Business Development Manager (Corporate)

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At Brodies LLP, we value and respect all colleagues as individuals. As a UK law firm headquartered in Scotland, we believe that the experiences and perspectives of a diverse workforce that reflects our communities, and the clients we serve, allows us to see the world through many lenses.

As the largest firm in our jurisdiction measured by income, directory rankings, and lawyer numbers, the progress we continue to make is testament to the commitment of our colleagues.

In the last three years, our firm's revenue has grown by 20%, and we have welcomed almost 100 new colleagues. Today, we have more than 800 colleagues and offices in Aberdeen, Edinburgh, Glasgow, Inverness, London, Abu Dhabi and Brussels.

JOB TITLE

Business Development Manager (Corporate)

Based in Edinburgh or Glasgow

REPORTING TO

Senior Business Development & Marketing Manager (Corporate)

JOB PURPOSE

Providing day-to-day, practical business development support, market research and advice to the corporate practice area at Brodies LLP with the aim of building and sustaining existing client relationships, and profitably exploiting new business opportunities. This practice area comprises 25 partners in Aberdeen, Edinburgh and Glasgow as well as colleagues in all 5 offices. The successful candidate will be based in Edinburgh or Glasgow but will be expected to travel between all offices regularly.

A key member of the business development team, reporting to a Business Development and Marketing Manager. The role holder will work closely with the other business development professionals in the team to ensure business planning, new client targeting, client care programmes, and information on existing and potential cases are successfully co-ordinated.

The manager will be an integral part of the management team of the corporate practice area. The role holder will be instrumental in ensuring that business development is regarded by partners as a critical aspect of their business and a key tool in maintaining and increasing Brodies profitability.

CORE TASKS

• Strategic management - challenging the underlying strategic issues, questioning the rationale behind existing concepts and ideas from a strategic perspective; persuading and influencing others on implementation of new strategic ideas; playing a key influencing role in partner meetings regarding business development issues and projects.
• Business planning - drafting and reporting on the marketing plan; creating the budget for and then management of marketing costs for the group; and ultimately providing input on the strategic business plan for the group. Should have the ability to assess new projects against the impact of cost & profit and adapt business plans in response to changing market requirements.
• Client care - development, maintenance and reporting on a focused client care programme for the major corporate clients. Work with partners to develop a co-ordinated client targeting / client care / client listening programme. Using market research and intelligence to identify new client or market targeting opportunities, recommend new business development ideas and suitable actions, and work with the partners responsible to make them happen.
• Opportunity spotting - identifying and pursuing opportunities be it from existing clients, new clients or referral organisations. Work with the partners and associates to convert the opportunity into new work.
• Tendering/ credentials creation - support the tenders team by providing and analysing information relating to the corporate practice area and wider firm when needed. Draft corporate specific credentials for clients or prospective clients with the aim of securing new work.
• Internal communications - building and maintaining a flow of market intelligence (e.g. major players, market shares, key client contact moves and developments) to partners and associates (e.g. via an intranet site, team meetings); providing regular communication within the group about planned marketing activity; work with business development managers responsible for related areas to co-ordinate client targeting activity.
• Marketing literature and events - devising original approaches to generate new marketing communications initiatives for the group. Overseeing the organisation of marketing events (e.g. enlightened thinking seminars) and production of literature for the practice area. Oversee marketing processes (e.g. CVs, reporting on cases, client database system, intranet and internet sites).
• Profile/PR - working with the communication team to maintain effective press coverage on major cases and market developments, drafting entries to legal directories and coordinating thought-leadership articles for the trade press.
• Marketing training - providing a structured and tailored programme of training on business development techniques to associates, assistants and secretarial colleagues within the group. Playing a role in the training of business development colleagues across the marketing practice area.
• Cross practice integration - using an understanding of Brodies' partner and business development network to develop new opportunities and leverage innovative ideas from own practice area to others. Sharing ideas with colleagues in order to enhance quality of work and best practice for business development.
• Be aware of Brodies' information security policies, and protect information assets from unauthorised access, disclosure, modification, destruction or interference at all times.

PERSON SPECIFICATION

• This is an attractive opportunity for a graduate with at least 5 years business development and marketing experience, looking for a new challenge to build on their existing knowledge. In addition to proven experience in the above areas of responsibility, we seek:
• At least 5 years relevant business development experience (preferably within a professional services organisation, where the individual frequently worked/works with senior management).
• Enthusiasm to develop an in-depth understanding of the corporate market in the UK and internationally (in terms of the market, significant transactions, the key players, the competition, and the actual financial/commercial structures and approaches involved in this area).
• A proactive approach, creativity, tenacity and energy.
• High attention to detail and strong client (commercial) focus.
• Can make tough decisions and follow through; anticipates future areas of risk for the practice and takes appropriate action to address these.
• Ability to motivate, develop and inspire both team and fee-earners to deliver business goals and change behaviour where required. Draws on experience to manage change.
• Ability to work to deadlines, juggle multiple projects and deliver under pressure. Ability to plan ahead, anticipate workload of the team and manage others' time efficiently, balances conflicting priorities and does not over-commit team and themselves - always manages expectations.
• We're looking for an individual who can work on their own initiative, is pro-active, persistent, robust and committed to "getting the job done".

SKILLS

• Experience in engaging and persuading senior colleagues on new concepts/initiatives and presenting up to Board Level.
• Proven track record of achieving strategic business objectives and using this experience to assess people and financial resources required for specific projects.
• Excellent interpersonal and influencing skills - with partners, key associates, and business development colleagues, clients and suppliers.
• Excellent communication skills - both written and oral.