Senior Client Business Development Manager, Aviation

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Job Description | Senior Client Business Development Manager, Aviation

Department: Business Development and Marketing; Client & Business Development Manager

Location: UK

The Team

The global business development leadership team sets the strategy in consultation with the global strategy board and global practice groups. The Business Development and Marketing (BD&M) teams (comprising communications, marketing, business, and client development experts) are aligned to our regional boards and leadership teams: Asia Pacific, Middle East and Africa, North America, UK, Europe.

Our strategy seeks to:

• Manage and develop clients and profile in our global sectors.
• Adopt a content and product led approach when growing our market profile.
• Prioritise the use of integrated digital marketing channels.
• Position our most senior staff as advisors to the business, supported by expert execution teams.
• Our principles dictate that the highest value clients and opportunities command the highest value BD attention and bespoke tactics.

The Role

This position is an essential part of our business development and marketing team, focusing primarily on the engagement and conversion stages of the sales pipeline. You will be expected to leverage and influence our global network; facilitate the sales process; conceptualise and coordinate high value marketing and communications activity and provide advisory and execution services to grow market share and client revenue. Shaping and implementing initiatives, tailored to market and client nuance will be key to the success of this role. This role may have line management and supervision responsibilities and is supported by specialist pitches and pursuits; marketing and communications; client development; and centralised shared services teams.

Key Responsibilities

Management responsibilities

• Work closely with the leadership team, global and regional sector groups and multinational client teams to ensure the BD&M team are driving forward the key pillars of the global and regional sector and client strategies.
• Effectively supporting the regional leadership and the wider team as appropriate to deliver broader firm projects and focus on larger picture strategy.
• Effectively advocate the aims of the firm's business development agenda to the business, assisting partners, lawyers, and team members in maintaining an awareness of these aims and guiding their implementation.
• Maintain an overview of the developments taking place in the firm and market and communicate those developments to partners, lawyers, and other team members.
• Contribute to the continuing development of business development and marketing tools that support the implementation of our plans.

Client growth

• Institute a "Clients first, client centric" mindset. All activity across the pipeline should have an intentional client impact and outcome which compliments the regional growth objectives.
• Work with regional partners to identify the clients that offer the greatest potential for revenue growth and implement multi-practice client development plans designed to sell our full-service capabilities.
• Support and facilitate the deployment of client insight methodologies to embed senior client stakeholder relationships and satisfaction review processes.
• Work collaboratively with business development managers and client development managers, regionally and globally, to ensure alignment of client programmes across the firm, ensuring that BD activity is driven by client need.
• Lead collaborative client teams with colleagues from various functions (e.g. HR, finance, business intake) to achieve agreed yearly milestones.

Market growth

• Lead the client and market related development and implementation of the aviation sector growth strategies.
• Develop clear strategies and business development plans, formulate aligned marketing campaigns, and maintain a strong focus on growing key client relationships.
• Work closely with peers leading practice and sector strategies in your market to ensure a coordinated and consistent go-to-market strategy.
• Support on key strategic pitches and ensure the pitch infrastructure adequately represents the strengths of your sector.
• Oversee the communication and marketing strategy for your sector, including supporting on multichannel marketing campaigns in coordination with the wider BD & marketing team.
• Manage marketing materials and activities in support of the business development and client growth agendas including brochures, directory submissions, awards submissions, web pages, client articles, social media posts, newsletters, reports, podcasts, webinars etc.
• Work with the marketing and communications team to ensure PR strategies support growth plans and enhance campaigns.
• Oversee the full end-to-end event process for client events, including planning, project management, managing event logistics and running events onsite.

Essential Skills & Experience

Substantial experience of working in relevant roles and comparable environments, preferably within the legal industry, including:

• Experience managing more junior team members.
• Developing clear plans for key sectors and demonstrating the resulting increase in revenue.
• Managing the implementation of strategically aligned marketing activities.
• Implementing and managing appropriate cross-practice and international activities.
• Experience of setting and monitoring budgets.
• Works comfortably at manager level and possesses the ability to influence key partner/lawyer groups.
• Strong organisational skills and the ability to handle multiple priorities within tight timescales.
• Able to work to very tight deadlines under pressure and to assimilate information quickly.
• Strong interpersonal skills including confidence, positivity, diplomacy and the ability to gain credibility quickly.
• Excellent verbal and written communication skills.
• Demonstrates attention to detail with a high level of accuracy.
• Positive and tenacious with the ability to pro-actively drive initiatives forward and motivate resources within and outside their team to perform.

The Firm

Clyde & Co is a leading global law firm, specialising in the sectors that underpin global trade and commercial activity, namely: insurance, transport, construction, energy, trade and commodities. It is globally integrated, offering a comprehensive range of contentious and non-contentious legal services and commercially minded legal advice to businesses operating across the world. Clyde & Co is committed to operating in a responsible way. This means progressing towards a diverse and inclusive workforce that reflects the diversity of its communities and clients, using its legal skills to support its communities through pro bono work, volunteering and charitable partnerships, and minimising the impact it has on the environment. The firm has 480 partners, 2400 lawyers, 3200 legal professionals and 5000 people overall in over 60 offices and associated offices worldwide.

Our Values

Our values are the principles that guide the decisions we make, unite us in our endeavours and strengthen our delivery, for our clients and our firm. We:

• Work as one We are a globally connected team of talented people who act with a firm-first mentality to achieve success.
• Excel with clients We aim high and challenge ourselves to deliver unique excellence for our clients, keeping them at the centre of everything we do.
• Celebrate difference We help each other to be at our best and believe our differences result in greater achievement.
• Act boldly We seek new opportunities, take action and learn as we go, recognising that curiosity drives our development and contributes to growth.

Business Services Competencies

Clyde & Co is committed to providing extensive, personal and professional development opportunities for our people enabling them to be highly effective in their current role as well as assisting them to fulfil their career aspirations.

The competencies are used to inform all aspects of Business Services career development. They vary across levels and different business areas and fall under the following areas:

• Technical Excellence
• People and Team
• Client/Stakeholder Relationships
• Service Delivery and Commercial Awareness
• Personal Effectiveness

Note: This is the job description as constituted at present; however, the Firm reserves the right to reasonably amend it in accordance with the changing needs of the business.

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