client engagement in the Middle East.
  • Act as a visible ambassador for the Middle East practice within the wider regional and global MBD teams, in particular with a view to identifying cross-selling opportunities.

Winning work

  • Project manage strategic and / or complex bids, and develop a methodology for the Middle East team to produce successful transactional pitches efficiently and in line with best practice.
  • Monitor panel appointments which provide opportunities in the Middle East and drive activation of these locally.
  • Ensure follow up is sought from client following a pitch; track and act on actions which arise; assess how feedback can be used to drive behavioral change.
  • Develop high quality materials for use in bids to convey firm positioning, experience and sales messages to clients and targets. Ensure, for consistent messaging and capability presentation, that this content is replicated in appropriate systems and all communications channels.
  • Act as an ambassador for bid best practice to ensure understanding and compliance of the bid process within the region.
  • Analyze win / loss rates and make recommendations as to how to improve performance.

Profile raising

  • Work with the PR and communications team to develop our profile in the Middle East through profile-raising campaigns and supporting marketing activities, collateral and press.
  • Systematically measure performance in directories and league tables; agree target rankings with the Middle East partners; facilitate contribution to directories and league tables using consistent positioning messages; report on changes in rankings and against targets set; refine approach as needed.
  • Develop internal local processes to ensure that all communications channels are up to date and convey consistent messaging and capability presentation (including but not limited to web, collateral, bids, experience statements, directories, league tables, CVs).

Skills and Experience Required

  • Experience of leading a high-performing BD team in a legal and / or professional services environment.
  • Experience of managing client relationships and able to be client facing.
  • Ability to manage multiple senior stakeholders in different locations.
  • Experience of managing multiple projects and transforming commercial issues into business development opportunities.
  • Possesses high level of conscientiousness, demonstrated through leadership qualities and the ability to build a strong reputation within the business and deliver excellent service.
  • Excellent attention to detail.
  • Undergraduate degree or above in marketing, law, or business related discipline.

Diversity and Inclusion

Norton Rose Fulbright is committed to promoting a diverse workforce and an inclusive workplace where everyone can realize their full potential and career ambitions on the basis of merit and skill. We are open to flexible working practices, and will support you in effectively managing your work and personal commitments. We offer a range of family friendly and inclusive employment policies, flexible working arrangements, and employee networks.

Norton Rose Fulbright is an equal opportunities employer. We will make reasonable adjustments to our application process to ensure that you have the best chance of success. We understand that there's not a "one size fits all" approach to adjustments so our team will work with you individually to understand more about your requirements.

Norton Rose Fulbright

Norton Rose Fulbright is a global law firm. We provide the world's pre-eminent corporations and financial institutions with a full business law service. We have more than 4000 lawyers based in over 50 cities across Europe, the United States, Canada, Latin America, Asia, Australia, Africa, the Middle East and Central Asia.

Recognized for our industry focus, we are strong across all the key industry sectors: financial institutions; energy; infrastructure, mining and commodities; transport; technology and innovation; and life sciences and healthcare.

Wherever we are, we operate in accordance with our global business principles of quality, unity and integrity. We aim to provide the highest possible standard of legal service in each of our offices and to maintain that level of quality at every point of contact.

Norton Rose Fulbright LLP, Norton Rose Fulbright Australia, Norton Rose Fulbright Canada LLP, Norton Rose Fulbright South Africa Inc and Norton Rose Fulbright US LLP, each of which is a separate legal entity, are members ('the Norton Rose Fulbright members') of Norton Rose Fulbright Verein, a Swiss Verein. Norton Rose Fulbright Verein helps coordinate the activities of the Norton Rose Fulbright members but does not itself provide legal services to clients.

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nortonrosefulbright.com

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