Description Role overview
The Team
This role sits within our Business Development & Client Development team as part of our broader Brands, Clients & Markets Team. You will work collaboratively across the team and be supported by colleagues in Bids & Proposals, Client Development, Client Listening, Events, Creative, Digital, Internal and External Communications, Campaigns, and CRM.
Insurance
The firm's commitment to insurance is deep-rooted and our market leading Insurance teams advise many of the world's leading insurers, reinsurers, brokers, insureds, financiers and other intermediaries - our client list is a who's who of the insurance market. We are one of only a few firms in the market with both a market leading claims practice and a broader full-service offering to insurance sector clients. Our teams are recognised for their ability to handle the most significant and complex matters across the market. On the claims side this includes professional risks; Directors & Officers (D&O); medical malpractice; energy; construction and more.
Our corporate and commercial insurance team excels in high-value, forward-looking insight, helping clients to stay ahead of and respond to change. We understand insurance and where the market is heading, and our advice is centred around real challenges insurers face. We help clients navigate these challenges with a full service offering including: M&A; outsourcing; employment; regulatory advice; insolvency and restructuring; commercial contracts; litigation, IP and tax advice.
Over a third of our practice involves working on international claims, handling global disputes work from our UK, Hong Kong and Singapore offices. We also call upon our Global Access law firm network partners to provide local expertise where necessary.
The Role
With overall responsibility for Business and Client Development for both the firm's market leading Insurance practice and the firmwide Insurance Sector, this is an exciting position for an experienced Business and Client Development professional to play a pivotal role in shaping and delivering the firm's growth ambition for Insurance, leading a highly regarded and collegiate BD and Client Development team of five people.
Working closely with Partners, lawyers and colleagues across the firm, you will take the lead on driving forward the Global Insurance Key Account Programme, Business Development for the firmwide Insurance Sector and Insurance Market Groups, and the international insurance network of law firms (Global Access) in addition to providing strategic guidance and support to the Senior Leadership Team and lead Partners.
Within the Insurance team, the role works closely with the Head of Strategy & Operations on the overarching strategy and alongside the Client Development team to manage priority and growth client relationships.
Working closely with Sector and Practice Leaders and other key stakeholders across the firm, you will lead your team to deliver a forward-looking programme aligned with firm-wide priorities, supporting profitable revenue growth through cross-selling, proactive client engagement and insight-led business development.
The role will also lead on strategic pursuits, with support from our central bids and proposals team, strengthening account management disciplines and ensuring BD resources are directed to the highest-impact clients and initiatives. A key aspect of the role will involve using data, market intelligence and client insight to shape pipeline development, inform commercial decisions and embed structured client listening feedback
Key internal relationships Brand, Client & Markets team Associate Director of Business & Client Development Global Head of Insurance Global Heads of Clients and Markets Market Group Leads Partners in Insurance Lawyers in Insurance Head of Strategy & Operations, Insurance
Reports to:
Associate Director of Business & Client Development
Duties and responsibilities include but not are limited to the following:
Practice area and sector marketing / business development/ strategic contribution Work with the Insurance practice and firmwide insurance sector teams to grow the brand internally and externally Provide the Global Head of Insurance, Market Leads and CRPs with strategic support with their business planning and client development Hold strategic BD conversations with Practice and Market Leads to develop their group's BD strategy and gain buy-in to Insurance and Firm-wide initiatives Ensure that the Partners are fully engaged with the Insurance Sector and Firm's strategy Implement a range of targeting and cross-selling initiatives Lead the business planning and budgeting required by the Insurance Practice and sector to develop long range development plans coupled with shorter term financial, BD, marketing and resourcing targets. Measure return on investment of activities against BD plans and optimise accordingly Ensure practice area/sector marketing initiatives dovetail with firmwide marketing and brand building activities Work with the Head of Knowledge Management and PSLs on client requests, thought leadership initiatives and value-added services Keep up-to-date on market trends that impact the Insurance markets - ensure market facing activity is aligned to key trends Contribute to and lead strategic BD initiatives including thought leadership or strategic pitch support Ultimate responsibility for all Brand, Marketing, Sales and client development activities within the Insurance Sector and Practice.
