White & Case LLP
Proposals Manager, Business Development, Finance - Capital Markets
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Our Business Development & Marketing team
Our Business Development & Marketing team plays a critical role in enhancing the Firm’s reputation, expanding its client base, and driving revenue growth. This team develops and implements strategic marketing plans to promote the Firm’s legal services, leveraging digital and traditional marketing channels to reach target audiences. They conduct market research to identify industry trends and client needs, positioning the Firm competitively within the legal marketplace. The team also manages client relationships, orchestrates business development initiatives, and seeks opportunities for partnerships and networking. Through compelling content creation, event planning, and public relations efforts, they ensure that the Firm maintains a strong market presence and continues to attract and retain clients.
Position Summary
We are looking for a commercially minded and highly organized Proposals Manager to lead proposal activity for our Debt Capital Markets (DCM) practice. Based in London, you will manage the end-to-end pitch and proposal process for the London and Paris DCM teams, working closely with colleagues across the EMEA Capital Markets Regional Section and our global network.
This is an opportunity to make a visible impact on strategic client relationships and business development outcomes. You will develop compelling, client-focused proposals, panel submissions, pitch materials, and capability statements that showcase the depth of our DCM experience and strengthen our market position. Your judgment, commercial insight, and ability to bring people together will help us pursue high-value cross-border opportunities across EMEA.
Partnering with the Senior Manager, Business Development, Finance – Capital Markets, you will work directly with partners, associates, and business development colleagues to shape the strategy and delivery of DCM proposal activity. You will be a trusted adviser to senior stakeholders, combining a confident presence and commercial acumen with a practical and collaborative approach.
Duties and Responsibilities
- Lead the preparation and delivery of pitches, proposals, and client presentations for the London and Paris DCM teams, ensuring each submission is strategically focused, high quality, and delivered on time.
- Coordinate smaller pitches, placemats, and capability statements with Business Development Specialists and Coordinators, providing guidance and support where needed.
- Support significant global panel proposals led by our Central Proposals team, while taking the lead on smaller EMEA panel RFPs where your expertise will have the greatest impact.
- Manage and report on RFP activity, producing regular insight on pitch volumes, success rates, win/loss ratios, and emerging issues for the Senior Manager and partners.
- Co-ordinate the gathering of competitor intelligence to inform key RFP responses.
- Own the proposal process from initial assessment through to submission and feedback, supporting Stop/Go decisions and embedding best practice to drive continuous improvement.
- Ensure new pitch and proposal opportunities are accurately recorded and kept up to date in InterAction, including outcomes, win/loss information, and reasons for success or missed opportunities.
- Join proposal kick-off and progress meetings, preparing and maintaining proposal timelines, meeting agendas, and keeping core team members aligned through timely meeting summaries and action lists.
- Work with the Senior Manager, Associate Directors, and Directors to gather high-level client feedback on significant or complex pitches and analyze and present relevant insights at EMEA partner meetings.
- Work with global BD teams and our BD/Marketing Operations team to ensure content in the firm’s proposal management system remains current, relevant, and in the approved style.
- Coordinate the development and maintenance of the DCM proposal infrastructure, including proposal collateral, pitchbooks, credentials, boilerplate content, and the lawyer bio bank.
- Share knowledge, insight, and best practice with Business Development, practice development, and marketing colleagues across our global network, supporting firmwide pitch initiatives and helping us deliver a consistent, client-focused proposals experience.
- As you build experience in the role and the needs of the DCM group evolve, your responsibilities will develop accordingly. This list highlights the current priorities supporting DCM proposals for the London and Paris teams and is not intended to be exhaustive.
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Qualifications
- Degree-educated.
- A minimum of 5 years of business development and marketing experience in legal/professional services is preferred.
- Experience working with relationship partners, fee earners, and senior support management on proposal activities, at a global scale.
- Understanding the products and practices of an international professional services firm - experience of working in a law firm environment is essential.
- Experience supporting corporate practice, particularly Capital Markets, would be an advantage.
- A proven track record in a manager-level role, including managing complex pitches and proposals across multiple jurisdictions and practice areas, such as panel and matter-specific RFPs.
- Strong influencing, negotiating, and coaching skills at a partner level.
- Excellent written and verbal communication skills, with exceptional attention to detail and the ability to produce accurate, high-quality work.
- Track record of project management and delivering pitches and proposals.
- A proactive, assertive, and solutions-focused approach, with the initiative to work independently and the collaborative mindset to contribute as part of one global team.
- A proven ability to work to tight deadlines, juggle multiple projects, and deliver under pressure.
- Confident in handling confidential and sensitive information with appropriate discretion.
- Flexible, committed, and enthusiastic approach.
- Team player with a sense of humor – we pride ourselves on our high performing, and supportive team ethos.
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Location
This role is based in London. Our standard office hours are 09:30-18:00, with a requirement for 4 days (Monday to Thursday) in the office per week.
What We Offer
When you join us, you’ll be working directly with partners, business leaders, and many other inspiring colleagues across our global network of offices. We live by our values - to be pioneering, united, and human - and we believe that you’ll experience them from your first day. We will give you the support and development opportunities that will help you achieve your potential. We believe that consistent high performance merits reward and support. Our compensation package reflects your calibre as a business development professional, and our benefits are designed to support your changing needs and priorities across different life stages.
Firm Benefits
We offer a flexible range of benefits, services, and programmes designed to help support your lifestyle requirements. Some of the benefits currently available include:
- Private medical insurance
- Pension plan with matched employer contribution up to 7.5%
- Yearly wellbeing fund
- Income protection
- Life insurance
- Critical Illness insurance
- Private GP services
- Travel insurance
- Dental coverage
- Cycle to work
- Holiday purchase (available during annual enrolment)
This role reports to
Senior Manager, Business Development, Finance - Capital Markets
Equal Opportunities
White & Case is committed to creating a fair workplace. It is our Firm’s policy to recruit, employ, train, compensate, and promote without regard to race, religion, creed, national origin, age, gender, sexual orientation, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable law.
If you require assistance and/or adjustment to participate in our application and/or interview process, please email us. We will be happy to work with you.
The Firm may modify and amend any job description at any time in its sole discretion. Nothing herein creates a contract of employment or otherwise modifies the at-will nature of employment.
The above is only a general description of the essential duties associated with this position and does not represent an exhaustive or comprehensive list of all duties.
Note to Recruitment Agencies
Our internal Recruitment team manages all aspects of lateral hiring. All agencies must have signed terms of business—specific to the relevant office—before submitting any candidates. CVs or applications sent directly to White & Case partners or employees will also not be considered formal introductions. If you have questions, please contact the relevant Recruitment team. We work with our preferred suppliers when engaging agencies.
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