Business Development Manager

Practice Group(s):
Insurance

Location:

London, Manchester, Edinburgh or Glasgow
Type:
Permanent
Hybrid working: 2 days per week in the office

The Department

The Global Business Development Leadership team sets the strategy in consultation with the Global Strategy Board and Global Practice Executives. The BD teams (comprising Communications, Marketing, Business and Client Development experts) are led by regional heads of Business Development who are aligned to our regional boards:
Asia Pacific, Middle East 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 in taking our practice groups to market
• 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

The Business Development Manager role is fundamental to managing and delivering the business development and marketing plans for business lines within the Insurance and Professional Services Practice Groups. This role will report into an Insurance Senior Business Development Manager and work in collaboration with the Insurance BD leads, Senior Business Development Managers and Business Development Managers within Insurance to identify opportunities.

To advance the business development strategy for the group, the post holder must balance autonomy and coordination with the senior stakeholders to identify opportunities, set, manage and deliver the plans for the insurance business lines. Proactive communication and alignment with the core partners are vital to ensure everyone is on board and moving in the right direction.

Key Responsibilities Engage with contacts at clients and targets (Marketing & Communications activity)

• Execute marketing tactics in agreed plans and campaigns, using analytics to identify and track leads.
• Ensure messaging and materials are on brand.

Content, Products and Thought Leadership ("Tools")

• Support the Senior Manager in using products and content for client engagement.

Marketing Channel Management

• Execute and manage all marketing channels as set out in marketing plans to best practice.

Measurability and Analytics

• Use analytics to identify and track leads, monitor performance for maximum ROI, and report back on effectiveness.

Evaluation by clients and targets of our capability and appropriates to instruct (Client & BD activity) Research and Intelligence

• Undertake prescribed analysis of internal and external data sources to meet client team, practice and sector needs.

Matter Description Management

• Drive collation of matter descriptions through pitch and legal directories, internal communications, etc., and save these to the matter database in accordance with BD and risk best practice.

Legal Directories

• Support the legal directories process including research and content management tasks.

Conversion of Opportunities to Instructions (Client & BD activity) Business Line Strategic Pitch

• In conjunction with the Senior Manager, lead pitches of strategic importance to the business line ensuring Go/No-Go evaluation and pitch reviews are completed.
• Facilitate access to pitch best practice tools and content; coordinate contribution of pitch stakeholders.

Business Line Tactical Pitch

• Direct work to define pitch proposition and advise on structure and timeline of pitch project ensuring the standard process is completed. Remain as advisor to project as necessary.

Client Meeting Preparation

• Prepare internal and external source research and supporting material including marketing assets.

Partner Pipeline Review Meetings

• Support preparation for Pipeline Review Meetings including maintaining systems that hold engagement and pipeline data accurately.

Retention of Existing Clients, and Expansion of Relationship to other offices and practices (Client & BD activity) Client Insight:
Relationship Reviews

• Ensure metrics from client interviews are recorded in appropriate systems.

Client Insight:
Matter/satisfaction Reviews

• Following best practice, ensure appropriate client matters are opted into the programme, support reporting and analysis needs.

Operational Management People

• Take responsibility for personal deliverables ensuring they meet agreed scope and high quality.
• Keep senior manager apprised of new and work in progress, consult on barriers and obtain approval before delivery.
• Attend relevant training courses and continuously develop required skills.

Process

• Conform to global standards and best practice, and pursue continuous improvement.

Data

• Contribute routinely and accurately to BD systems, safeguard data integrity and use data for analysis and improvement of programmes.

Technology

• Use BD technology promptly as required by processes and activity.

Essential Skills & Experience

• Ideally an experienced Manager, but senior executives with strong experience and skills…