A&O Shearman
A&O Shearman
- Référence de l'offre
- 11472BR
- Emplacement
- Tokyo, Japon
- Catégorie
- Business teams
- Domaine d'activité
- Marketing
- Type de poste
- Contrat à durée indéterminée
- Modalités de travail
- Hybride
Description de l'emploi
We have an exciting opportunity for a Market Lead - Japan & Korea to join our Marketing team, based in A&O Shearman’s Tokyo Office.Marketing team – Tokyo
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
This role is about working alongside partners to identify and drive growth opportunities, strengthen the firm’s market profile, and lead our marketing team for Japan and Korea. As a trusted advisor to the partnership, you will define a go‑to‑market approach and translate it into sector, practice and geographic plans based on client needs, market opportunity and financial targets. You will ensure that local go-to-market activity is aligned with global and regional priorities, and that opportunities for profitable growth across the firm’s global footprint are integrated into the local plans and execution. You will ensure that our global, regional and local marketing strategies are informed by priorities in the region and implemented in culturally fluent and regionally coherent ways.
A critical priority for the region, and therefore this role, is to increase connectivity with the U.S. and capture the in-bound and outbound opportunities generated by growing trade, investment, financing and strategic partnerships across the Japan-Korea-U.S. corridor.
You will allocate people and budgets to strategic priorities and rebalance investment as markets evolve, helping the partnership make choices about resource allocation. You will ensure an integrated approach to our marketing efforts, connecting client, BD, communications, brand and content for maximum impact. You will raise the quality of client development, using data, client insight and technology to focus effort where it matters most. You will play a senior role in a high‑performing, inclusive team with a consistent operating model, clear role definitions, and measurable results.
Strategic planning and execution
- Set multiyear growth plans for assigned practices/sectors/clients with clear revenue, margin and share-of-wallet targets; translate into annual KPIs with owners.
- Identify market issues and growth opportunities; develop business and investment cases linked to measurable outcomes.
- Manage and reallocate BD budgets within remit; track ROI and adjust programs to maximize impact.
- Use market, client and profitability data to refine positioning and targeting; advise on new client and market facing propositions.
- Own growth plans for priority clients; drive client retention and cross-selling through structured contact strategies and partner sponsorship.
- Align local client development efforts with firmwide sector strategies and initiatives.
- Proactively and continuously identify client listening opportunities with partners and independently conduct client feedback interviews. Translate the client insights into actions that strengthen client relationships, improve service delivery, and enable business growth.
- Act as a champion of the firm’s client feedback program and help to embed the ‘voice of the client’ to demonstrate the business benefits and help maintain partner engagement.
- Shape integrated client initiatives across practices and regions; resolve conflicts, align stakeholders and ensure disciplined, targeted follow-through.
- Coach partners on client development plans and tactics; model evidence-based, client centric decision-making.
- Track and promote appropriate team coverage for material client accounts; address any gaps in client needs promptly.
- 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).
- Encourage AI adoption and applied capability across any teams you work closely with, maintaining focus on efficiency and quality and new ways of working.
- Demonstrate progression in applied AI skills through tangible contribution to personal and team output over the performance period.
- Set a clear plan to win strategically important mandates; drive excellence in how we approach pursuits and align partners and BD on proposition and tactics. Partner with pricing and lawyers to ensure that we put together compelling commercial propositions. Develop client-centric pursuit strategies for priority mandates to demonstrate our understanding of their requirements and differentiate us from our peers.
- Target win rates to 30%+ for strategic bids. Set and enforce simple criteria for which opportunities to pursue. Establish go/no-go process for strategic bids and escalation paths for exceptions. Working with the head of pitching, oversee and provide strategic direction to the most important opportunities.
- Identify opportunities to seek client feedback both during and after the pitch process, including leading formal independent pitch debrief interviews where appropriate, and using those insights to inform pitching and client strategies.
- Champion and drive adoption of the pitch operating model (and the core pitch team) and strive to continually develop and enhance standard pitch content for your practice to improve quality and efficiency.
- Implement consistent pipeline governance, including transparent dashboards for leadership and improved pipeline hygiene across the partnership.
- Stay close to and leverage market insights, alongside an understanding of our capabilities, to generate content and campaign ideas.
