Business Development Manager

We are recruiting for a business development manager to support a law firm with big plans to grow. The marketing and BD function contributes to the firm’s income and they want to continue to grow the ability to deliver new opportunities. This role within the team will be vital to the success of the firm and provides an opportunity to make a significant contribution to the firm’s plans.

Job Purpose:

To contribute to the attainment of the firm’s business growth objectives by;

1. Generating leads and opportunities to deliver new matters and clients to the firm. Following opportunities through to completion with relevant lawyers and providing support as needed to gain new business wins.
2. Managing the day to day sales pipeline for the firm and working with the CMO to report to the Board on new business wins/losses etc to help understand where work is being won/lost and enable the firm to target for new clients and matters effectively.

Main Responsibilities

• Create new business target lists based on the firm’s goals and strategy (the firm uses a BvD database to create target lists).
• Add and manage new leads/opportunities on the firm’s CRM system as a result of new business activity generated
• Support lawyers in managing opportunities assigned to them through to completion.
• Report on new business wins/losses.
• Report on opportunities at the various stages of engagement within the sales pipeline.
• Report to the CMO on client/market intelligence to help the firm gain new business.
• Work with the Digital Marketing Executive to add new web content and SEO tags on new business products, services, geographies and sectors as needed to support sales.
• Manage a focussed BD Dashboard of new targets and referrers to support the sales pipeline.
• Communicate with clients, referrers and prospects about the firm’s services.
• Hold regular meetings with clients, prospects and referrers on your BD Dashboard and the firm’s target lists.
• Develop a good understanding of our clients and their goals, strategies and challenges.
• Create presentations to support in BD meetings as needed.
• Assist in the delivery of (and attend) client events, including seminars, hospitality and entertainment from a new business perspective (ensuring the right people attend and network with them). Follow up as necessary.
• Attend industry networking events.
• Provide the CMO with feedback to enable service delivery improvements.
• Support lawyers in new deal negotiations and in new business pitches as needed.
• Support lawyers in cross-selling services to clients when relevant.
• Contribute to the development on new marketing literature to support winning new business.
• Work with the CMO on the BD/Sales strategy.
• Work with the CMO and COO on new pricing packages to support sales.
• Mentor junior lawyers in BD skills development.
• Sell services over the phone where necessary.
• Research competitors to enable the firm to have competitive advantage.
• Comply with the regulations and laws regarding business development in the legal sector.
• Maintain a positive attitude that inspires colleagues to grow business for the firm.
• With assistance from the CMO and the firm’s board, help to develop a firm wide commercial culture at all levels

General Administration

• Maintain the integrity of data related to target clients and prospects on the CRM system.
• Maintain targeted BD Dashboard
• Maintain and report on personal sales pipeline
• Contribute to and support lawyers in maintaining BD Dashboards and sales pipeline
• Report on the firm’s sales pipeline to the CMO.
• Provide management reporting for board, strategy and BD meetings.

Person Specification

• Friendly and communicative
• Motivated and willing to learn.
• Pro-active and a self-starter.
• Well organised, excellent attention to detail, able to multitask and prioritise tasks.
• Intermediate to advance IT skills (Peppermint CRM, FAME (BvD), Microsoft Office, Outlook and social media all needed).
• Excellent written and verbal communications skills.
• Ability to research and manipulate data.
• Reliable, discreet, enthusiastic with both a flexible and can do attitude.
• Good negotiation skills.
• Creative thinker and the ability to identify new business opportunities.
• A valid, clean, driving licence.
• Self-confident and a good networker.
• Good business understanding.
• A full understanding of the products, services, people and geographies that the firm sells/operates in.
• Enjoys presenting and public speaking.
• Ability to work well within a team or independently.
• Utilise own networks
• Ability to connect with people and identify opportunities

Qualifications

• Degree – ideally in marketing, business or related field
• Institute of Sales and Marketing Management (ISMM) desirable.