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Client Relationship Manager

2 months ago

New York, United States White & Case Full time
Firm Summary

White & Case is an elite global law firm serving leading companies, financial institutions and governments worldwide. Our long history as an international firm means we are perfectly placed to help our clients resolve their most complex legal challenges wherever they may be.

With lawyers operating from more than 40 locations, working in virtually every country of the world, we have invested heavily in building a high-quality full-service practice competing at the top of the market. We are distinguished by our on-the-ground presence in the world's key financial markets and our strengths in handling complex cross-border work.

It's not just about our global network of offices; it's the global interconnectedness of the Firm that our people, and our clients, value most. We work well together across geographic and practice boundaries. It's one of the reasons we attract and retain cross-border work. And why we attract a diverse group of people.

Our lawyers are globally minded, enterprising, collaborative and committed to excellence. Diversity is a core value of our Firm and it has been recognized with numerous awards and top rankings around the world. Our people represent 90 nationalities and speak 80 languages.

Position Summary

This position sits within the Global Financial Institutions Industry Group (FIIG) Business Development team, which is part of the Firm's wider Global Clients & Industries Team.

This role will be the primary BD contact responsible for the client relationship management of select FIIG Key and Priority Clients.

Working closely with the Global Industry Group Leaders, the Global Financial Institutions BD Lead, and the respective Client Relationship Partners, this role will support and drive strategic growth initiatives, client development, market positioning and brand recognition for the industry group.

This person will be required to work with lead Partners and the Director, Global Clients & Industries, to develop and execute business development and marketing activities that leverage the Firm's capabilities in order to develop institutional client relationships and drive profitable revenue growth.

Duties and Accountabilities 1
  • Be the business development responsible for select Global Key and/or Priority Clients
  • Work with Global Relationship Partners (or equivalent) to set and deliver business and relationship development goals, through strategic planning
  • Act as central point of contact and resource on relationship internally and externally, within the client team primarily, and with the larger firm and other internal or external stakeholders (e.g., internal BD leadership, client outside counsel engagement team)
  • Understand the client's business, relevant markets, product areas, and issues and strategy to proactively opportunities to develop the relationship and grow revenue
  • Work closely with lawyers and BD colleagues across the White & Case network to best understand the global capabilities across the Firm with the aim to introduce White & Case specialists who can meet client needs
  • Drive business development initiatives to pursue new profitable revenue opportunities in new locations and practice areas
  • Manage entire secondment process (from creating the business case, to prepping the candidate, to checking in, to debriefing and following up on agreed action items)
  • Where appropriate, meet regularly with client contacts at varying levels to develop relationships, gather intelligence and ensure quality control
  • Coordinate efforts across business services to support ongoing relationship efforts, through value-add services (e.g., pro bono, D&I, trainings, etc.) and related cross-functional management
  • Undertake effective client feedback as part of the firm client feedback program
  • Maintain an overview of financial management of the practices and clients and recommend/take action to address financial targets
  • Participate in and/or lead on significant proposals/panels as they relate to the clients this role is responsible for
  • Work with wider business services teams to implement and manage IT tools for use in communicating our relationship with clients, e.g., Firm's global CRM, LinkedIn Sales Navigator, Market Research, internal intranet page
  • Develop engagement ideas and support industry associates in various BD projects, including training
Qualifications
  • A sound track-record of business development experience, preferably at an experienced manager level and within a law firm and/or large international organization
  • Comfortable working across multiple cultures and time zones
  • Experience managing key accounts in an international professional services context, with a focus in financial services sector preferred
  • Experience working with relationship partners in an international law firm or professional services firm on client development activities
  • High professional standards
  • Strong attention to detail, which should be balanced by a big picture vision
  • Excellent drafting and research skills
  • Well-developed organizational and communication skills
  • Effective interpersonal skills and the ability to interact with people at all levels
  • Pragmatic, self-motivated, flexible and able to work both in a team and individually as required
  • Willingness to take on additional tasks as and when required
  • Excellent IT skills, including proficiency in MS Office, ideally experience of iManage/document management systems
  • Excellent communicator - both orally and in writing - with a diplomatic approach
  • Impactful and assertive
  • Energetic with a positive outlook
  • Good team player and team/project management experience
Location and Reporting
  • This is a hybrid in-office/remote role based in our New York office.
  • This role reports to the Global Financial Institutions BD Lead.
Equal Opportunities

White & Case is an Equal Employment Opportunity (EEO) employer and is committed to creating a diverse and inclusive workplace. It is our Firm's policy to recruit, employ, train, compensate and promote without regard to race, color, religion, creed, national origin, age, gender, sexual orientation, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable law.

Applicants who are interested in applying for a position and require an accommodation during the process should contact [redacted]

Benefits at White & Case

White & Case LLP offers a comprehensive suite of benefit programs to all eligible employees, including medical, dental, and vision insurance, life and disability coverage, 401(k) retirement savings, vacation time, and leave programs (including parental leave). Exempt roles are also performance bonus eligible.

The Firm may modify and amend this job description at any time at its sole discretion. Nothing herein creates a contract of employment or otherwise modifies the at-will nature of employment.

1 The above is a general description of the essential duties associated with this position and does not represent an exhaustive or comprehensive list of all duties.