Bd Manager, Clients and Markets

1 week ago

Brisbane, Queensland, Australia Kennedys Full time

Salary:
Competitive

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Office Region:Asia Pacific

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Office Location:Brisbane, Melbourne, Perth, Sydney

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Division/Department:Business Development

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Working Pattern:Full Time
  • Perm

Role Type:
Hybrid


Kennedys is looking for a BD Manager, Clients and Markets - Insurance, to join our business development and marketing team in Australia.

There is a preference for this role to be based in Sydney.

This role is primarily to support the growth and development of our Insurance practice group in Australia.


The individual will also be part of the APAC regional team, working closely with colleagues in Singapore and Hong Kong.

The role will also contribute to initiatives in the APAC region and globally.

This role will report to the Senior BD Manager, Australia, based in Melbourne.

TEAM


Kennedys global Business Development team promotes Kennedys services and supports the firm's global growth ambition and our key clients and markets.

The Australian BD team works in close collaboration with colleagues in APAC, UK, EMEA, US and LatAm on a wide range of marketing and communications initiatives.

The BD & Marketing team in Australia supports our growing office network (currently four locations).

The current team covers Clients & Markets and Marketing Comms, although all team members work together to provide backup and overflow capacity as priorities and deadlines require.


KEY RESPONSIBLITIES

  • Work with the Senior BD Manager, Australia, and the Australia partners to develop and deliver office and product group business plans.
  • Proactively support the management of the firm's key client programme. Develop local client plans and work with lawyers to drive the execution of those plans in order to improve the firm's strategic position with each client and increase our share of work. Liaise closely with the global and regional client teams and work closely with our client teams to encourage CRM best practice.
  • Work with the Senior BD Manager, Australia, to consider and monitor pipeline of work and client engagement opportunities. Have relevant discussions with partners and fee earners to ensure retention and growth of revenue streams are considered and maintained.
  • Project manage pursuits, including drafting content and contributing to formal panel tenders and informal pursuits e.g. proposal documents, presentations and fee quotes. Analyse opportunities to recommend bid/no bid decisions for local opportunities.
  • Help partners prepare for strategic pursuits. Operate as a respected and proactive internal consultant, coaching partners and others involved in winning new business in the art of developing competitive, commercial propositions
  • Advocate the firm's CRM database. Ensure data is current and segmented to support targeted reporting and emarketing. Ensure lawyers are tracking all local BD activities and generate regular reports on client BD to help inform and advise the business on ROI.
  • Work closely with the partners to contribute to global publications and thought leadership initiatives, and drive the development of local thought leadership aligned to strategic priorities.
  • Manage legal directory and award submissions for Australia. Deliver best practice guidance on process, in order to improve rankings and recognition in key areas of expertise.

REQUIRED EXPERIENCE

  • Previous experience in a business development / client development role within a global professional services firm or financial / insurance organisation
  • Knowledge of the insurance sector desirable
  • Previous experience of coaching and developing partners and teams
  • Knowledge and experience of client retention programmes
  • Highly organised and able to prioritise workloads, manage multiple projects and negotiate deadlines
  • Strong written and verbal communication and interpersonal skills
  • Build strong working relationships with partners and staff at all levels
  • Flexible and adaptable, comfortable with change
  • Business benefit and results focused
  • Service delivery focused
  • Strategic and pragmatic; committed to 'trusted adviser' status
  • Have a high level of personal integrity and accountability
  • Comfortable working with colleagues across time zones to ensure regional/global alignment
  • Enthusiastic and optimistic attitude
  • Able to handle queries efficiently with diplomacy and tact, gaining the confidence of partners, senior lawyers and managers
  • Adhere to Kennedys' core values through working relationships, attitude and behaviour.


This is a developing role and the job description is not exhaustive and may vary in line with changes in the team's objectives and firm policy.

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