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Client & Market Development Manager - Financial Investors

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Business Development
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JR-1038 Requisition #

Clifford Chance is one of the world's leading law firms, helping clients achieve their goals by combining the highest global standards with local expertise.  The firm has unrivalled scale and depth of legal resources across the three key markets of the Americas, Asia and Europe and focuses on the core areas of commercial activity: capital markets; corporate and M&A; finance and banking; real estate; tax; pensions and employment; litigation and dispute resolution.

 

We have an ambitious global strategy which puts clients at the very heart of everything the Firm does. We have a clear mandate around developing our existing strengths and relationships, while increasing our market share in new markets. Our Client & Market Development ("C&MD") teams are pivotal in making the Firm strategy a reality.

 

Financial Investors client & market development team


Our Financial Investors client & market development team manages relationships, and helps our lawyers to develop business with, clients across 5 key sectors: Private Equity, Funds & Asset Managers, Insurance, Real Estate and Sovereign Wealth. It is the firm's high growth client segment and forms a critical part of the firm's business strategy.


Job Purpose

The Client & Market Development Manager will support the Financial Investors segment of clients. 


We are strategically deepening ​​our global relationships across our financial investor client base. This is a group that is growing in influence in the financing and capital markets of the world and an area where we have the expertise to enable these businesses to succeed. We have made some tremendous progress with these clients who are playing a critical role as providers and investors of global capital.

 

The purpose of this role is three-fold:

 
  1. Drive and manage the implementation of the Firm's strategy at the client level.
  2. Proactively manage a portfolio of Financial Investors client relationships alongside Global Relationship Partners and core relationship teams.
  3. Proactively help the Firm to develop business with these clients via a range of revenue generation activities, client feedback and sharing best practice – constantly putting our clients at the heart of how we work and being committed to delivering a world-class service efficiently and effectively, every time.

Key Responsibilities

You will have responsibility for a number of our Global Strategic Clients in the Financial Investors segment, seeking to develop deeper and stronger relationships with these clients. The responsibilities of the role are as below:


Client Management
  • manage a portfolio of Financial Investor global strategic clients including some of the firm's largest/strategic high growth clients

Client Segment Support

  • manage the sovereign wealth fund sector including supporting the sector partners on monitoring sector trends, product development and the development of new client relationships – will involve working closely with our Asia Pacific and Middle East teams
  • work closely with the Global Head of Client & Market Development – Financial Investors to develop and share best practice throughout the Firm and support broader client segment BD initiatives
  • support the Global Strategic Client Programme through meaningful contribution to strategic projects as necessary
Client Intelligence and Planning
  • research and analyse a client's business and key market sectors to identify new revenue-generating opportunities using a broad range of techniques and information sources
  • collate and disseminate key client developments, news stories and industry trends to client teams
  • work closely with your Relationship Teams to develop, implement and track progress of annual global client plans
  • ensure client plan objectives and actions are followed up in a timely manner, holding team members to account as necessary
  • actively monitor relationship mapping and ensure regular dialogue with key relationship contacts and the development of new relationships across your client's business
  • share experiences from other client teams; provide objective thinking and suggestions towards the expansion of the client relationships
Client Teams
  • liaise on client-specific activities with a wide range of internal stakeholders across the global Clifford Chance network, e.g. partners, lawyers, secretaries, business development and business services teams
  • draft internal client team communications
  • assist with the preparation of agendas for internal team meetings, and capture and follow-up on action points arising
  • update client intranet sites and optimise use of the client contact management database (InterAction)
Revenue generation
  • manage the achievement of global revenue fee targets for your clients
  • identify and respond to new revenue generation opportunities arising from client and market developments
  • combine financial analysis with industry knowledge to identify gaps and exploit new business opportunities
  • develop business through leveraging the firm's product offerings and thought leadership campaigns
Client Reporting and Financial Management
  • preparation of regular financial and non-financial reports for clients and internal audiences, and interpret data
  • circulate new matter notifications and monthly financials to client partners with summary findings
  • monitor the financial performance (including profitability analysis and lock-up) of individual clients and recommend actions to improve performance
  • produce and manage client relationship documents
  • coordinate and attend internal global, regional and local client meetings as necessary
  • administer and maximise value to the firm from client secondments
Client Events
  • work with the Events Team for ideas on specific client events that will meet the strategic and tactical objectives of the client plan
  • play a key role in the organisation of client events working with the Events Team and external providers as appropriate
  • work with Associate Teams to help plan and run their own client events
Pitch & Commercial Support
  • responsibility for global panel pitches and major cross-practice opportunities for clients within your portfolio including managing the RFP process and the content through to presentation rehearsals and win/loss reviews (working with a range of Business Professionals, including the firm's pitch manager, as well as the core relationship team)
  • develop ad hoc marketing materials and assist in the preparation of presentations
  • manage panel and pricing agreements, alongside the firm's commercial pricing team, and ensure client fee arrangements and outside counsel terms are correctly communicated and enforced internally
  • ensure we deliver on our value added services "promises" (e.g. secondments)
Client Feedback

  • ensure regular relationship, matter and secondment feedback reviews are held and ensure feedback is shared with the relationship team and acted upon in a timely manner

Experience:
  • You will have extensive client relationship management experience or have had significant exposure to client relationship programmes ideally from a practice BD role
  • Knowledge of the financial investors sectors – private equity, funds & asset managers, insurance, real estate and sovereign wealth funds - is desirable but not essential
  • In depth experience of strategic account planning and managing complex panel RFPs is key
  • You will have experience of coaching & devising training for Partners & Associates in client relationship management skills
  • You will have developed your commercial and business development skills in similar roles working within professional services firms
Skills:
  • You will be highly motivated, a self-starter, committed to high performance
  • You will be pragmatic and have strong project management and analytical capabilities
  • Ability to demonstrate a global perspective, with sensitivity to multiple and diverse cultures, exposure to working in global environments would be an advantage
  • Strong interpersonal skills and exceptionally strong communication skills, both verbal and written (including strong editing and proofing ability and attention to detail)
  • Well developed influencing and presentation skills and be confident, resilient and focused
  • Ability to demonstrate a track record of being pro-active and delivering high quality work both personally and through a team
Qualifications:
  • You will be educated to degree level or equivalent 

To find out more:

Interested? To find out more about what it is like to work at Clifford Chance in London please visit our careers site


Equal Opportunities

At Clifford Chance we understand that our true asset is our people. We believe that each and every one of us should experience an equality of opportunity and an equality of experience here. We are always working to develop and deliver the best and most innovative approaches to make that happen. Inclusion is good for our team and their families, our firm and society.


We are therefore committed to treating all employees and job applicants fairly and equally regardless of their gender, gender identity and expression, marital or civil partnership status, race, colour, national or ethnic origin, social or economic background, disability, religious belief, sexual orientation, or age.  This applies to recruitment and selection, terms and conditions of employment including pay, promotion, training, transfer and every other aspect of employment.


The firm will regularly review its procedures and selection criteria to ensure that individuals are selected, promoted and otherwise treated according to their relevant individual abilities and merits.


We have a number of initiatives and networks that support our aspiration to be the Global Law Firm of choice. These include our LGBT, Gender Parity, Ethnicity and Disability networks.


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