Business Development Manager - A&O Consulting
- Recruiter
- Allen & Overy LLP
- Location
- South East England
- Salary
- Competitive
- Posted
- 01 Mar 2019
- Closes
- 23 Mar 2019
- Sectors
- Sales, Business Development
- Contract Type
- Permanent
- Hours
- Full Time
Job description
We currently have an exciting new role for an experienced Business Development Manager to join our London office to support the firm's new A&O Consulting business which provides clients with strategic business advice in relation to all aspects of governance (from board effectiveness to legal entity strategy) and culture and conduct (covering values and corporate purpose, culture reviews, and conduct risk assessments). In addition, A&O Consulting will provide clients with guidance in relation to specific regulatory change projects such as BREXIT implementation and the transition from IBOR. A&O Consulting is led by CEO, Sally Dewar, who joined from JP Morgan.
As the Business Development Manager for A&O Consulting, you will be responsible for day-to-day business development support working closely with the CEO, Managing Directors and Executive Directors. You will be helping to drive the implementation of the business strategy and client development plans as well as leading on pitches for the business and contributing A&O Consulting content to broader cross-practice and cross-border pitches. You will also be originating and coordinating practical marketing support for profile raising activities (e.g. conferences, events and seminars), researching market opportunities, managing the process of experience collection, credentials and CVs and other ad-hoc business development support. As such, this is a broad role providing the opportunity to apply skills and experience right across the marketing, BD, CRM and comms mix in a brand new business.
Role and responsibilities
This is a role that extends from strategic advice and planning through to hands-on tactical and operational support
Business planning and advice - provide focus to the preparation and direction of BD activities. Play a key influencing role with the CEO, MDs and EDs.
Proposals and Marketing materials - take the lead role in preparing marketing materials, proposals, pitch presentations and credentials statements for the group. Coach MD/EDs on their presentations and ensure the teams follow best practice. Input into documents prepared by linked practice groups and offices requiring the relevant expertise.
Seek client feedback regarding pitches, consulting advice and ongoing relationships.
Work closely with the resourcing team to develop marketing materials to attract talent to the group including web pages, relevant articles, proactive use of LinkedIn and internal communications.
Ensure a coordinated approach with any BD support in our international network in relation to the group or provide BD support remotely, where required.
Client account management - assist the group in the management of strategic client relationships and coordinate client targeting efforts and prepare for key meetings. Work with the central client relationship management (CRM) team on specific client tactics, including client presentations and training, etc. Develop an in-depth knowledge of the key clients in the market. Ensure regular sharing of information on client activities across the group.
Building core product offerings and supporting the CEO and MDs with developing supporting content.
Market and client research - to support business planning activities.
Client events and hospitality - proactively identify appropriate client entertainment opportunities with MDs/EDs and the CRM team. Track marketing spend against clients and individuals/teams within clients to ensure activities are aligned with overall strategic priorities.
Internal communications - ensuring ongoing flow of intelligence and collaboration with all internal members of relevant offices, sectors and practices, including client relationship partners for the purpose of effective cross-selling.
Source and deliver market/client intelligence (e.g. pipeline deals, major players, market shares, key client contact moves and developments) to the group.
Campaign management - work with the CEO and the Steering Committee to develop and execute integrated business development campaigns, where appropriate. Plan roundtables and client seminars to raise awareness of our expertise in key product areas. Liaise with the Communications/PR team to develop a stronger external profile for the group through all relevant channels.
BD tactics - responsible for the timeliness, consistency and quality of application of BD tools: Work with PAs and any available BD Executive/Assistant resource to ensure email distribution and target lists are kept up-to-date; maintain updated collateral, credentials, contact cards and CVs; and track and ensure deal information is regularly and accurately captured in the firm's experience system, EPiC.
Recruitment marketing - support, through marketing and comms tactics, the expansion of the Consulting business by way of promotion of the business to the recruitment audience
Additional projects - Opportunity to assist in firm wide, local, departmental or practice area projects.
Key requirements
Graduate (plus commitment to, or existing additional professional marketing/business qualifications).
Substantial relevant business development, marketing and communications experience at an equivalent BD Manager level within a professional services organisation or in the sector, where the individual frequently worked with management of individual practice or service lines.
An understanding of regulatory and corporate governance requirements would be beneficial but not essential.
Enthusiasm to develop an in-depth understanding of the consulting market/practice (in terms of the market, the deals, the key players, the competition, and the actual structures and approaches involved in this area). Previous consulting market experience would be a plus, but is not essential.
Proven track record of achieving product-line business objectives as an all-rounder.
Excellent communication skills - both written (including copywriting, pitching) and oral.
Excellent interpersonal and influencing skills - with senior staff, consultants and business development colleagues, clients and suppliers. Ability to motivate consultants to engage on business development projects and to work with them to develop and implement business development plans.
A proactive approach, balancing creativity, tenacity and energy.
High level of attention to detail and strong client focus.
Professional, proactive, creative, good humoured and enthusiastic approach to all work and interactions.
Ability to motivate, develop and inspire both team and fee-earners to deliver business goals and change behaviour where required. Draws on experience to manage change.
Ability to work to deadlines, juggle multiple projects and deliver under pressure. Ability to plan ahead, anticipate one's own workload and knowing how to work with busy fee earners, balancing conflicting priorities and does not over-commit to unrealistic deliverables - always manages expectations.
