Business Development Manager

Term: Contract
Practice area: Marketing & Business Development
Location: Guildford
The Firm

Stevens & Bolton is one of the largest teams of lawyers in the South outside London. Independently recognised as one of the UK's leading national law firms we build deep relationships with our clients, whose satisfaction with our services is the true measure of our success.

Our single office approach ensures excellent communications and efficient co-ordination of our resources. We handle complex and strategic work for our clients, but appreciate the importance of value for money, commercial awareness and flexibility. International work is as important to us as our domestic practice and we regularly work with many carefully selected law firms around the world.

We want enjoyment to be a primary driver in the working day - and a key 'reason to be here' for our employees. It's a philosophy that comes from the top and cascades through the organisation. It is upheld through a combination of factors: delivering quality in everything we do; securing stimulating, challenging work that stretches and rewards; employing truly distinctive, diverse people who willingly engage, collaborate and support; committing to continuous development for everyone; and providing a sustaining environment in which people can learn and grow.

The Role

We have an excellent opportunity for a Business Development Manager to join the firm’s marketing & BD team. This position is to cover maternity leave and will therefore be offered on a fixed term contract. The role is responsible for delivering a professional, high quality, proactive and consistent approach to business development that focusses on strengthening deepening and growing client relationships profitably cross the firm’s practice and sector groups.

This person will also take a lead in advising partners, lawyers, BD colleagues and other support service teams on the development of clear business plans, strategies, campaigns, initiatives and key account management.

The style of working for this role needs to be inclusive across the marketing & BD team and wider business with regular reporting to the Head of Marketing & BD. You will be a trusted adviser to the practice and sector groups, helping them to deliver their business plans. This will be done by providing added-value support through the full marketing mix including profile raising through targeted campaigns, strategic management of pitches, client development and targeting programmes.

At the centre of the role is a drive to get the firm in front of the right clients and targets, to improve the pitching process and content and to support in the development of a CRM system.

The role holder will also effectively manage an executive.

Key responsibilities will include:

            Business and BD strategy

  • Acts as a trusted adviser, working with the practice and sector groups and wider firm to help draft, implement and deliver business plans.

  • Advises on BD investment decisions at practice and sector group level, overseeing the expenditure reports (working with the finance team) and contributes to ensuring that the firm receives suitable return on investment.

  • Works within the relevant budgets, ensuring accurate cost allocation and forecasting.

  • Identifies campaigns and initiatives in line with the business plans to grow new and existing business.

  • Manages resources to ensure that BD initiatives are supported adequately. This includes both the appropriate use of direct report(s) and managing a broader pool of associates, support staff and secretaries as appropriate on a project by project basis.

  • Supports the Head of Marketing & BD and leadership with projects.

    Client listening/Key Client Management

  • Devises and implements client plans in collaboration with the relationship partners.

  • Manages the process for development of key accounts ensuring that plans are adequately maintained and actions are followed through by team members.

  • Regularly provides suggestions for ways of enhancing client relationships and/or cross selling relationships across practice and sector groups.

  • Works with the Head of Marketing & BD and the communications team to develop compelling and targeted communications and collateral for the firm’s key clients.

  • Works with the Head of Marketing & BD to develop a robust client feedback programme.

    Pitch, credential and presentation management

  • Considers opportunities and operates a go/no go decision process.

  • Project manages the pitch production process, delegating to the executive and associates and support staff when necessary.

  • Takes a leading role and works with the BD team on the implementation of the brand through the use of BD pitch, credential, presentation and other BD templates.

  • Prepares partners ahead of client and target meetings.

  • Advises the executive and wider team members on the drafting of pitch and credential materials, in order to develop their skills.

  • Oversees the management of the firm wide experience and pitch activity databases to ensure information is up to date and complete through the implementation of a robust deal tracking and experience capturing process.

  • Oversees the management of the BD tool kit to ensure the firm has an up to date bank of good template responses for pitch situations.

  • Researches and analyses competitor and market data/information.

    Management of the Executive

  • Proactively manages the workload of the Executive ensuring tasks are delivered on time, to the required standard of accuracy and excellence.

  • Undertakes annual performance of the executive with Head of Marketing & BD.

  • Coaches the Executive and BD team members where opportunities arise/appropriate.

Qualifications and Experience
  • Degree-educated (preferable).

  • CIM qualification (desirable).

  • Previous experience of marketing/BD in either a law firm or other professional services firm.

  • Excellent written and verbal communication skills.

  • Proven ability to communicate effectively and be persuasive at a senior level.

  • Pro-active approach to defining needs and delivering solutions.

  • Being able to be in front of the business and plan and co-ordinate relevant stakeholders and colleagues.

  • Excellent project management, organisation skills and attention to detail.

  • Ability to manage multiple deliverables within a tight timeframe and deliver high quality work.

  • Team player, reliable, helpful and willing who brings in team members early on in projects.

  • Strong analytical skills.

  • A solid economic world view, based on regular consumption of the financial media.

  • Ability to prioritise your own workload and provide support on prioritisation for any direct report.

  • Ability to delegate effectively whilst keeping a good handle of progress and quality.

  • Outgoing personality – “a people person”

  • Willingness to meet the demands of the role through extended hours when required.