Business Development Manager

Harneys is a global offshore law firm. We provide advice on British Virgin Islands, Cayman Islands, Luxembourg, Cyprus, Jersey and Anguilla law to an international client base which includes the world’s top law firms, financial institutions and investment funds, as well as high net worth individuals. Our network is the largest among offshore law firms with 11 locations including market-facing offices in Bermuda, Cayman Islands, British Virgin Islands, Cyprus, Dubai, Luxembourg, Hong Kong, Jersey, London, Shanghai and Singapore. Our wide network allows us to provide reliable and timely service on even the most complex cross-border transactions and disputes.

The Role

This is a fixed term contract position. The Business Development Manager is responsible for identifying, developing and implementing the most appropriate BD strategies and initiatives to grow revenue for the EMEA region, which includes the London, Jersey, Dubai, Cyprus and Luxembourg offices. It involves managing one other BD team member and reports to the global Director of Marketing and Business Development, who is based in London.

Responsibilities

• Develop BD plans to achieve objectives of increasing revenue, profitability and market share for the relevant practice or office, in conjunction with partners and senior BD and marketing colleagues.
• Prepare and track BD budgets and report on ROI and success against objectives.
• Manage directory submissions process for assigned offices and practice areas.
• Manage award submissions for assigned practice areas, in conjunction with marketing.
• Manage responses to RFPs and panel submissions, including content development, document preparation and follow-up.
• Manage and execute signature events, sponsorships and conferences from start to finish.
• Develop practice and office overviews and maintain updated master versions to send to clients.
• Identify and promote cross-selling opportunities with other practices and jurisdictions.
• Provide input on communications including mailshots, website content, newsletters, blog posts and presentations.
• Identify profile raising opportunities through activities including conferences, client entertainment, sponsorships, referral network relationships and speaking engagements.
• Conduct research on key clients to assist partners with understanding their clients’ business, objectives and potential opportunities.
• Conduct research on target clients and markets and apply to business development and marketing initiatives.
• Assist lawyers with client presentations, including information gathering, content development, planning and rehearsal, final production and follow up.
• Develop solid understanding of the services offered and key selling points for Harneys offices globally.
• Maintain in-depth knowledge of market trends, competitors and industry developments.
• Undertake projects as required by the Marketing and BD Director.
• Assist with identifying opportunities for new products and revenue streams.
• Champion the effective use of Sugar (the firm’s CRM system) and provide support and coaching for lawyers.
• Develop positive working relationships with colleagues in the wider Marketing and BD team in both the law firm and the Fiduciary business.
• Promote an environment that supports diversity and reflects the Harneys brand.