Job description

We have an exciting opportunity for a Business Development Manager to join our APAC Private Capital team, based in A&O Shearman’s Hong Kong Office.

Marketing team – Hong Kong

Our Marketing team helps the firm win and grow the right clients and work. We drive client development across the firm—deepening priority relationships, increasing share of wallet and converting strategic opportunities into profitable revenue. We equip partners with effective go-to-market strategies, tactics and processes, differentiated insights and disciplined execution. Alongside this, we strengthen the firm’s market profile and reputation to support client acquisition, retention, and growth. We work as one integrated global team, aligning central support and expertise with local knowledge and execution to maximize impact across offices, practice groups, sectors and client programs.

What you will do

You will support day-to-day business development for the APAC Private Capital sector by converting strategy into tactical plans that you deliver in an efficient, disciplined and collaborative way. You will provide both reactive and proactive support to lawyers and the business to help pursue growth opportunities, including managing the pitch pipeline, client development, running campaigns and other client touchpoints in line with go-to-market strategies, and ensuring that best practice is followed in terms of systems, technology and processes.
The Private Capital sector cuts across a broad range of complementary transactional and advisory practices. The role will work with relevant practice BD teams to bring these capabilities together around priority clients and opportunities across APAC.

Strategic planning and execution

Support the delivery of the APAC Private Capital sector business plan, translating sector priorities into practical activities and deliverables; tracking spend and return on investment across the sector program.
Contribute to the development of approved business plans and translate into tactical execution.
Track spend and return on investment against plans and report variances.
Provide status reports using Dynamics (our CRM system) and pipeline data to inform partner discussions.
Monitor market and client news; summarize implications and feed intelligence into wider marketing activities.
Identify and progress regional and cross-border Private Capital opportunities, working across relevant practices and markets and with global Marketing and BD colleagues where appropriate.

Client development

Work on the development of client plans, contact maps and meeting records for priority clients ensuring that Dynamics is populated with high data quality.
Coordinate client meetings, briefings and events; prepare targeted follow-up so that we capitalize on client interactions.
Support client listening exercises, including preparing briefing materials, participating in client interviews where appropriate alongside your senior manager, capturing feedback accurately and coordinating follow-up actions, while building capability through training and experience.
Assemble client and decision-maker profiles using approved research tools to support cross-selling.
Track coverage, contacts and actions for priority client accounts.

AI and technology

Use approved marketing function AI tools, including the function’s agents for designated tasks, in line with the firm’s AI usage policy.
Complete the marketing function’s mandatory AI capability program and develop applied AI skills relevant to the role, including the function’s agents for designated tasks (in line with the firm’s AI usage policy).
Demonstrate progression in applied AI skills through tangible contribution to personal and team output.

Pursuit excellence

Support selected pitches and proposals where they are important to the sector’s growth priorities and work in conjunction with the pitch team, practice group BD and lawyers to support compelling, compliant submissions.
Tailor credentials and case studies to client needs; support rehearsals and Q&A preparation.
Maintain pipeline hygiene and data completeness; run basic go/no-go checklists and escalate risks promptly.
Identify opportunities to run pitch debriefs with the client and support the process.
Develop and enhance standard pitch content for your sector to improve the quality of our pitching collateral and process efficiencies.

Market profile, content and campaigns

Develop and execute sector campaigns, content, events and conference strategies that support agreed Private Capital priorities; define target audiences, coordinate partner and client engagement, and track outcomes and ROI.
Help develop a Private Capital thought leadership plan, including likely topics, target timing and opportunities to retool practice group or cross-sector content into sector-specific materials.
Coordinate deal announcements and profile opportunities that support the sector’s market reputation.
Manage relevant awards submissions and associated interviews and follow up.
Manage event logistics and ensure targeted follow-up is completed within agreed timelines and budgets.
Ensure consistent, evidence-based messaging and document quality in all materials.

Collaboration, integration and change

Work closely with colleagues across regions, practices, sectors and central teams.
Promote consistent use of firm systems and templates; maintain file hygiene and naming/version standards.
Actively participate in change initiatives; share ideas and help embed new ways of working.
Escalate blockers and propose practical fixes.
Adhere to agreed service levels and briefing templates with central teams.

Team leadership and development

Support and coordinate colleagues and specialist teams contributing to Private Capital activity across competing priorities and time zones.
Contribute tips, examples and improvements to team playbooks and libraries.
Contribute to onboarding new team members by sharing best practice for common BD tasks.
Take ownership of your ongoing professional development by completing relevant training, including but not limited to AI capability training, pitching and client listening training.
Seek regular feedback from colleagues to identify improvement opportunities across a broad range of skills and behaviors.

What you will have

Proven experience executing business development activities in professional services, ideally supporting a sector, practice or multi-market programme.
Knowledge of the Private Capital sector would be advantageous.
Intellectual curiosity about Private Capital market trends and client needs combined with a proactive instinct to shape business development activities in line with these insights.
Strong project management and stakeholder skills; clear, persuasive writing with a focus on client needs.
Comfortable with data and research; confident using client data management systems (e.g., Dynamics), experience and pipeline systems.
Highly organized, proactive and resilient; strong attention to detail and follow-through across multiple priorities.
Strong client focus and ability to work well with busy lawyers while balancing deadlines.
Bachelor’s degree or equivalent experience.
Occasional travel as required.

What we can offer you

To learn more about the culture and benefits available at A&O Shearman, please visit: Culture and benefits | A&O Shearman careers

Should you require additional support at any stage of the recruitment process due to a disability or a health condition, please do not hesitate to contact a member of our recruitment team who will work with you to provide any adjustments as required.

We are an equal opportunities recruiter and do not discriminate on the basis of race, colour, sex, religion, sexual orientation, national origin, disability, or any other protected characteristic.

NO AGENCIES PLEASE - A&O Shearman does not accept unsolicited CVs. For further information, please see our UK Recruitment Agency Policy and our commitment to direct sourcing here.
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