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Department/Division: Clients & Markets
Duration: Permanent
Location: Edinburgh or Glasgow
Reports to: Senior Business Development Manager
Type of Role: Hybrid
Reference no.: 9943
The Role
Dentons is at an exciting time in its strategy and a major focus on marketing and business development activity is seen as crucial to its growth. The Business Development Manager will provide support on marketing and business development activity across the Employment & Pensions team.
The role will be focused on delivering strategic objectives in relation to practice initiatives, including proposals, events, sponsorship management, client relationship management, and client targeting.
Responsibilities
Client pipeline, client relationship, and campaigns:
- Developing and managing campaigns, ensuring full alignment between the Employment & Pensions practice group and firm's strategic objectives. Working with the Senior Business Development Manager to deliver large scale, cross-practice campaigns.
- Managing the RFPs and opportunities that come into the practice group, including preparation of information for wider regional and global proposals as required.
- Support on the management of key clients and panel appointments.
- Working with partners to implement their personal and practice business plans.
- Build a good understanding of the market and offer informed advice based on that knowledge.
- Undertaking research to identify reasons to get in touch with strategic clients.
- Assisting partners and their teams to prepare for BD meetings to ensure the best possible interaction including preparation of any materials and credentials.
- Developing high-quality promotional materials that convey our market proposition to clients and targets, ensuring this content is replicated on our systems and promoted where needed through internal communications channels.
- Ensuring we undertake client feedback as part of our wider programme.
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Events, directories, and market development:
- Working with the Events team and Practice Support Executives as relevant, manage the planning and implementation of effective client events, both in person and virtual.
- Qualifying proposals for new events in line with our strategic objectives and our wider event programme.
- Drafting invitations and creating bespoke target lists for each event.
- Organising all logistics (including webinar set up where relevant) and work with Practice Support Executives to carry out the event.
- Sourcing client entertainment options and enhancing hospitality opportunities through ongoing or potential new sponsorships.
- Ensuring that we enhance the client engagement opportunities afforded by events and sponsorships.
- Measuring ROI by ensuring data is captured through our CRM system following the event and ensuring leads are followed up on.
- Management of the legal directory and awards submissions process, coordinating submissions, balancing opportunities to promote individual and firm rankings, and ensuring input across firmwide directories.
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Other responsibilities:
- Working closely and collaborating with our core Business Development team and wider Clients & Markets team.
- Working with the Clients & Markets team in Warsaw to coordinate contributions and input into business development systems including our CRM system, our global credentials, proposals, and CV databases.
- Monitoring business development spends against budget.
- Ad-hoc projects as required.
Required experience, skills, and attributes
- Significant relevant marketing and organizational experience.
- Experience of working in a legal and/or professional services environment.
- Understands when to act and when to ask.
- Builds trust amongst fee-earning teams and wider stakeholder community.
- Understands the need and has the ability to manage expectations.
- Good attention to detail.
- Strong written and oral communication skills.
- Willingness to take on additional responsibility and assist where needed.
- Sound working knowledge of Word, PowerPoint, Excel, and LinkedIn.
Qualification Requirements of the Role
- Graduate calibre with demonstrable and/or professionally recognized marketing or communications qualification (such as CIM, etc.).
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