Crowell & Moring LLP is an international law firm with offices in the United States, Europe, MENA, and Asia that represents clients in litigation and arbitration, regulatory and policy, intellectual property, and transactional and corporate matters. The firm is internationally recognized for its representation of Fortune 500 companies in high-stakes litigation and government-facing matters, as well as its ongoing commitment to pro bono service and diversity, equity, and inclusion.
Job Summary
The Senior Business Development Manager partners with Department and Practice Group leadership to develop strategic priorities, identify and pursue business opportunities, and provide comprehensive business development, branding and marketing support to the practices in the firm’s Transactional Department (Corporate, Financial Services and Tax). The Senior Business Development Manager serves as a well-informed strategic business advisor to the chair(s) of the Department and to Practice Group leadership.
Primary Areas of Responsibility
- Partners with department, practice, and working group leaders to develop and execute annual business development plans, including expanding and diversifying existing client relationships, attracting new clients, identifying areas for cross-selling, and collaborating with attorneys in other practice groups to drive business growth and market visibility.
- Proactively engages with Corporate, Financial Services and Tax group leadership and attorneys to understand the group’s skill sets and substantive experience, as well as the legal and business needs of clients, referral sources and prospective clients, so as to marshal offerings in a client-generating, revenue-increasing and brand enhancing manner.
- Through group and market-centric “fluency,” contributes high-level business development advice and guidance that demonstrates a thorough understanding of the group’s experience, business, client base, market forces, and competitive landscape in particular ecosystems (e.g., emerging companies/venture capital and investment banking) and industries.
- Brings new ideas and proven approaches to support client retention and expansion and brand elevation.
- Develops formal and informal pitch materials and proposal responses that reflect a clear understanding of the opportunity and a focus on positioning the relevant experience, knowledge and firm offerings.
- Continues to build on knowledge management efforts to facilitate efficient and effective development of tailored and informed pitch and proposal narratives, drawing on existing source material.
- Collaborates with practice group leadership, as well as marketing and recruiting leadership, to develop messaging, materials and successful strategies to advance and capitalize on lateral recruiting efforts.
- Supports the integration of lateral partners and senior counsel with an emphasis on facilitating strategic business opportunities.
- Develops compelling marketing collateral, website descriptions, experience lists, and other client-facing materials; ensures materials are up to date by managing group knowledge management efforts.
- Analyzes business intelligence to inform business development initiatives and capitalize on opportunities.
- Supports client service teams as assigned.
- Works with practice group and working group leaders to develop value-based offerings for clients.
- Supports firm-wide knowledge management efforts for assigned groups, including with regard to the firm’s CRM and experience management programs.
- Identifies and pursues opportunities, in collaboration with the firm’s communications team, as appropriate, to increase brand awareness and profile for the Corporate, Financial Services and Tax Groups, including sponsored events, in-house training presentations, professional speaking opportunities, firm alerts, media opportunities, and published articles.
- Plans and orchestrates client development events with group attorneys.
- Plans and drives written thought leadership efforts, including with regard to blogs, alerts and articles.
- Oversees the timely preparation of strategic and compelling submissions to Chambers, Law360 and other target ranking publications and recognition opportunities.
- Develops strategies for and actively participates in business development events.
- In collaboration with Corporate, Financial Services and Tax Group leadership, develops and manages the practice groups’ business development budgets.
- Guides, mentors and trains two BD professionals to create a high-performing Transactional BD team that provides proactive support and is well-positioned to advance strategic priorities and pursue revenue opportunities.
Qualifications
Knowledge, Skills and Abilities
- Demonstrated proactive business development experience growing revenue, including expanding existing client relationships and developing new clients.
- Proven experience doing both the strategic and foundational work required to identify and capitalize on business development opportunities.
- Strong business and marketing acumen, including the ability to leverage business intelligence and financial data to identify business opportunities and support go-to-market strategies.
- Highly motivated, persuasive, priority-driven, and collaborative.
- Ability to multi-task, meet deadlines and perform well under pressure.
- Demonstrated ability to communicate effectively, both orally and in writing, with internal and external audiences.
- Experience with knowledge management systems, including CRM and experience management.
- Experience leading teams and building and managing results-oriented BD support functions.
Experience
- The position requires a minimum of eight years of increasingly responsible, directly related experience.
- Previous business development and marketing experience in a transactional environment/in a corporate development position is strongly preferred.
- Experience motivating and leading others to drive results is required.
Education
- The position requires a Bachelor’s Degree. A JD, MBA or other related advanced degree may substitute for required experience.
Additional Information
Crowell & Moring LLP offers a competitive compensation and comprehensive benefits package. Our benefits include healthcare, vision, dental, retirement, and all-purpose leave and progressive options such as backup childcare, wellness programs, cultural events and social activities. We take great pride in our positive, friendly culture that rewards hard work and success, at the same time recognizing the importance of family and community service.
Our Firm is committed to fair and equitable compensation practice in accordance with applicable laws. The pay range for this position is $167,000-$220,000. Additional compensation may include a discretionary bonus. Other benefits include healthcare, vision, dental, retirement, and all-purpose leave. The salary for this position may vary based on location, market data, an applicant’s skills and prior experience, certain degrees and certifications, and other factors.
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