Clyde & Co
Senior Client Relationship Manager
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Senior Client Relationship Manager
Senior Client Relationship Manager
Enterprise Client Programme (Insurance Client Programme)
Department
Enterprise Client Programme (Specialising in Insurance)
Location
London (with hybrid working: 2 days per week in-office)
About the Role
The Senior Client Relationship Manager is a pivotal part of the Global Business Development Team, working alongside the Head of Clients, Head of Clients, London Market, and other Insurance Key Client Senior Managers. This role focuses on managing and collaborating on client development across insurance business lines and sectors by leveraging the firm’s global network, executing high-value marketing strategies, facilitating sales processes, and providing advisory and execution services.
You will be responsible for identifying growth opportunities for clients, aligning them with the firm’s strategic goals, driving internal connections with Partners, and ensuring strong engagement and relationship expansion.
The Firm: Clyde & Co
Clyde & Co is a global law firm specialising in insurance, transport, energy, infrastructure, and trade & commodities. With over 5,000 employees across 60+ offices worldwide, the firm is built on a commitment to delivering commercially minded legal advice, client-focused services, and innovative technological solutions.
Key pillars underpinning their success:
- Global Partnership Vision: Uniting expertise across regions and sectors.
- Responsible Business Practices: Environmental sustainability, diversity, and inclusion.
- Client-Centric Approach: Focusing on relationships, innovation, and measurable outcomes.
The Department: Business Development Strategy
Business Development (BD) strategy at Clyde & Co is led by regional and global teams focused on:
- Client & Profile Growth across global sectors.
- Content & Product-Led Approach to market strategy.
- Integrated Digital Marketing for global impact.
- Leveraging Senior Staff as Strategic Advisors, supported by specialised execution teams.
- Tailored High-Value BD Attention for key clients and opportunities.
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Key Responsibilities
Client & Business Development
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Engagement and Marketing Activity
- Execute tactics from approved client development plans.
- Use analytics for lead tracking and pursuit strategies.
- Ensure alignment with global/regional objectives.
-
Tools Development (Content, Products & Thought Leadership)
- Identify trends for tools, feed insights into global programmes.
- Guide Partners in utilising tools for engagement and sales.
- Verify tool use aligns with business goals.
-
Client & Business Analysis
- Monitor Return on Investment (ROI) for tactics.
- Report progress to stakeholders for further opportunity identification.
Pursuit & Conversion
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Enterprise Client Pitch Opportunities
- Lead and coordinate strategic pitches/panels for key accounts.
- Prepare client-specific research, marketing assets, and support materials.
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Client Engagement Decisions
- Evaluate capabilities and suitability for client collaboration.
- Support satisfaction/matter reviews and data analysis.
Relationship Expansion
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Client Relationship Management
- Manage assigned clients with a holistic growth strategy.
- Illustrate deep industry/sector knowledge in leadership discussions.
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Cross-Function Engagement
- Create client teams and cross-practice groups for coordinated efforts.
- Support Partners in managing engagement and sales opportunities.
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Relationship Reviews & Competitor Insights
- Conduct regular client relationship reviews.
- Advise sectors/practices to refine value propositions and market positioning.
Operational Management
-
Deliverables & Resource Utilisation
- Own accountability for client deliverables, quality assurance.
- Optimise team collaboration with BD managers across sectors/regions.
-
Standards & Process Improvement
- Adhere to global BD standards and contribute to improvement.
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Data & Technology Integration
- Maintain accurate BD systems data.
- Ensure timely use of BD technology.
Budget & Financial Oversight
- Enterprise Client Budgeting
- Lead annual budget process for assigned clients.
- Monitor expenditure and ensure ROI alignment.
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Essential Skills & Experience
Profiling & Competencies
- Substantial experience as a senior client development professional in a fast-moving, client-focused environment.
- Budget management expertise and financial accountability.
- Strategic influence at senior levels across clients, Partners, and stakeholders.
- Organisational prowess managing multiple priorities under deadlines.
- Decision-making & problem-solving: Adaptability under pressure.
Soft Skills & Communication
- Confident, diplomatic, and credibility-building interpersonal style.
- Exceptional written and verbal communication skills.
- Attention to detail and accuracy under scrutiny.
Proactive & Partnership-Oriented
- Drive high-impact initiatives with motivation across internal/external teams.
- Apply commitment to commercial value, strategy, and client-centric outcomes.
The Business Growth Model at Clyde & Co
Clyde & Co develops career paths based on core competencies:
- Technical Excellence
- People & Team Dynamics
- Client & Stakeholder Relationships (with focus on this role)
- Service Delivery & Commercial Awareness
- Personal Effectiveness
About Working at Clyde & Co
Values & Commitments
- Inclusivity & Diversity: Following principles of fairness, equity, and opportunity.
- Pro Bono & Community Support: Dedication to empowering diverse voices.
- Sustainability Commitment: Aligns with Net-Zero targets and broader ESG initiatives.
Culture
- Equality & Representation: Candidates from all backgrounds are encouraged to apply.
- Developing Potential: Extensive professional development opportunities.
- Positive Impact: Collaborative ethos focused on excellence and bold innovation.
Note on Privacy: Interested candidates/recruitment partners must first review Clyde & Co's privacy notice.
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