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Sr. Manager, Business Development

1 month ago

Richmond, United States McGuireWoods Full time
Overview

McGuireWoods is hiring a Senior Manager, Business Development to oversee the firm's transactional practices.  Based on strategy defined by the Chief Marketing & Business Development Officer (CMBDO) and the Firm’s strategic plan, the Senior Manager of Business Development (BD) works with key practice areas, industry teams and clients of the firm to expand existing client relationships and revenue, drive collaboration across disciplines and provide strategic guidance on key business development initiatives. Working alongside the CMBDO and in tandem with other members of the marketing and business development department, the Sr. BD Manager would also be responsible for driving, developing and implementing the day-to-day marketing and business development activities to support teams’ objectives in accordance with individual and practice plans inclusive of pitches, research/competitive intelligence, events and overall messaging.  

McGuireWoods, one of the world’s leading law firms, has provided legal solutions to corporate, individual and nonprofit clients since 1834. Diversity and inclusion are essential to how we do business, informing how we recruit, retain and promote lawyers and staff to serve clients. Along with excellent benefits, McGuireWoods offers most employees a hybrid remote option allowing flexibility and work-life balance. Our Applicant Disclosures describe your rights. Our Privacy Statement describes how we will process and safeguard your personal data.

Responsibilities
  • Provide strategic direction, coordination and implementation of all aspects of respective BD plans and programs. Drive the strategy for elements of the BD plan, including:
    • Client targeting & expansion;
    • Positioning of thought leadership & content marketing;
    • Alignment of individual plans with the firm’s strategic plans;
    • Client-facing activities, such as events, programming, publications, positioning and overall message;
    • Pitches, proposals, new business opportunities;
    • Alternative fee arrangements (in partnership with finance);
    • League tables/rankings; and
    • External and internal visibility through PR, Portal news and more.
  • Serve as the high-level, overarching strategist and point of contact for Deputy Managing Partner(s), respective groups and affiliated departments/teams.
  • Collaborate with other MBD professionals (e.g., Client Experience, Comms, PR, Website and Events professionals) to ensure successful execution of BD plan components inclusive of messaging and positioning, thought leadership, client programming, publishing and cross-selling opportunities.
  • In partnership with the Director of Partner Integration & Business Development Coaching, work with relevant team members to develop, manage and implement strategic onboarding plans for partners and counsel joining the firm.
  • Working with our competitive intelligence team, identify changes in the relevant client environments, leading trends and competitive strategies, and evaluate, adjust or redraft BD plans accordingly.
  • Collaborate closely with reporting managers and BD team members to ensure plans and projects integrate work and support firm-wide and practice specific strategies.
  • Review/assess all new business development opportunities to determine priorities, areas of focus and to allocate resources accordingly. Provide thoughtful and comprehensive engagement throughout the entire process as needed.
  • Drive targeting initiatives as identified in the business plans for specified areas.
  • Prepare practice and industry specific budgets, showcase trends and provide reports to track variances throughout the year.
  • Conduct BD training for attorneys, which includes preparing them for major client pitches and selling the full services the firm has to offer.
  • Customarily and regularly manage and direct the work of at least three full time equivalent employees. Supervision includes, but is not limited to, interviewing, selecting and training employees, setting and adjusting pay and work hours, preparing and conducting performance appraisals, coaching and counseling and planning/apportioning work among employees.
Qualifications
  • Requires a Bachelors' degree along with eight to ten years of progressively responsible experience in marketing, business and practice development, or a related field; knowledge of the competitive landscape challenging major global law firms.
  • Excellent understanding and familiarity with all business aspects of the practice – key clients & client retention, differentiators against peer firms, leadership, billings and collections, successful and ongoing new business opportunities, prospecting, and overall business objectives of the specific team.
  • Proven ability to develop winning proposals, pitches, presentations and other marketing material, as well as to coach lawyers on strategies to win business.
  • Demonstrated capacity to develop and implement strategic business plans that include connecting dots and driving relationships around the firm agnostic of specific alignments.
  • Client driven team player that takes ownership of projects and knows how to fully, and correctly, utilize resources.
  • Ability to project personal credibility, professionalism and a high degree of integrity among firm leadership, clients and firm management.
  • Ability to function independently and effectively in a fast-paced environment with many moving deadlines and priorities. Flexibility and willingness to adapt.
  • Proven ability to connect and build strong business relationships across disciplines and geographies with lawyers and staff alike.
  • Possesses a strong grasp of competitive intelligence and the wealth of research tools available to strengthen our BD efforts.
  • Strong manager who can direct, coach, motivate and inspire teams to achieve results.
  • Ability to quickly and proactively identify and analyze problems, develop solutions and deliver results.
  • Strategic thinker who understands branding and consistency of message for individual practices, industries and the firm as a whole.
  • Detail oriented, proactive and self-directed to effectively multitask in a fast-paced and complex environment.
  • Budget management and innovation in maximizing the use of budget dollars.
  • Some travel required.

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