CRM and Client Development Manager - Private Equity/Private Capital

Job description

A&O Shearman is a new global industry-leading law firm, with nearly 50 offices in 29 countries worldwide.

Our fluency in English law, US law, and the laws of the world’s most dynamic markets, enables us to provide unmatched insight and seamless delivery to clients. We work on challenging and important deals and disputes that have the potential to shape the future.

We offer exceptional opportunities for our people; opportunities to work for the world’s leading businesses; to transform the status quo, and to deliver your best work, helping you and your career to thrive, while delivering unparalleled outcomes for our clients.

Whether you're helping clients solve complex challenges, transforming the ways we manage our business, or ensuring the smooth-running of our operations, this is an environment where you can belong and excel. We provide first-rate training and development, we are committed to an inclusive environment, and we provide support and ways of working that help you optimise your wellbeing.

What truly defines a career with us? We recruit the best and ask for the best of you. And together, we will redefine success.

DEPARTMENT PURPOSE AND STRUCTURE

The U.S. Marketing & Business Development team (U.S. MKT Team) is a sophisticated group of experienced professionals charged with guiding the Firm’s fee earners to grow U.S. and global revenues, expand existing client relationships and strategically tackle new client pursuits.
This is a team that is all-in. As business professionals at one of the largest law firms in the world, the U.S. MKT Team thrives on market challenges and outside-the-box thinking. It is a team where fresh ideas are not only entertained, they’re encouraged.

ROLE PURPOSE

The CRM and Client Development Manager – Private Equity and Private Capital role is a fantastic opportunity to gain global experience working for one of the largest law firms in the world and to learn the unique approach that a truly global firm utilizes towards business development and marketing. Our U.S. team works cooperatively with our colleagues located in 50 offices throughout the world as one integrated team.

This role is responsible for the day-to-day business development support for Private Capital (incld Private equity), including working with the lead partners on their client development plans; leading pitches for the relevant product area and contributing market insight into cross-practice and cross-border pitches; coordinating practical marketing support for profile-raising activities, such as speaking at industry conferences, thought leadership, appropriate events/webinars, and hospitality; managing the process of experience collection, league tables, credentials, and CVs; and other ad-hoc business development support.

KEY RELATIONSHIPS

• Director of Business Development Corporate (based in Boston)
• All U.S. business and practice development
• Global CRMs especially the PE/PC CRMs
• Global Head of Business Development - PC (Based in London)
• Global Head of Client Insights (based in London)
• U.S. business development team
• Peers across the wider and global business development, marketing and communications team

CONTEXT

The role will involve practice strategy, pitches, market research, events and PR. There is also involvement in the day-to-day running of the business from a Business Development perspective, especially in relation to marketing processes management, planning, and execution. The provision of a top-quality service and product is paramount. Due to the constantly changing nature of the business, change management is an increasingly important part of the role.

ROLE AND RESPONSIBILITIES

• Play a key role in shaping the strategy and direction taken with the U.S. and Global PE/PC sectors including supporting priority client relationships.
• Work alongside the Relationship Partners (RPs) to implement retention and targeting initiatives to strengthen the relationship between the client and firm.
• Develop and execute client account plans to lend some structure to the relationship building efforts, and to map out the opportunities and coverage. Produce client-related business analysis including client strategy, client structures, revenue, and profitability (including gap analysis), relationship mapping, market share, competitor activity, developments in the client's markets and client needs analysis. Oversee the maintenance of a flow of market/client intelligence (including key client contact moves and developments) to partners and associates to help identify client talking points and engagement opportunities.
• Take the lead role in or oversee a BD Co-Ordinator in preparing proposals, pitch presentations and credentials statements for. Coach partners on their presentations and ensure the teams follow best practice. Input into documents prepared by other practice groups and offices requiring the relevant product expertise. Capture proposal outcomes and prompt fee earners to act upon feedback. Liaise with the creative services team as appropriate to produce high impact pitches, proposals and presentations.
• Support client listening programs with the Global head of Client Insights; carrying out pitch debriefs, matter reviews, relationship reviews and market studies to inform our client and BD strategies. Assimilate the feedback into reports for the relevant partners, and proactively work with the partners to ensure that the feedback in the report is actioned appropriately.
• Reporting to senior management and client teams on the progress and achievements of the PE/PC sectors and priority clients in the region.
• Proactively identify appropriate client entertainment opportunities with fee earners and the CRM team. Challenge partners where appropriate on best use of hospitality opportunities and marketing budget spend. Track marketing spend against clients and individuals/teams within clients to ensure activities are aligned with overall strategic priorities. Work with and oversee Events support team members on delivery and execution.
• Lead the development of regional PE/PC campaigns, content, and knowhow by feeding back client intelligence and perspectives on key hot topics, priorities, and strategies. Work with the global PE/PC sectors BD team and other BD peers to assess and implement suitable PE/PC focused campaigns to build the firm’s profile.
• Market and client research in supporting business-planning activities and ensure partners are briefed in advance of client meetings.
• Develop an understanding of the firm’s alternative delivery offerings and work with the relationship management team to recommend the right solutions for PE/PC clients.
• Assist in developing secondment strategies and managing secondees for our clients.

TEAM

This position reports directly to the Director of Business Development – Corporate and will work closely with members of the U.S. business development team.

KEY REQUIREMENTS

• Minimum of 5 years of legal or professional services experience working in a high-profile, fast-paced environment.
• Willingness and enthusiasm to develop an in-depth understanding of the Private Capital and Private Equity sectors, with experience working in these sectors preferred.
• Excellent written and verbal communication skills; high attention to detail and strong client focus.
• Excellent interpersonal and influencing skills - with partners, key associates, and business development colleagues, and clients, including selling concepts and presenting to senior management.
• Strong project management skills with the ability to prioritize effectively while working on multiple conflicting deadlines.
• Proven track record of achieving strategic business objectives and using this experience to determine people and financial resources required for specific projects.
• Experience with budgeting, including writing business cases, is a plus.
• Strong knowledge of MS Word, PowerPoint, and Excel.
• Bachelor’s degree required.

This is an outstanding opportunity for an experienced marketing and business development professional to work closely with an energetic group of people, in a fast-paced law firm environment. We are looking for an individual who is proactive, persistent and committed to “getting the job done,” and a supportive colleague.

Equal Employment Opportunity, including Veterans and Disability

A&O Shearman is an equal opportunity employer, including Veterans and Disability. Every individual has the right to work in a professional environment that promotes equal opportunity and prohibits discrimination and harassment. This policy applies to all aspects of an individual’s relationship with A&O Shearman, including, without limitation, recruitment, hiring, training and development, promotion, compensation, discipline, termination, and all other terms and conditions of employment.

If you are vision-impaired or have another disability under the Americans with Disabilities Act or similar law and wish to discuss accommodations related to applying for employment at A&O Shearman, please contact US HR Transactions at US-HRTransactions@aoshearman.com or call +1 212 610 6300 and ask for HR Transactions. This role is open to our New York or Dallas office. For individuals assigned to or hired for this opportunity in New York, the estimated annualized base salary range for this position is $166,000 - $226,000. For Dallas, the estimated annualized base salary range for this position is $148,000 - $182,000. The actual base salary offered will depend on the overall qualifications of the individual applicant for the position and other job-related factors permitted by law. We offer a competitive compensation and benefits package which includes a discretionary bonus, paid leave, life, health, accident, and disability insurance; and a 401(k) plan.