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Senior Client & Market Development Executive

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Business Development
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JR-1371 Requisition #

Clifford Chance seeks a Client & Market Development Executive/Senior Executive to help support and proactively drive forward the business development and marketing strategy for our Asia Pacific Litigation & Dispute Resolution practice.

The purpose of this role is to support the APAC Litigation & Dispute Resolution practice development and marketing function, through the delivery and execution of a diverse range of client, practice and marketing programs and initiatives. In this role you will work together with the local, regional and global business development and marketing teams, partners, lawyers and other stakeholders.

In broad terms, your focus will be to:

  • Operate as a trusted advisor to the fee earners
  • Lead on all aspects of the new business generation / pitching process
  • Support the development of the practice, clients and sectors
  • Ensure delivery against agreed business development plans
  • Produce research on companies, industries and countries
  • Lead submissions to the main legal directories and advise practices on promoting their capabilities to these directories

You will be a critical member of the business professional team supporting the L&DR practice and will liaise directly with partners, lawyers and other business services professionals. You will work very closely with the wider Asia Pacific Client & Market Development (CMD) and Brand, Communications & Marketing (BCM) team.

This is a hands-on role that requires quick and accurate work. Key attributes are a genuine enthusiasm to be a part of a busy team, an ability to prioritise, willingness and ability to take ownership of tasks with strong attention to detail and a proactive and positive mindset.

You will be enthusiastic, engaging and considered, with the ability to build relationships across many levels of business. You must be a proven collaborator, a strong team player and be comfortable taking ownership of the tasks at hand.

The successful candidate would preferably have worked in a partnership or in professional services.

Key Responsibilities

Relationship building

  • Develop strong relationships with the fee earners across multiple practice areas 
  • Develop equally strong relationships across the APAC and global CMD and BCM team so that you can effectively connect with the wider network
  • Develop good relationships across all areas of the Business Professional team– Business Management, HR, Finance, Best Delivery, Knowledge, IT, EAs

Proposals, pitches and capability statements

  • Proactively manage proposals, pitches, capability statements with fee earners and other business functions to produce key materials in PowerPoint, Word, etc.
  • Contribute to cross-border pitch projects, liaising with the global CMD team
  • Support the pitching process, delivering market analysis to assist partners to assess new opportunities
  • Maintain up to date global and local materials on the Asia Pacific L&DR Practice.
  • Track pitch outcomes and produce win/loss reporting

Opportunity spotting

  • Develop market knowledge, understanding and insights to identify potential business opportunities and expanding existing business, as well as raising the practice's profile via events, conferences and client seminars
  • Identify and co-ordinate cross-selling opportunities with other practices, sectors and client teams

Client, sector and L&DR practice focus

  • Support the APAC L&DR practice's sub practice area initiatives
  • Support the Firm's key sector program by feeding into global initiatives
  • Advise partners on targeting and client relationships in conjunction with client, sector and country focus teams

Marketing and communications

  • Produce targeted client lists from the Firm's CRM tool (InterAction)
  • Develop the Firm's reputation through targeted marketing communications, publications (newsletters, client briefings), and awards and directories submissions.
  • Liaise with the BCM team on media and PR opportunities.

Events, seminars and conferences

  • Support on activities relating to client events (including guest list, coordination of slides, management of speakers and logistics).
  • Work efficiently with the wider facilities and Business Services team on both internal and external events.

Business planning

  • Support practice group business planning with key APAC L&DR stakeholders:
    • Understanding the external forces that shape the clients' industries and the legal profession.
    • Assisting with the preparation of BD practice plans based on comprehensive market research (region and country macroeconomics, clients, competitors)
    • Supporting partners on targeting and client relationships in conjunction with client, sector and country focus teams

 

Qualifications, Skills & Experience

  • A degree qualification, ideally in management, marketing, strategy, or equivalent.
  • Minimum of 4-5 years' experience working in a similar role.
  • Experience in working on competitive proposals and pitches, ideally within the professional services industry.
  • Experience in developing and implementing programmes in relation to client portfolios whether in a marketing or business development context.
  • A track record of being pro-active and delivering high quality work.
  • The ability to think strategically coupled with the energy and determination to realise these strategies at a tactical level.
  • Strong project management and analytical capabilities and a pragmatic approach.
  • Practical, proactive, commercially minded and service driven with a "can do" and positive attitude
  • Strong organisational skills and ability to prioritise; responsiveness
  • Analytical ability and high levels of accuracy and attention to detail
  • Sensitive to different business cultures
  • Well-developed influencing and presentation skills coupled with confidence, resilience and focus.
  • Ability to develop strong and effective relationships in a matrix organisation
  • Strong writing skills, editing ability and proficiency in Word, PowerPoint, Excel and InterAction (or other CRM software)

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