Senior Business Development Manager (Corporate & Commercial and Banking & Finance)

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Brodies LLP is a prominent UK law firm headquartered in Scotland, that provides expert advice to UK and international clients.

We have the capability and expertise to deliver mandates with global reach, uniting specialist perspectives from across our firm to offer bespoke legal solutions and advice, resulting in impactful outcomes for our clients.

With offices in London and throughout Scotland, we are dedicated to driving innovation in the legal sector, leveraging new technologies and forward-thinking strategies to deliver exceptional value and efficiency for our clients.

Our contract with our people underlines our commitment to fostering a supportive and inclusive work environment, prioritising the wellbeing and development of our colleagues to ensure they thrive both personally and professionally.

We are also deeply committed to making a positive impact in the communities in which we live and work. Through our pro bono work, charitable activities, and initiatives that promote diversity and inclusion, we strive to contribute meaningfully to society.

JOB TITLE

Senior Business Development Manager with a focus on Corporate & Commercial and Banking & Finance

Based in Edinburgh or Glasgow

REPORTING TO

Head of Business Development

JOB PURPOSE

Providing day-to-day strategic and practical business development support, market research and advice to the Corporate & Commercial and Banking & Finance practice areas with the aim of building and sustaining existing client relationships and profitably exploiting new business opportunities. These practice areas consist of a core group of partners and lawyers in Aberdeen, Inverness, Edinburgh and Glasgow.
A key member of the business development team, reporting to the Head of Business Development as well as to the practice area lead for Corporate & Commercial and Banking & Finance, this senior BD manager will be supported by two Business Development & Marketing managers and an assistant. The role holder will work closely with the other business development professionals to ensure business planning, new client targeting, client care programmes, and information on existing and potential cases are successfully co-ordinated. The successful candidate will be based in either Edinburgh or Glasgow but expected to travel to all other offices as required.
The senior BD manager will be seen as an integral part of the management team of the Corporate & Commercial and Banking & Finance team, and 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.
In addition to the practice area responsibilities, the senior BD manager will also have a firm-wide role to perform. The role is to work as a key support to the Head of Business Development to develop, guide and manage the BD team and its activities to ensure maximum value is added to the business. The senior BD manager will also work closely with wider senior marketing/BD/comms/bids leadership team who make key decisions about firm activity in these areas, developing strategies and creating opportunities.

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 business development plan; creating the budget for and then management of business development and 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 and 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 & Commercial and Banking & Finance clients. Work with partners to develop a co-ordinated client targeting / client care 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.
• Pitching - Play a lead advisory and hands on role in the pitching process for this practice area. This will include deciding whether to pitch or not, research, drafting and co-ordinating. It will also include preparing presentations and coaching for beauty parades and "softer" pitch and credentials documents.
• 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, offsites, team meetings); providing regular communication within the group about planned marketing activity; work with BD & Marketing 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 Corporate & Commercial and Banking & Finance. Overseeing the organisation of events (e.g. hospitality, seminars) and production of literature for the practice area.
• Profile/PR - working with the PR and Comms function to maintain effective press coverage on major matters and market developments, drafting entries to legal directories and thought-leadership. Work with the practice area on the development and maintenance of client-facing web-based tools and media.
• Business Development training - providing a structured and tailored programme of training on business development techniques and to associates, assistants and secretarial staff within the group. Playing a role in the training of business development staff across the team.
• 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 developing best practice for business development as a whole.
• BD team - manage several members of the BD team including supporting them with their development, appraisals and profile within the firm. Lead team meetings and ensure the team is cohesive, consistent in approach, motivated and happy.
• Firm-wide - work closely with the BD & Marketing Director on firm-wide projects including the strategic review (held every 3 years), the partners conference and overall BD strategy and approach. Deputise for the Director when required.
• Be aware of Brodies' information security policies, and protect information assets from unauthorised access, disclosure, modification, destruction or interference at all times.

PERSON SPECIFICATION

• Graduate (plus commitment to, or existing additional professional marketing/business qualifications).
• At least 7 years relevant business development experience (within a professional services organisation area, where the individual frequently worked with senior management).
• Enthusiasm to develop an in-depth understanding of Corporate & Commercial and Banking & Finance in the UK and across Europe (in terms of the market, the deals, the key players, the competition, and the actual financial/commercial approaches involved in this area).
• A proactive approach, creativity, tenacity and energy.
• High attention to detail and strong client (commercial) focus.
• Professional in outlook, attitude and appearance.
• Politically astute - can make tough decisions and follow through; anticipates future areas of risk for the practice and takes appropriate action to address these.
• Proven track record of achieving strategic business objectives and using this experience to assess people and financial resources required for specific projects.
• 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

• Excellent communication skills - both written and oral.
• Excellent interpersonal and influencing skills - with partners, key associates, and business development & marketing colleagues, clients and suppliers.
• Ability to motivate, develop and inspire both team and lawyers 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.