Business Development Manager - Banks Industry

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About Ashurst:

Ashurst is a leading progressive global law firm with a rich history spanning more than 200 years. We are proud of our history and are future-focused, having expanded into new technologies through our NewLaw division, Ashurst Advance, and our consulting arm. Our in-depth understanding of our clients and commitment to providing excellent standards of service have seen us become a trusted adviser to local and global corporates, financial institutions and governments in all areas of commercial law. To find out more please visit www.ashurst.com

In order to comply with regulatory and client requirements, Ashurst will undertake appropriate vetting of staff. When applicants accept a job offer, Ashurst, alongside a specialist provider, will undertake professional verification and background checks. These checks are only undertaken with consent, and in accordance with our legal and regulatory obligations.

Department / Role Overview

Ashurst's Markets & Growth (M&G) team is located in major cities across EMEA, Asia Pacific and the US. We execute the firm's strategy and drive profitable growth with a specific focus on our chosen industries, markets and clients. We focus on industry solutions and client experience, driving campaigns, leveraging client insights, and managing strategic initiatives to service our client's needs.

This is a key role in the M&G team, responsible for supporting industry collaboration, growth and client engagement. This individual will work closely with the Bank Industry stakeholders to support the Bank strategy across the region.

The position requires close collaboration across the Clients, Markets and Growth function to bring a comprehensive "whole of Firm" approach to our clients.

Core Responsibilites

There are five core areas of focus for this role:

Strategic Planning & Execution

• Work with the Senior Manager to support the successful delivery of the Bank industry strategy across EMEA, collaborating with the APAC team to ensure global connectivity and knowledge sharing
• Work with the Senior Manager, Industry Chair and key cross-practice industry focused partners on corporate development, specifically supporting the implementation of the regional industry strategy, to maximise opportunities to grow revenue in line with the firm's strategic plan
• Coordinate the sharing of market information and the analysis of internal client and industry financials to support industry client portfolio reviews and identify market trends and opportunities
• Support partner teams to drive strategic market facing initiatives to meet the strategic plan goals, evaluating progress on implementation

Opportunity Identification & Management

• Utilise market and client insights to keep up to date with current and emerging issues impacting the Industry. Identify areas of client need and opportunities for lead generation, with the goal of deepening our client relationships and market penetration
• Support the entire opportunity pursuit process, including identifying opportunities, managing opportunity tracking processes, preparing client-focused sales strategies and collateral and coordinating partners around pipelines and strategic pursuits (including go/no go)
• Support all relevant major client opportunities, including bids and proposals, working closely with the Global Pursuits and Pricing teams
• Develop and implement integrated revenue generating and profile raising campaigns and thought leadership, working collaboratively with other specialists (Brand, Comms, PR, Social Media, Expertise etc)
• Leverage firm-wide thought leadership to drive engagement with Bank industry clients

Client Development & Management

• Work with the Industry team to cultivate a community of regional client accounts for the Bank industry
• Work seamlessly with Client Relationship Partners to develop and execute client account plans for the designated clients, to help deepen relationships and drive profitable growth
• Act in a client facing capacity and develop relationships with key contacts
• Coordinate and manage pipeline development with the Client Relationship Partners within the designated client accounts
• Develop an in-depth understanding of the designated clients and their businesses, and assist with the sharing of that information within Ashurst
• Proactively arranging and attending client listening sessions (including general relationship feedback, industry needs analysis conversations, and specific feedback related to major matters and/or pitches), analysing and sharing insights and taking responsibility for following up
• Analyse insights gathered across the industry to identify trends and opportunities across the industry portfolio
• Undertake regular review, analysis and reporting of client and sector financials to support client growth
• Coordinate and liaise with other CRMs to ensure consistency and sharing of strategic information across clients and industries, utilising firm best practice

Industry Management

• Working with the Senior Manager, build, support and ensure the effectiveness of the Bank Industry Group by actively bringing together and facilitating engagement across practices. Develop relationships with cross practice industry-focused partners
• Build and leverage relationships with key industry players and associations to increase market penetration, monitoring ROI
• Support internal communications on industry and client successes
• Support the Bank Industry Initiative budget process, monitoring spend and capturing ROI
• Share industry knowledge across the wider CMG team and contribute to functional and firm-wide training programmes
• Ensure the requirements for data capture are met (e.g. experience statements; relevant directory and award submissions; etc.)
• Contribute to wider CMG team projects, including supporting new systems and processes, as required

Risk and Control

• Ensure that all activities and duties are carried out in full compliance with our regulatory requirements and internal policies.

Essential Skills and Experience

• Previous experience professional services / industry business development environment
• Demonstrated experience for both coaching teams and managing major projects and/or initiatives
• Commercial awareness and an innovative mind-set for developing and evolving ways of working
• Strong interpersonal skills, with a proven ability to build trusting relationships with the partnership and business services.
• Enthusiastic and proactive, with the ability to work to tight deadlines and manage multiple projects and activities
• Excellent verbal and written communication with the ability to effectively interact with peers and influence internal clients including senior stakeholders
• Ability to synthesise information to identify opportunities and solve complex problems.
• Strategic thinker with strong focus on execution
• Collaborates and is highly effective at working as part of a team
• Previous experience in a client facing capacity including client listening experience
• Ability to influence credibly and effectively at all levels of the organisation with strong executive presence

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