PURPOSE OF THE ROLE
• The Senior Business Development Manager (SBDM) role is strategically important to the growth of our business and will provide Business Development support that is targeted and focused on growing the business's reputation with Financial institutions.
• The financial services sector accounts for over a third of all revenue generated at Addleshaw Goddard and has aspirations for further international growth over the next year.
• Our Financial service sector comprises of 5 sub-sectors (Retail banks, Investment banks, Insurance, Digital assets, Payments & fintech and Private Capital) We work for over 1400 financial institutions, with more than 1000 lawyers advising them on the most strategic and innovative transformational transactions and projects, critical board-level issues and everyday business needs.
• The Senior BDM will work alongside the Financial Services Sector leadership team, working in partnership with the assigned subs-sector lead partners.
• This role is based in London with occasional travel to other AG office locations.THE TEAM
• The Business Development team is a centralised function advising and supporting the Firm in its marketing, sales support and business development activities.
• The key drivers for the team are to ensure we support the development and implementation of the firm's strategy and in particular help:
o Drive profitable revenue growth (through the key client programme and new clients)
o Develop and deliver a clear brand proposition through our sector focus
• The Senior BDM will sit within the central BD function providing support to the Financial Service Sector. They will report directly to the Head of Clients and Sectors, and work with them to promote best practice approaches across the client and sectors team.
• The role has line management responsibility for the FS sector BD team comprising 3 BD managers and 2 BD Executives.
WHAT TO EXPECT IN THIS ROLE
To be successful in this role, you will have
• A deep and detailed knowledge and understanding of the Financial Service Sector, developed from either:
o Direct sector experience; or
o A BD Manager role focused on the financial service sector
• A well-developed consultative approach and style, able to build consensus around a concept or vision.
• Strong people management and development experience with an ability to build relationships quickly, gain people's trust at all levels and to work effectively and efficiently in a challenging fast-paced environment
• Experience and expertise in developing strategic plans and translating those plans into tactical implementations.
• A sales focused mentality, able to coach and mentor partners and fee earners at all levels in sales best practice.
• Budgeting & budget management experience.
• Client account management / development experience (highly desirable)
• 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.
• Highly organised with the ability to prioritise workload according to business need to ensure completion against tight deadlines.
• Excellent communicator with the confidence to interact professionally with all levels of seniority both internally and externally
• Experience of bid management
KEY RESPONSIBILITIES
• Work with the Sector Leadership to identify the growth opportunities across the sector internationally and provide strategic business planning support that is aligned to those growth aspirations. Working closely with the Group Business development managers, Finance and HR to and executing a cohesive plan in terms of people, profit and growth goals.
• Develop the BD budget to support the FS sector strategic objectives and advise on activities in line with these objectives
• Provide research on growth opportunities, whether sector driven or through market change, that will validate business planning tactics.
• Working closely with the dedicated Client Relationship Managers assigned to the Financial Services Sector clients, to ensure alignment with sector strategy, the sharing of best practice, and drive revenue growth.
• Manage a number of identified key client relationships for the sector, working with the CRPs to deliver a clear strategic plan for growth and ensuring the delivery of excellent client service.
• Lead on the bid strategy for major FS sector opportunities (both existing clients and new clients) and provide support to bids led from the sector
• Responsibility for the design, management and execution of campaigns/activities throughout the year. Planning follow-up activity, working within defined budgets and tracking return on investment
• Work with the Sector Leadership to identify opportunities in the firm to cross-sell and identify opportunities for clients and targets across the business.
• Manage, coach and mentor junior members of the BD team designated to the Financial Services sector, to ensure delivery of work and content for BD activity is up to date and stored centrally for other teams to access.
• Manage all central BI & MI reporting requirements for the sector, performing quarterly and annual reviews of performance.
• Take 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) acted upon (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)
• Use the shared support team to manage workflow and work with the wider team to Channel insights from PR, Bids, Marketing back to sector Heads and the wider divisional partner community
• Take steps to build a personal network within the firm and with relevant external bodies
• Channel ideas from, PR, Bids marketing back to sector partners to ensure best practice is being shared.
OUR FIRM
Addleshaw Goddard is a place where you are valued, encouraged, and challenged to fulfil your potential in a supportive and collegiate environment. Our culture of improvement, growth and collaboration delivers results, drives innovation, and rewards ambition.
We not only provide technical excellence and experience but, crucially, demonstrate real insight into our clients and what really matters to them and as such we are natural choice for FTSE100 clients and their equivalents in other markets.
Our success has been built by people from the widest range of backgrounds, locations, and perspectives. We have a number of employee networks that provide space to discuss the differences that make us who we are and celebrate this at AG.
OUR APPROACH: IMAGINE THE BEST YOU CAN BE
Everything we've accomplished can be traced back to our people and the way we work. Our reputation is something we are proud of, and constantly invest in.
Here, you'll do high calibre work, with high-character colleagues who care for one another and our clients.
Are you up for the challenge?
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