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Business Development Manager
3 months ago
Fantastic opportunity for an experienced Business Development Manager for our top ranked law firm client. You will play a key role in the development, implementation and administration of the firm's strategic DEI-driven business development initiatives.
This position can be based out of their Los Angeles, San Francisco, Chicago or Seattle office.
Based in the firm’s marketing and business development department, and working with DEI and client service functions, this position will focus on supporting the growth of the firm's diverse executive networks, as well as driving key initiatives and partnerships that increase funding opportunities for underrepresented entrepreneurs and diversity at the board level and in the C-Suite.
This Position, Which Has An External Title Of Vice President, Business Development, Requires An Ambitious Individual To Focus On Five Key Areas
Developing new client relationships, both with emerging companies and more mature growth oriented companies, as well as with key venture funds;
Retaining existing clients;
Identifying, managing and maximizing external partnerships that contribute to strategic DEI-driven BD goals;
Raising firm's profile amongst key influencers; and
Working with the senior manager of business development and DEI to set ambitious programmatic goals and ensure ongoing dialogue and collaboration.
What You'll Do
Business development and client engagement:
Formulate and execute on targeting initiatives consistent with the firm’s DEI-drive BD strategy and goals. Research, assess and pursue a desired subset of companies to include, but not be limited to, likely IPO candidates, high growth companies and cross selling of existing clients.
Develop and maintain a targeting list for venture funds and build strong relationships with key fund personnel
Maintain an up-to-date lead sheet of high quality privately held companies to provide as deal flow to venture capitalists, private equity investors, angles and select service providers. Customize this list quarterly for deal flow meetings with priority funds
Cultivate relationships with decision makers at prospective clients; pre-qualify the prospects, introduce to appropriate attorney teams, prepare necessary materials and participate in pitches
Manage service provider referrals by assembling and maintaining a list of professional services "friends" in the ecosystem for collaboration and referrals and plan regular lead share meetings
In coordination with the firm’s marketing and business development team, drive initiatives that add value and deepen client relationships, including company award nominations, executive resumes / hiring referrals, promoting clients on social media and connections to investment capital, accelerators and other business advisors
Present focus as a strategic business partner to successfully lead teams to drive DEI of clients and prospects in lead generation
In close collaboration with senior business development manager – diversity, work with practice group leaders to integrate DEI-driven BD strategies into practice group business plans
Produce and edit content for DEI/BD pitch materials and work with the marketing team on maintaining relevant content on the firm's DEI web page and social media
Develop and manage the sales pipeline in Salesforce.com. Use the system for tracking prospects, following up and holding regular team meetings
Working closely with the firm’s DEI team, understand market research and stay current on industry trends, terminology, and corporate best practices, and help champion those findings internally and externally
In close collaboration with the Senior Business Development Manager, Diversity, Equity & Inclusion, Marketing and DEI teams, support the management of events/networks to foster a sense of community within key diverse communities represented in the firm's client base enabling the development of meaningful business relationships – this includes building upon the firm’s success with the Black Executive Network (BEx) and Latinx Executive Network (Lex)
Board Referral Networks
As companies face increasing pressure to include diversity on their boards of directors, leverage the firm's relationships with these diverse networks to continue building a “go-to” referral network for diverse board members
Funding Networks
Identify funding sources interested in backing entrepreneurs from diverse backgrounds and leverage the firm's diverse CXO networks to facilitate funding referrals within these communities
Manage and innovate system of tagging and sorting companies on the firm’s deal flow list that are led by diverse entrepreneurs to facilitate the development of lead sheets for funds focused on investing in these communities
Champion the inclusion of qualified underrepresented founders in firm-led and sponsored pitch events and initiatives
All other duties as assigned or required
Required
What You'll Bring:
After orientation, exhibit proficiency in the Microsoft Office suite, iManage and other firm applications
Following training, exhibit proficiency in firm marketing systems software (e.g., CRM tool, SCORE database, PacketPro)
Ability to work extended and/or weekend hours, as required
Ability to travel, as required
5+ years experience in business development or marketing-related field
Preferred
Bachelor’s degree in business, marketing, or related field with an emphasis in writing
Project management experience and direct experience in creating and monitoring sales and business plans, goal tracking and sales pipeline management
Experience in a professional services environment, with a working knowledge of professional services industries
Competencies
Ability to work with little direct supervision, in a highly collaborative environment
Ability to multi-task, problem solve, work well under pressure and coordinate sophisticated marketing programs with good results.
Ability to consistently meet deadlines
Ability to interact with various personalities and communication styles at all levels in the firm
Strong analytic, research and project management skills
Capable of being both a follower and a leader
Highly developed written, verbal and presentation communications skills
Excellent relationship management and influencing skills
Interpersonal savvy and high emotional intelligence
Results/action-orientation
Unquestionable personal code of confidentiality, loyalty, integrity, and trust
Strong ability to function well as a team member and facilitator
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