Prepared to operate at both strategic and tactical delivery level.
We currently have an exciting new role for an experienced Business Development Manager to join our London office to support the firm's new A&O Consulting business which provides clients with strategic business advice in relation to all aspects of governance (from board effectiveness to legal entity strategy) and culture and conduct (covering values and corporate purpose, culture reviews, and conduct risk assessments). In addition, A&O Consulting will provide clients with guidance in relation to specific regulatory change projects such as BREXIT implementation and the transition from IBOR. A&O Consulting is led by CEO, Sally Dewar, who joined from JP Morgan.
As the Business Development Manager for A&O Consulting, you will be responsible for day-to-day business development support working closely with the CEO, Managing Directors and Executive Directors. You will be helping to drive the implementation of the business strategy and client development plans as well as leading on pitches for the business and contributing A&O Consulting content to broader cross-practice and cross-border pitches. You will also be originating and coordinating practical marketing support for profile raising activities (e.g. conferences, events and seminars), researching market opportunities, managing the process of experience collection, credentials and CVs and other ad-hoc business development support. As such, this is a broad role providing the opportunity to apply skills and experience right across the marketing, BD, CRM and comms mix in a brand new business.
Role and responsibilities
This is a role that extends from strategic advice and planning through to hands-on tactical and operational support
Business planning and advice - provide focus to the preparation and direction of BD activities. Play a key influencing role with the CEO, MDs and EDs.
Proposals and Marketing materials - take the lead role in preparing marketing materials, proposals, pitch presentations and credentials statements for the group. Coach MD/EDs on their presentations and ensure the teams follow best practice. Input into documents prepared by linked practice groups and offices requiring the relevant expertise.
Seek client feedback regarding pitches, consulting advice and ongoing relationships.
Work closely with the resourcing team to develop marketing materials to attract talent to the group including web pages, relevant articles, proactive use of LinkedIn and internal communications.
Ensure a coordinated approach with any BD support in our international network in relation to the group or provide BD support remotely, where required.
Client account management - assist the group in the management of strategic client relationships and coordinate client targeting efforts and prepare for key meetings. Work with the central client relationship management (CRM) team on specific client tactics, including client presentations and training, etc. Develop an in-depth knowledge of the key clients in the market. Ensure regular sharing of information on client activities across the group.
Building core product offerings and supporting the CEO and MDs with developing supporting content.
Market and client research - to support business planning activities.
Client events and hospitality - proactively identify appropriate client entertainment opportunities with MDs/EDs and the CRM team. Track marketing spend against clients and individuals/teams within clients to ensure activities are aligned with overall strategic priorities.
Internal communications - ensuring ongoing flow of intelligence and collaboration with all internal members of relevant offices, sectors and practices, including client relationship partners for the purpose of effective cross-selling.
Source and deliver market/client intelligence (e.g. pipeline deals, major players, market shares, key client contact moves and developments) to the group.
Campaign management - work with the CEO and the Steering Committee to develop and execute integrated business development campaigns, where appropriate. Plan roundtables and client seminars to raise awareness of our expertise in key product areas. Liaise with the Communications/PR team to develop a stronger external profile for the group through all relevant channels.
BD tactics - responsible for the timeliness, consistency and quality of application of BD tools: Work with PAs and any available BD Executive/Assistant resource to ensure email distribution and target lists are kept up-to-date; maintain updated collateral, credentials, contact cards and CVs; and track and ensure deal information is regularly and accurately captured in the firm's experience system, EPiC.
Recruitment marketing - support, through marketing and comms tactics, the expansion of the Consulting business by way of promotion of the business to the recruitment audience
Additional projects - Opportunity to assist in firm wide, local, departmental or practice area projects.
Key requirements
Graduate (plus commitment to, or existing additional professional marketing/business qualifications).
Substantial relevant business development, marketing and communications experience at an equivalent BD Manager level within a professional services organisation or in the sector, where the individual frequently worked with management of individual practice or service lines.
An understanding of regulatory and corporate governance requirements would be beneficial but not essential.
Enthusiasm to develop an in-depth understanding of the consulting market/practice (in terms of the market, the deals, the key players, the competition, and the actual structures and approaches involved in this area). Previous consulting market experience would be a plus, but is not essential.
Proven track record of achieving product-line business objectives as an all-rounder.
Excellent communication skills - both written (including copywriting, pitching) and oral.
Excellent interpersonal and influencing skills - with senior staff, consultants and business development colleagues, clients and suppliers. Ability to motivate consultants to engage on business development projects and to work with them to develop and implement business development plans.
A proactive approach, balancing creativity, tenacity and energy.
High level of attention to detail and strong client focus.
Professional, proactive, creative, good humoured and enthusiastic approach to all work and interactions.
Ability to motivate, develop and inspire both team and fee-earners to deliver business goals and change behaviour where required. Draws on experience to manage change.
Ability to work to deadlines, juggle multiple projects and deliver under pressure. Ability to plan ahead, anticipate one's own workload and knowing how to work with busy fee earners, balancing conflicting priorities and does not over-commit to unrealistic deliverables - always manages expectations.
Prepared to operate at both strategic and tactical delivery level.