Senior Business Development Manager

Department/Division: Business Development
Duration: Permanent
Location: London
Reports to: Head of Business Development UK&I
Direct Reports: Yes
Type of Role: Hybrid

Reference no: 5973

The Role

This is an exciting opportunity to join the newly formed Projects practice group, to lead, drive and advise on business development activity alongside the dynamic Projects leadership team comprising two practice leaders and a practice manager. The position will play a pivotal role in establishing the new group, and developing the go to market offering, including tools and resources; client identification and targeting; proposals and sales; and the client relationship management of existing clients. The new Projects group will allow us to drive collaboration and build on cross-practice strengths to provide the strongest market presence and best client experience on complex construction, re-development, energy, government, infrastructure and transport projects. The role is supported by a Senior Business Development Executive.
 

Duties and Responsibilities

Business Planning 

• Work with the Practice to develop and implement annual business development plans, budget proposals and campaign/initiative plans for the UKIME region. This will include acting as a strategic advisor to the group in relation to the marketplace and how to approach it, as well as a leader in the commercial implementation of these plans.
• Oversee BD activity to ensure objectives are met.  This includes, but is not limited to, client development, profile raising, marketing communications, pitching and event management.
• Deliver and oversee reporting.
• Chair and drive activity through regular 'go to market' group meetings as appropriate.
• Drive and implement firm-wide and/or regional and local BD initiatives within Projects as appropriate.

Winning Work 

• Oversee the sales pipeline for Projects, ensuring efficient and effective coordination practices are in place to support pitches, working closely with the central proposals team together with the practice BD teams, and other groups to resource the pursuits as needed. 
• Ensure follow up is sought from client post pitch; track and act on actions which arise; assess how feedback can be used to drive behavioural change.
• Monitor firm wide panel appointments and drive realisation of opportunities presented.
• Act as an ambassador for proposal best practice to ensure understanding and compliance of submissions.

Campaign Management 

Drive the development, targeting and management of Projects campaigns to promote our capabilities and thought leadership in the relevant markets across our UKIME offices and practice groups, and beyond.  Key objectives will include to raise the market brand awareness and develop tools and opportunities for fee earners from across practices to leverage and grow their business.  

• Drafting integrated campaign plans using the full range of communication channels.
• Working alongside fee earners on the framing and development of content.
• Oversee the designing, and where needed drafting, of marketing content (eg. both client and internal communications, email and web content, and social media updates in collaboration with the digital team).
• Develop client engagement opportunities, which may include (but not limited to) events (virtual and in person), round tables, and client meetings.

Client Development 

• Lead engagement of the Projects group in our Client programmes and drive the realisation of opportunities across our Clients.
• Maintain awareness of relevant global and local marketing products which can be used for client development and dialogue. 
• Facilitate client feedback from Projects' clients and act on outcomes arising from interviews; and assess how feedback can be used to drive behavioural change. 
• Client account management responsibility for clients.

    
Profile Raising 

• Work with the Digital Marketing and Communications team to develop the firm's profile for Projects through profile raising campaigns and supporting traditional and digital marketing activities, collateral and press.
• Agree, target, and submit to relevant league tables and directories; facilitate contribution to directories where needed and ensure consistent positioning messages are applied; report on Projects rankings and refine approach as needed.
• Ensure activity is brand compliant and adopts our visual identity to deliver consistent materials to market.
• Ensure all communications channels convey consistent messaging and capability presentation (including campaign materials, web, collateral, bids, experience statements, directories, league tables, CV's).

Best Practice

• Adhere to and / or develop best practice to improve efficiency and transparency to fee earners.
• Apply a sophisticated approach to the use of data, web, analytics, business analysis, client targeting and the development of content to generate leads for pursuit.
• Encourage adherence to procedures and best practice with firm systems.
   

Required experience

• Significant Business Development experience working in a professional services environment or other business to business organisation.
• Strong management and leadership skills.
• Experience of developing and implementing impactful business plans and marketing campaigns.
• Understanding of the basics of data driven and digital marketing.
• Sales experience a distinct advantage.
• Experience of driving through change in a challenging environment. 

Personal Skills / Attributes

• Drive, energy and the determination to create a rewarding and impactful role in an ambitious firm where change is occurring rapidly.
• Strong commercial focus.
• Able to interact positively at all levels and a good team player.
• Excellent written and verbal communication skills.
• Excellent interpersonal and influencing skills.
• Able to prioritise and multi-task particularly when working under pressure and to tight deadlines.
• Able to demonstrate excellent customer facing skills.
• Can demonstrate initiative and the ability to be proactive, while also being able to follow instructions and provide support to Partners and senior members of the Clients and Markets team.
• Can carry out all responsibilities in a way which supports the firm’s values and promotes its equal opportunities and diversity principles.
• Relevant degree.
• CIM qualification desirable but not essential.
   

Firm Profile

Across over 80 countries, Dentons helps you grow, protect, operate and finance your organization by providing uniquely global and deeply local legal solutions. Polycentric, purpose-driven and committed to inclusion, diversity, equity and sustainability, we focus on what matters most to you. www.dentons.com

Diversity & Inclusion

Essential to our success as a global law firm is our ability to attract and retain the best talent from a diverse range of backgrounds. We want a work environment where everyone can reach their potential and we have an inclusive culture which respects individual differences. We undertake and support a number of internal and external initiatives aimed at increasing diversity within the profession and we encourage all our partners and staff to get involved. We welcome you to learn more about diversity and inclusion at Dentons.

Equal Opportunities

Dentons is committed to providing equal opportunities for all. We welcome applications from candidates with disabilities and support those in the workplace who have a disability. Any disability disclosure will be dealt with confidentially and sensitively and if you want to speak directly to a member of our team, please email  recruitment.matters@dentons.com.

NO AGENCIES PLEASE 

If you are interested in applying for this position, we welcome direct applications via our careers page, but if you have any questions beforehand please email recruitment.matters@dentons.com – Enquiries only please, applications will not be accepted via email. 

Please note that we will not accept unsolicited CV's sent to the business, nor will we accept any associated terms of business.