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Job Title
Senior BD & Marketing Manager
Closing Date
15-Apr-2024
Work Type
Full Time - Fixed Term
Location
London
Practice Area/Department
Business Development and Marketing
PQE Level
N/A
Description
Travers Smith
Travers Smith is an award-winning
city law firm. We build lasting relationships with public and
private sector clients. It is Travers Smith's purpose to provide the
very highest quality of service to our clients whilst enabling our
people to achieve professional fulfilment in a supportive, inclusive
and enjoyable working environment.
The Role
Reporting to the Head of Business
Development, the Senior Business Development Manager plays a central
role in helping to develop and execute the firm's business
development strategies and plans across several practice groups and
nominated initiatives including Dispute Resolution, Competition and
Investigations.
With an ability to collaborate across
several distinct practice areas, the Senior BD Manager will have the
confidence to constructively lead and challenge on topics such as BD
strategy and execution. The role has high visibility and daily
interaction with partners and other key people across the firm, and
is both strategic and operational, focused on executing each group's
business plan and delivering an overall first-class service at all times.
Key Responsibilities
Business and Client Planning
Develop close working relationships
with the partners and wider lawyer team, providing support to
implement and refine business plans, demonstrating a deep and thorough understanding
of the respective practice areas, helping to identify market and
client trends, and growth opportunities from existing and new
potential clients.
Create targeted business
development and marketing activity plans that flow from the
business plans, to help achieve the financial, client and market
positioning and penetration objectives set in the respective
group's business plan. Monitor, analyse and report on activity
against objectives including ROI as appropriate.
Work closely with the firm's Client
Strategy & External Relations team to ensure that client
action plans are created, monitored, supported and actioned for
the most significant clients. A key component will be identifying
common elements with action plans for other clients across the
firm as well as coordinating the intersection with firm wide
client initiatives.
Work with the Head of BD, other
Business Development Managers and Executives to ensure that
activities are aligned across practice groups and cross-firm
initiatives to ensure a 'one firm' approach to clients and to
business development activities.
Develop a deep and broad understanding of the key client
relationships and practices which includes specific partners and
areas of specialism, and competitor and market trends to make
recommendations to impact revenue and client growth, cross-selling
with other practices and client service improvements.
Business Development and
Marketing Activities
Working with the Chief Marketing Officer, Head of BD and the
Client Strategy & External Relationships team, take an active
role in ensuring that the Client Relationship Partners regularly
review and execute on client action plans for significant clients
with a view to generating additional business.
Together with the support of BD&M team members ensure the
creation and delivery of a first-class service on all marketing and
business development activities at all times.
Create and manage BD and marketing plans for each practice group
and nominated 'horizontal' initiative and ensure that each is
executed well. Plans to include all elements of the marketing mix,
including marketing brochures and materials, pitch documents,
thought leadership articles, social media pages and content, website
content, lawyer biographies, events and corporate hospitality.
Provide market and practice insights to support the Communications
team in developing a media and PR plan. Together determine how best
to utilise PR and media plans as a complementary business
development tool and to position the practice groups to further the
objectives of the business and marketing plans.
Work with the Events teams to ensure that all client facing
events, and referral events for the group are planned, organised and
delivered to the highest standards.
Work with the Events team to assess the value and relevance of
various sponsorship, events and other corporate hospitality
opportunities to ensure best value for the firm and our clients.
Work with the KLs and Communications team to plan and deliver
targeted thought leadership to clients to raise the profile of the
practices' priority areas through targeted materials on the website,
through email marketing, on LinkedIn and other appropriate channels.
Assist the Pitch team in supporting, pitching and winning new
business as required including providing practice, partner, client
and market- specific insights to target and tailor each opportunity.
Take responsibility for managing the practices' directory and
awards submissions in line with the firm's directory process,
creating high quality content that delivers results.
Be the InterAction champion for the practice groups and
'horizontal' initiative working closely with the Digital Marketing
team, the department PAs and lawyers in the practices to ensure that
all contact and BD activities are regularly updated.
Manage and track the business development budgets for the groups
and initiatives responsible for.
Participate in delivering firm wide client initiatives and
marketing programs including client listening, post pitch reviews
and the TS Change programmes.
Other Responsibilities
Be an active member of the business development manager team,
helping to promote cross-practice activities and initiatives.
Provide guidance, support, objective setting to a BD Executive
assigned to support on day-to-day BD activity etc.
Assist in developing the BD team's expertise through active
engagement in team meetings and team initiatives, including
proactively sharing best practices from previous firms, other
industries, training and original research.
Work with the Chief Marketing Officer, Head of BD and legal Heads
of Department to plan and manage annual business development budgets.
Key Stakeholders
Line manager: Head of BD.
Key stakeholders: Chief Marketing
Officer, Heads of Department, Partners.
Other stakeholders: BD &
Marketing team, Business Services community, Legal Operations
teams and KL group.
Personal Specification -
Knowledge, Skills & Experience
Experience & Knowledge
6+ years' experience, with at least
two years at Manager level, working in a Business Development role
in a professional services environment, preferably within a law firm.
Proven experience of managing a
diverse BD team within a professional services environment.
Commercially astute with a strong
track record in growing existing and new business.
Skills
High level proficiency in systems
skills - Word, Excel, PowerPoint and InterAction.
Ability to understand
macro-economic issues and use them to define appropriate business
development plans and activity.
Strong leader who is committed to
'trusted adviser' status.
Excellent communication and
presentation skills - able to speak with confidence and influence
change both internally with senior leadership and externally.
Experience of managing, mentoring,
and motivating team members.
Personal Attributes
Robust and resilient - able to
navigate relationships with demanding colleagues.
Comfortable providing recommendations and advising
with confidence to senior level stakeholders, even when there is
ambiguity involved.
An ability to quickly gain confidence and challenge
and change behaviours where required.
Able to inspire a team through a personal and
energetic approach - active involvement in getting work done
yourself as well as delegating to other team members.
Strong team player with a positive
attitude - a natural coach and mentor.
Strategic and analytical thinker,
able to set and measure the success of programmes across business development.
A strong focus on attention to detail.
Proactive in generating high
quality strategic ideas to help the firm grow.
Credibility to advise partners,
gain their confidence and challenge and change behaviour where required.
Ability to build strong
relationships with internal and external clients.
Flexible, adaptable and resilient.
Comfortable providing recommendations with confidence to senior
level stakeholders, even when there is ambiguity involved.
Excellent work management skills - capable of managing and
coordinating a broad and demanding, fast-paced workload in an
organised, controlled and efficient manner with the ability and
confidence to prioritise as required.
A change agent who is comfortable with shaping, managing and
delivering positive change.
Ability to listen, question and probe to elicit opinions and
feedback from a variety of sources.