Sector Business Development Manager

Addleshaw Goddard
14 Oct 2019
11 Nov 2019
Marketing Disciplines
Business Development
Industry Sector
Legal, Professional Services
Contract Type
Work Experience Level
Agency-side or Client-side
Client Side

Sector Business Development Manager

Department: Business Development

Reporting Line: Head of Clients and Sectors

Location: Flexible (London/Manchester/Edinbugh/Glasgow/Aberdeen)

AG Level: 3

The Firm

Addleshaw Goddard is a premium, international business law firm. Our lawyers help many of the world's best-known brands - including over 40 FTSE100 companies - to protect their interests and make the most of business opportunities. We operate from 12 offices in Europe, Asia and the Middle East, and focus heavily on industry sectors such as retail, energy, transport and financial services. We are the current Litigation Law Firm of the Year, Real Estate Law Firm of the Year and Private Equity Firm of the Year in the UK, are recognised as one of the most innovative firms in Europe and have enjoyed several consecutive years of growth. We have a modern, inclusive and approachable culture and are committed to providing an environment where people are developed and valued.

This role sits within the Business Development department, whose focus in on helping our expert partners and other lawyers to build our brand, communicate persuasively, win business and develop our client relationships. That has brought with it new opportunities for brilliant Business Development and Marketing talent who can help us to demonstrate the firm's quality, come up with imaginative ideas and deliver impact.

The Role

The BDM will sit within the central BD function providing support to the sectors.

A successful BDM understands their respective sector, its key market drivers and what this means for the firm and our clients. Our Sector BDMs are 'connectors', they identify and lead the direction of the sector and unite the respective parts of the firm around a common goal. Our Sector BDMs work closely with their fellow team members who have primary responsibility for the clients in that sector and together they ensure that we are capitalising on our strengths and achieving our ambitious plans for revenue growth. This is a varied and rewarding role that is dependent on building good relationships. Teamwork is key both across BD, with other Directorates (such as finance/Knowledge/PR etc.), across our offices and with the various practice groups.

This role will be based in one location with occasional travel to other UK offices, as required. Duties

Duties include, but are not limited to:

  • Working with the Sector Heads to formulate/refine/update sector business plans, client targeting and conversion, driving greater cohesion and rigor across our offices and practice groups
  • Work with Sector Heads to identify opportunities for clients in the your sector to cross sell appropriate service lines from each division
  • Build trusted relationships with all partners operating within your sector
  • Work with other divisional and sector BDMs("Conductors") to share knowledge, TL, campaigns and best practice
  • Use the shared support team to manage workflow and understand how to work with the wider "orchestra"
  • Channel insights from PR, Bids, Marketing back to Sector Heads and the sector partner community
  • Feed into / develop Thought leadership and campaigns in conjunction with the sector team
  • Prioritise and triage requests from partners and fee earners to assess go/no go and manage the support required
  • Develop a network, or community of MAs and Associates that are connected to and invested in the sector
  • Responsibility for Client Relationship Management of between 2 and 5 Client Universe clients
  • Lead relevant pitch opportunities / working with the bids teams where appropriate
  • Taking responsibility for learning about the sector (both externally and internally), what our proposition is and what we want to achieve so that insights are shared and opportunities for cross-selling are a) identified b) publicised c) executed (e.g. finding the right teams/creating the best proposition) and d) measured
  • Identifying and championing the 'hot topics' or areas of specialist knowledge we want to be known for/should be promoting through the year and the best format for that promotion (e.g. thought leadership/know how/partnering with other agencies etc)
  • Responsibility for the design and management of campaigns/activities throughout the year. Planning follow-up activity, working within defined budgets and tracking return on investment
  • Develop a calendar of campaign events for the sector and be able to demonstrate ROI
  • Budget responsibility for the respective sectors
  • Responsible for updating relevant internal and external sector content, including on AG's extranet and intranet sites, standard bid and pitch content etc.
  • Responsibility for managing the content and preparation of the sector review documentation and ensuring actions are followed up
  • Cold call targets
  • General profile raising internally (e.g. internally at relevant meetings such as the sector reviews) and externally (at events etc.)
  • Take steps to build a personal network with relevant external bodies as well as within AG

Knowledge, skills and experience required (bespoke to role)

  • Able to lead a virtual team and delegate to the most relevant individuals
  • Commercial understanding and awareness combined with the ability to drive connections and translate the strategy into action
  • Ability to network independently and build a network in 'new' areas - to create a platform for growth
  • Work with specialist teams across the BD Division, other Directorates and the practice to align support for specific projects (BD, client or sector specific)
  • Highly organised with the ability to prioritise workload according to business need to ensure completion against tight deadlines
  • Competent communicator with confidence to interact professionally with all levels of seniority both internally and externally
  • Relevant sector knowledge is a bonus but an ability to learn and an enthusiasm and passion to succeed is essential