- Engage with other advisors and influencers in the market to inform the content and delivery of campaigns.
- Shape the market narrative around client issues; develop thought leadership that supports pursuits and client development.
- Direct multichannel campaigns with defined audiences, objectives and measures; rebalance activity to what demonstrably works.
- Work with external communications experts to leverage content on relevant channels with target audiences.
- Elevate visibility through targeted conferences, media and directories/awards; ensure consistent, evidence-based messaging.
- Agree simple campaign success indicators (engagement quality, meeting creation, lead generation) and regular reporting.
- Orchestrate cross-region, cross-practice teams around client priorities; remove bottlenecks and drive consistency in working practices.
- Involve team members in change initiatives to support strategic growth priorities, fostering collective ownership of new processes, technologies and ways of working
- Coordinate with central teams to deliver high-quality outputs on time and on budget.
- Model and promote a growth mindset culture, encouraging controlled experimentation and treating setbacks as development opportunities.
- Provide direction, coaching and stretch opportunities to managers and executives; set high standards for planning, execution and client focus.
- Support and communicate leadership decisions consistently in line with strategic priorities and alongside embedding a growth mindset and solutions-oriented culture.
- Act as performance manager for direct reports with clear objectives tied to business objectives.
- Create meaningful opportunities for team members to participate in client listening exercises. Provide opportunities for appropriate coaching and supervision, and progressively build their confidence and capability to lead exercises independently.
- Ensure all BD and Marketing activity has a clear commercial rationale, with investment aligned to revenue, margin and strategic priorities.
- Establish simple, consistent mechanisms to assess ROI and use insight to redirect people and budget toward the highest value opportunities.
What you will have
- Ideally, knowledge of the Japan, Korea and U.S. markets.
- Significant BD experience in an international law firm or professional services environment, operating within a complex matrix.
- Proven success leading complex pitches and pursuits and growing key client relationships, with clear revenue and pipeline impact.
- Strong commercial skills across pricing, alternative fees, scoping, profitability and pipeline; confident using data to drive decisions.
- Excellent stakeholder leadership and communication; credible with senior partners and comfortable with clients.
- Proficient with client data management systems (e.g., Dynamics), marketing automation, experience/credential systems and analytics; familiarity with AI-enabled tools is a plus.
- People leadership experience, including coaching and leading cross-functional teams; strong writing and storytelling.
- Resilient, proactive and outcomes-focused, with strong project management and prioritization; able to navigate a partnership and lead change.
- Intellectual curiosity about market trends and client needs with a proactive instinct to leverage insights to inform strategy and create solutions.
- Experience managing teams (direct and virtual), planning workload and setting expectations; willingness to travel.
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.
#LI
Aucune opportunité disponible pour le moment. Inscrivez-vous à notre talent community pour être informé dès qu'un poste sera à pourvoir.INSCRIVEZ-VOUS À NOTRE TALENT COMMUNITY
Vous n'avez encore consulté aucune opportunité de carrière.
Vous n'avez actuellement aucune opportunité enregistrée.