Key Account/ Client Management Support and encourage Partners to cross-sell both within the Insurance practice and across the firm within the Insurance Sector Provide guidance, direction and oversight to the Client Development Managers and CRPs around client account management and offer strategic input and leadership of the Insurance client programme. Work alongside key Business Services teams and other Senior Business Development Managers to ensure collaboration and communication across the firm. Client facing role with selected clients within the Key Account Programme - attending quarterly review meetings, product development and internal operational meetings. The level of client facing, and sales time will vary depending on the portfolio of the client and strength of the relationships. In some instances, the role will be the first port of call and client interface for the firm. In addition to the operational support there will be a requirement for the individual to spend time building and growing relationships which may require time out of the officed to attend business development meetings and marketing opportunities. This will extend to attending core market events to grow/strengthen relationships and to create new connections for the insurance Partners. Where relationships exist, the role will also be relied upon to facilitate introduction and make sure that these are regularly followed up on. Attend pitch presentations/interviews where required Conduct client listening interviews and reviews with clients where required. Provide strategic oversight of and input on key pitch and sales opportunities Work with finance, practice group leads and the insurance steering committee to set commercial rate sets - drawing on knowledge of the sector. Perform a Partner negotiation role where required.
International Liaise with Global Access network law firms and their BDs to create and implement marketing campaigns and sales initiatives Work closely with Head of International BD and key stakeholders to further develop our international insurance associations and strategic tie ups, and monitor international growth and opportunities. Working with key stakeholders across the international Insurance team.
Team Management Managing 5 direct reports. Taking on responsibility for developing and growing the team in line with the growth of the team and their individual progression Ensure that the Insurance Partners are appropriately supported by the Insurance BD team. The team's role is to advise, coach and motivate client teams, assist in identifying BD opportunities, and to devise and execute strategies to generate profitable revenue growth. Part of the role will also be to take on responsibility for responding to any gaps in service, performance issues and areas for improvement / additional development needs. Supervise the BD Manager & Executives within the team, guiding them on execution of work, supporting them on management decisions, and being a sounding board for questions and ideas. Drive and role model a culture of high performance and grow the reputation of the Insurance BD team within the practice/sector for its professionalism and for the strategic and distinctive value it gives
The Candidate The successful candidate will have experience gained within a marketing and business development function at a major professional services firm - preferably within the legal sector. Experience of working with Insurance (disputes and claims) specialists is highly preferred. Sector BD and client account management experience would be advantageous but not essential. This is a highly visible and strategic role for the firm's largest and most established sector, so would be suitable for a seasoned and experienced Business Development Manager looking to step up or an existing Senior Manager who is looking for a new challenge in a full mix role at a firm where they can make a significant impact and help shape the growth of one of the firm's largest practice areas. Excellent mentorship, leadership, influencing, collaboration and people management skills are essential, as is commercial acumen and the ability to influence at all levels. Cultural fit is important as the firm and team prides itself on being a nice place to work, respectful, kind, open and collaborative. In addition to specific Insurance practice and sector responsibilities, this role will either lead on or contribute to wider firm groups and practices, projects, initiatives and campaigns. Reporting into the Associate Director of Business Development, this role will also have responsibility for supporting the overarching sector and client strategic firm priorities.
Specific knowledge, skills and experience A strong understanding of business-to-business marketing, BD and client relationship management within professional services, ideally the legal sector Evidence of good Partner management and influencing skills, ideally gained within a professional services environment Experience of developing sector, practice- and client-focused BD plans and a track record of delivering financial results aligned to objective Deep experience of working with clients in the Insurance sector Experience and a strong understanding of the workings and language of an insurance team in a law firm A relevant post-graduate management or marketing qualification such as CIM or equivalent would be advantageous Strong operational and project management skills Strong interpersonal and communication skills (both verbal and written) Effective relationship builder - is able to interact with individuals at all levels across the business A team player, with proven experience of developing and motivating others and a willingness to do what's needed across the board to contribute to growth Shows initiative Is a self-starter and has the ability and confidence to run with things Being an ambassador of the firm Stature and gravitas - is professional, credible and impactful, and confident with persuading and influencing where appropriate Able to think strategically and commercially Significant powers of organisation; excellent attention to detail; and infectious enthusiasm
Diversity, equity, inclusion and belonging
We are problem solvers. Whether in front of clients or behind the scenes. To solve problems creatively for clients, we need diverse collaborative thinking; drawing on different experiences, backgrounds and perspectives. That means that everyone who either applies to, or works for, the firm is treated equitably. Webelieve in removing barriers to equal access not least because our people define us and define what we do. If you need support and adjustments to do your best work, whether that's during the recruitment process or throughout your time at RPC, we're here to help.
Flexible working that supports your commitments outside of work is an important part of our culture and, where possible, we will support this across all roles. Please get in touch with our recruitment team if you have any questions about our hybrid working approach or flexible working policy.
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