Business Development Manager

2 days ago

Richmond, Virginia, United States Melone Law Full time
Job Title: Business Development Manager

Location: Richmond, VA
Company: Melone Hatley, PC - Family Law Firm

Company Overview
Melone Hatley is a highly regarded family law firm with a strong presence in Virginia Beach, Reston, Richmond, Charlotte, NC, and Tampa, FL. As one of the fastest-growing law firms in the U.S. and recognized by Super Lawyers, we pride ourselves on being a top employer in the region. Our mission is to lead in family and estate planning law, dedicating ourselves to helping individuals protect their families, finances, and futures. We uphold core values of transparency, honesty, and open communication, ensuring every client receives personalized attention throughout their journey with us.

Position Overview

The Business Development Manager/Brand Ambassador plays a vital role in propelling Melone Hatley's growth by cultivating the brand, nurturing client relationships, and expanding the company's market footprint. This position's core focus lies in establishing enduring partnerships with B2B referral sources, enhancing recruitment initiatives, and building community engagement in all markets served by Melone Hatley. Classified primarily as a lead acquisition role, this position also encompasses responsibilities that elevate the company's brand and recruitment efforts.

Key Objectives
  1. Advocacy: Serve as a liaison between our legal team and referral partners to enhance collaboration and mutual support.
  2. Post-Divorce Engagement: Strengthen relationships with clients following family law matters to increase the uptake of ancillary services, such as Will/Estate Planning, while generating positive reviews and referrals.
  3. Brand Visibility: Elevate Melone Hatley's profile through extensive networking and the coordination of speaking engagements for leadership.
  4. Podcast Development: Enhance traffic and engagement for Melone Hatley's podcasts by securing influential guest speakers.
  5. Social Media Growth: Amplify the company's presence across social media platforms, including Facebook and LinkedIn.
  6. Community Engagement: Serve as a community pillar by participating in outreach and volunteer initiatives in each market.
  7. Recruitment Support: Foster recruitment initiatives to attract top-tier talent.
  8. Lead Generation: Generate a specific percentage of total leads through strategic partnerships and comprehensive networking efforts.
  9. Legal Resource Partnerships: Expand the number of businesses offering Legal Resource services by collaborating with our Legal Resource Account Representative.
  10. Brand Representation: Consistently embody and advocate for Melone Hatley's values, priorities, and goals at all times.
  11. Market Research: Aid in market research initiatives to identify new business opportunities and boost market share.

SWOT Analysis
Strengths:
  • Strategic plan established prior to launching this position.
  • Melone Hatley holds a 4.5-star rating across all offices.
  • Strong company culture supported by leadership.
  • Ability to adapt with agility compared to larger firms.
  • Effective resource management for maximizing ROI.
Weaknesses:
  • New role, with risks of misjudging metrics.
  • Challenges with tracking results and ROI expectations.
  • Limited financial resources for this position.
Opportunities:
  • Enhanced branding and reputation management.
  • Increased client reviews and revenue opportunities.
  • Competitive advantage and deeper market insights.
  • Growth prospects for Business Development Managers in local markets.
Threats:
  • Engagement and support from the legal team for referrals.
  • Potential for the position to become busy without producing results.
  • Self-management risks leading to isolation from leadership.
  • Potential resource constraints if stretched across too many markets.

Qualifications
The ideal candidate will possess:
  • 5+ years of B2B and B2C sales and business development experience.
  • Strong Inside and Outside Sales experience.
  • Proven territory management skills, enabling the prioritization of clients, partners, and prospects by geography and industry.
  • A successful track record of creating new business opportunities and maintaining strategic relationships.
  • Leadership experience with the ability to develop and mentor others.
  • Experience working with multi-level executives.
  • Demonstrated ability to devise and execute effective sales strategies.
  • Exceptional communication skills and adaptability in dynamic environments.
  • Self-motivated with strong decision-making abilities.
  • Proficiency in financial budget management.
  • Ongoing knowledge of the competitive landscape and company offerings.
  • Willingness to travel as required.
  • Strong ethical considerations, representing Melone Hatley's values at all times.

Responsibilities
  1. Develop Strategic Partnerships: Forge and nurture long-term relationships to create sustainable revenue streams.
  2. Market Seeding: Attend networking events to build referral partnerships and represent Melone Hatley in volunteer activities.
  3. Cross-Selling Services: Enhance existing client relationships to increase revenue from Wills and Estate Planning services.
  4. Speaking Engagements: Develop and coordinate speaking opportunities for executive leadership in areas aligned with company values.
  5. Internal Collaboration: Build trust between the legal team and referral partners, fostering accountability and collaboration.
  6. Podcast Engagements: Expand reach by securing guest opportunities for the Melone Hatley podcasts.
  7. Recruitment Initiatives: Assist with recruitment efforts through active engagement on social media and participation in job fairs.

Metrics for Success
  • Number of new business relationship calls.
  • Discovery call metrics: scheduled vs. completed.
  • Signed business agreements and consultations booked.
  • Networking events attended quarterly.
  • Community outreach metrics and volunteer hours.
  • Revenue generated through cross-selling initiatives.
  • Number of scheduled speaking engagements and consults.

Marketing and Recruitment Support
  • Collaborate with Marketing on promotion and brand visibility initiatives.
  • Assist in recruitment efforts, supporting the Firm Administrator during events and outreach.

Additional Considerations
  • Explore vehicle allowance or options for professional branding with a company vehicle.
  • Utilize tools such as HubSpot for tracking activities and metrics effectively.

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