CRM & BD Manager

Job description

We have an exciting opportunity for CRM & BD Manager to join our Marketing and Business Development team, based in A&O Shearman's Sydney office.

Why A&O Shearman?

This is an opportunity to join a firm with real momentum in Australia and a uniquely compelling international platform. A&O Shearman combines leading Finance capability in Australia with the strength of a global network, giving our people the opportunity to work on sophisticated, cutting-edge matters with a cross-border dimension.
For a business development professional, this role offers the chance to:

• support an exciting growth agenda in a priority practice
• work closely with highly regarded Finance partners on important clients and opportunities
• build meaningful connections across a truly global firm
• be part of a globally leading BDMC team with strong standards, deep expertise and an integrated approach
• contribute to the growth of a market-facing practice at a particularly interesting point in the firm’s evolution

This is a role for someone who wants to do high-quality, high-impact work in an ambitious and internationally connected environment.

Marketing & Business Development team - Sydney

Our Business Development & 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 partner with lawyers across the firm to deepen key relationships, convert strategic opportunities into revenue, and build market profile in priority sectors and practices.

As one integrated global team, we combine local market knowledge with international reach, specialist expertise and high standards of execution. This enables us to support partners with commercially focused, connected and high-quality business development that reflects the scale and ambition of A&O Shearman.

What you will do

This role supports the execution of business development and marketing priorities for A&O Shearman’s Finance Department in Australia, including Debt Finance, Leveraged Finance, Global Financial Markets, Securitisation, Restructuring and U.S. Capital Markets. It plays an important role in helping the Finance group convert opportunities, strengthen profile in the market, deepen priority client relationships and connect effectively across the A&O Shearman network.

A key part of the role is supporting the Australian contribution to the Financial Institutions and Private Capital sectors, including structured client relationship management responsibilities for priority clients across Australian Banks and Investment Banks. The role will work closely with partners and BD colleagues to help identify relationship-building opportunities, support account planning, undertake client listening and coordinate activity that strengthens the firm’s position with those clients. The position also requires cross-border collaboration to effectively execute sector and practice-driven marketing and business development campaigns and initiatives.

This is an excellent opportunity for a commercially minded and proactive BD professional who enjoys operating in a high-performing environment, taking ownership of delivery, and working closely with partners on high-value opportunities and important client relationships.

Success in the role will depend on the ability to execute to a high standard, manage multiple priorities, build trusted relationships with partners and colleagues, and connect opportunities across the A&O Shearman platform.

Key Relationships;

• Market Lead Australia
• Finance Partners and Associates in Australia
• APAC Financial Institutions and Private Capital Sector Leads
• APAC and global BDMC colleagues
• Global Client Account Managers
• Core Pitch Team

Responsibilities;

1. Execute agreed BD priorities for the Finance practice

• Work with Finance Partners and the Market Lead to deliver agreed business development priorities for the Finance group in Australia.
• Translate agreed strategic priorities into focused BD initiatives, campaigns and client activities.
• Help drive growth by identifying practical actions, coordinating follow-through and maintaining momentum on agreed priorities.
• Support partners in converting market opportunities into client conversations, pursuits and relationship-building activity.
• Lead the preparation and project management of relevant legal directory and awards submissions for the Finance group. Work closely with partners and colleagues to gather inputs, shape content and ensure submissions are high quality, strategically focused and delivered on time.

2. Support priority client growth and CRM activity

• Support relationship partners in the management of priority clients within the Financial Institutions sector, with a particular focus on Australian Banks and Investment Banks.
• Help develop and implement client plans that support revenue growth, relationship deepening and cross-practice collaboration.
• Build a strong understanding of client structures, business priorities, market positioning and relationship dynamics in order to identify opportunities for the firm.
• Coordinate client-facing activity including client listening, relationship mapping, account-planning support, meeting preparation, follow-up actions and internal alignment across relevant teams.
• Work across the A&O Shearman network to connect partners and teams to relevant client opportunities, market developments and relationship intelligence.

3. Lead high-quality pitches, proposals and credentials support

• Project manage pitches, proposals, panel submissions and other strategic pursuit opportunities for the Finance group.
• Work with partners, the pitch team and other contributors to prepare clear, high-quality and compelling pitch documents, presentations and credentials materials.
• Ensure submissions are well managed, delivered to deadline and aligned with the firm’s positioning and standards.
• Track pitch outcomes and support debriefing and follow-up activity to improve future approach and execution.

4. Deliver market-facing campaigns and BD initiatives

• Support profile-raising activity that reinforces the market position of the Finance practice and the Financial Institutions offering in Australia.
• Support the execution of targeted BD campaigns, thought leadership initiatives, events and market-facing activity for the Finance group and relevant sector priorities.
• Work with partners and BD/communications colleagues to deliver initiatives that strengthen market profile, support client engagement and create opportunities for growth.
• Help identify appropriate external opportunities, associations and forums that support the practice’s priorities and profile.

5. Provide market and client intelligence that supports growth

• Conduct focused client, sector and competitor research to support partner activity, key client planning, pitches and broader BD initiatives.
• Share relevant market and client intelligence with partners and colleagues to support relationship-building and opportunity spotting.
• Contribute to internal connectivity by helping bring together insights, market developments and cross-network opportunities relevant to the Finance and Financial Institutions practices.

6. Operate as a connected member of the BD team

• Work as part of the Australian and wider A&O Shearman BDMC team, drawing on global best practice, specialist support and shared resources.
• Collaborate effectively across offices and teams to ensure joined-up execution and strong visibility of Australian priorities and opportunities.
• Contribute to a high-performing team culture through collaboration, responsiveness, accountability and a growth mindset.

What you will have

• Graduate degree / University degree in business/related disciplines.
• Relevant business development and marketing experience at an equivalent level within a law firm or other professional services environment - minimum 6 years’ experience
• Strong experience supporting senior stakeholders in a fast-paced, high-performance environment.
• Experience in pitches, proposals, credentials and directory submissions.
• Experience in client relationship management and supporting structured client development activity.
• Commercially astute with a good understanding of financial metrics and profit levers.
• Excellent interpersonal and influencing skills.
• Exposure to Finance, Financial Institutions or other complex corporate practice areas would be advantageous.

Skills & Attributes;

• Curious and commercially minded, with a genuine interest in clients, markets and how firms win work.
• Growth mindset, with the energy and initiative to help drive forward opportunities and support practice growth.
• Able to work autonomously, take ownership and manage competing priorities effectively.
• Strong project management capability, particularly in relation to pitches, submissions and coordinated BD initiatives.
• Excellent written and verbal communication skills, with the ability to produce polished, high-quality documents and presentations.
• Strong interpersonal and influencing skills, with the confidence to work closely with partners and build credibility across the business.
• Highly collaborative, with the ability to make connections across the A&O Shearman network and bring the right people together around opportunities.
• Strong attention to detail and commitment to quality.
• Commercially aware, organised and delivery-focused.
• Strong technology skills, including MS Office and relevant BD/CRM tools.

Equal Employment Opportunity

A&O Shearman are committed to supporting a culture that drives inclusion. Every day, we’re working hard to create an environment where everyone feels that they can bring their authentic selves to work. To be comfortable and confident to be who they are in the workplace. To feel like they belong.

We welcome applications from people of all ages, genders (including if you identify as transgender or gender diverse), sexual orientation, cultural backgrounds, family or caring responsibilities, and people living with a disability. If you need any support to fully participate in the application process, please contact Australian Recruitment for guidance.