Head of Clients & Sectors - London

Addleshaw Goddard
London (Central)
27 Sep 2016
27 Oct 2016
Contract Type
Head of Clients & Sectors Department - Business Development Reporting Line - Director of Business Development The BD & Marketing Directorate is a well respected function within the business. The Firm 'goes to market' through 6 key sectors and its' Key Clients sit within these sectors. A Key Client programme has been in place for the past 10 years and our Sector approach was first established in 2009 and reinvigorated in late 2014. To date, Sectors and Clients have had separate teams, but a realignment of the team is resulting in combining these two teams to bring about greater focus and synergy. As well as a BD/Marketing Manager being aligned to 1-2 sectors, each sector will also have a Relationship Manager sitting within that team. PR and Bids will be part of the sector team (along with an individual from the Research team) but not work exclusively within that sector. They will continue to have line management responsibility to the Head of PR/Comms and Head of Bids respectively. As a result of this, a newly created Head of Clients & Sectors role is being created. Purpose of the Role To take day-to-day responsibility for the BD & Marketing activity that both drives and supports our 'go to market' sector strategy, ensuring it incorporates our client programme. To bring best practice, ideas and challenge and ensures the activities and approaches are implemented consistently across our clients and sectors Duties The following is not exhaustive but gives a flavour of the duties the Head will need to undertake. Management ? To lead, manage and develop the BD Sector and Client team ? Work closely with the BD Director to ensure there is clarity in the roles of the team and that there are strong links/sharing across the BD & Marketing Directorate ? Develop and harness a good team spirit and ensure the team works in a joined up and cohesive way ? Be part of the BD & Marketing Leadership team Sectors & Clients ? In conjunction with the Head of Sectors (Partner) and BD Director, ensure a consistent approach to business planning, marketing& BD activity and budget allocation ? Lead on BD & Marketing planning across the sectors ? Develop and refine the BD growth plans in each Sector with relevant Partners and BD teams ? Gather, consolidate and utilise best practice in targeting and converting opportunities across the Sectors (tying in with Divisions where necessary) ? Lead and assists in the development of client (and target) propositions ? Play a role on significant pitch opportunities (working with the Bids team) ? Review the key client portfolio on a yearly basis and make recommendations for clients that are in/out of the portfolio ? Key client management responsibility for [2] major clients ? Ensure there are realistic Account management plans in place for all key accounts, with income targets agreed ? Lead on client feedback, ensuring an agreed target number of reviews take place each year and that key themes are identified and actioned ? Take an International view on clients and sectors and plays a role in helping to internationalise the business Operations ? Budget management responsibility ? Ensure the team creates and supports (ongoing) a better 'self service' model amongst Fee-earners and Partners ? Maximises the resources (people and budget) available ? Report on client feedback, client portfolio and sector progress on a regular basis ? Provide feedback on Partner contributions to Key clients and sectors Knowledge, skills and experience required (bespoke to role) ? Previous experience in a similar advisory role is required ? Has the ability to see things from a client perspective ? Excellent attention to detail ? Experience of developing BD & Marketing plans and ensuring they are 'alive' ? Good understanding of law firm environment and commercials (i.e. financials) ? People management, people development experience required ? Strong influencing skills and an ability to get buy-in from others ? Ability to work effectively and efficiently in a challenging fast-paced environment ? Remains calm under pressure and brings reassurance to others ? Highly organised with the ability to prioritise workload according to business need ? Marketing or Law degree (or equivalent) would be desirable ? Computer literate and can work competently in Word, Powerpoint and Excel This job was originally posted as www.totaljobs.com/job/66720877