Contenu associé
-
Carrières pour les juniors
Lancez votre carrière juridique à l'international grâce à nos programmes, stages et formations : acquérez une expertise pratique et une expérience du monde réel. -
Événements de recrutement chez A&O Shearman
Participez à nos événements en ligne et en présentiel : rencontrez notre équipe, posez vos questions et découvrez la réalité du quotidien chez A&O Shearman -
Advanced delivery et support
Aidez-nous à réunir les technologies, les ressources et les solutions de bout en bout qui permettent à nos équipes juridiques internes de faire face à l'environnement actuel, en constante évolution et plein de défis. -
Business Services
En appui aux activités du cabinet, vous contribuez au pilotage des opérations et à la qualité de délivrance auprès de nos clients, en façonnant au quotidien l’efficacité de notre organisation. -
Central management
Collaborez avec les dirigeants pour piloter la stratégie, le changement et la croissance. Soutenez la prise de décision à travers les régions, les domaines d’activité et les priorités commerciales. -
Droit des sociétés
Travaillez sur des transactions majeures qui façonnent les entreprises mondiales. Développez votre sens des affaires, collaborez à l'échelle mondiale et aidez les clients à relever des défis complexes. -
Travailler chez A&O Shearman
Découvrez qui nous sommes, quelles sont nos valeurs et comment nous façonnons l’avenir grâce à l’innovation et à un travail de pointe. -
Nos méthodes de travail
Nos 10 méthodes de travail consistent à faire ce qui compte et à s'entraider pour réussir. Ce sont des leviers qui nous aident à atteindre l'excellence de manière constante. -
Carrières pour professionnels expérimentés
Découvrez des postes de professionnels expérimentés à travers le monde : rejoignez des équipes qui relèvent des défis juridiques complexes et façonnent les résultats à l'échelle mondiale. -
Finance
Participez à des opérations de financement majeures à l’échelle mondiale — des prêts à effet de levier au financement de projets, d’actifs, durable et structuré, ainsi qu’à la réglementation des marchés mondiaux. -
Énergie, ressources naturelles et infrastructures
Travaillez sur des projets qui dynamisent les économies et transforment les communautés. Contribuez à relever les défis liés à l'énergie, aux énergies renouvelables, aux infrastructures et aux critères ESG au sein d'une équipe internationale. -
Technologies de l'information
Développez et soutenez les technologies qui sous-tendent le travail juridique à l'échelle mondiale. De la cybersécurité à l'innovation en matière de systèmes, aidez-nous à travailler plus intelligemment et plus rapidement. -
Savoir-faire, library et formation
Aidez les avocats à accéder à des analyses, des recherches et des formations. Développez des outils de connaissance, des formations et des ressources qui renforcent l’expertise au sein du cabinet. -
Marketing
Faites connaître notre histoire au monde entier. Créez des campagnes, nouez des relations et mettez en avant notre travail auprès des clients, des talents et des marchés à l’échelle mondiale. -
Risk
Aidez-nous à exercer nos activités en toute sécurité, de manière éthique et avec intégrité. Contribuez à la conformité réglementaire, à l’évaluation des risques et à la prise de décision à tous les niveaux de l’entreprise. -
Finance
Gérez la planification financière, le reporting et l'analyse commerciale. Contribuez à orienter les décisions d'investissement et veillez à ce que le cabinet fonctionne avec clarté et maîtrise. -
Ressources humaines
Façonnez les carrières et la culture d'entreprise. Soutenez le recrutement, le développement, la performance et le bien-être au sein d'une communauté mondiale avec des professionnels du droit. -
Culture et avantages
Découvrez notre culture axée sur la performance, nos méthodes de travail, ainsi que nos valeurs fondamentales. Belong. Excel. -
Formation et développement
Développez votre carrière grâce à des programmes de formation, de mentorat et de développement structurés à l'échelle mondiale, qui vous permettent de renforcer vos compétences et de vous préparer à relever des défis complexes. -
Contentieux
Aidez nos clients à résoudre des litiges à forts enjeux. Travaillez sur des dossiers de contentieux, d'arbitrage et d'enquêtes au sein d'équipes qui réfléchissent de manière stratégique et agissent avec détermination. -
Découvrez les opportunités chez A&O Shearman au Maroc
Au Maroc, vous travaillerez sur des dossiers régionaux et internationaux à fort impact, en bénéficiant du soutien d'équipes internationales collaboratives. -
Programme mondial d'expérience professionnelle virtuelle
Participez à notre programme d'expérience professionnelle entièrement à distance : des missions concrètes, une vision réaliste, une portée mondiale. -
Découvrez les opportunités de carrière chez A&O Shearman en France
En France, vous travaillerez sur des transactions et des litiges complexes, en collaboration avec des équipes internationales et des clients de premier plan. -
Débuts de carrière - France
Développez une expérience pratique, vos compétences juridiques grâce à des missions concrètes, un accompagnement et des opportunités à l’international auprès d'avocat de renom. -
Charte du candidat
Postuler à une offre représente un investissement considérable en temps, en énergie et en confiance. Nous souhaitons que vous vous sentiez bien accueilli, respecté et soutenu tout au long du processus de recrutement. -
Notre présence mondiale
Découvrez nos bureaux à travers le monde et voyez comment nous proposons des solutions juridiques innovantes depuis des bureaux stratégiques, en mettant en relation les personnes, l'expertise et les opportunités.
