Clients & Markets Manager

6 months ago

Sydney, Australia Kennedys Law Full time

Kennedys is looking for a Clients & Markets Manager to join our business development and marketing team in Australia. This role can be based in any of our offices in Australia.

As a member of the APAC regional team, the Manager will add value through driving and supporting the growth and development of our practice in Australia, at least one of the firm's strategic or future client relationships, and at least one of the firm's product line groups in the region.

The individual will working closely with colleagues in Singapore and Hong Kong, and will be expected to contribute to initiatives in the APAC region and globally.

This role will report to the Head of Business Development & Marketing, APAC, based in Singapore.

**Team**

Kennedys' global business development and marketing 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 business development and marketing team in Australia supports our growing office network (currently four locations). The current team covers Clients & Markets and Brand, Marketing & Communications, although all team members work together to provide backup and overflow capacity as priorities and deadlines require.

**KEY RESPONSIBILITIES**
- Work closely with the Head of BD & Marketing APAC and key stakeholders to development, prepare and execute strategic plans for Australia.
- Proactively support the management of the firm's key client programme. Develop local/regional 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.
- Conduct research on industry and competitor trends and propose client and business development strategies focussed on growth.
- Work with key stakeholders to deliver our global client feedback and experience programme, including undertaking client feedback interviews and using insights to drive improvements and enhance our client sentiment
- 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
- Work closely with key stakeholders to contribute to global publications and thought leadership initiatives, and drive the development of local thought leadership aligned to strategic priorities.
- Work closely with key stakeholders on 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.
- Oversee the development of BD infrastructure with a focus on efficient processes and practices, in collaboration with other BD team members.

**KNOWLEDGE, SKILLS & EXPERIENCE**
- Previous experience in a business development / client development role within a law firm or global professional services firm
- Knowledge of the insurance sector desirable
- Previous experience of coaching and developing partners and teams
- 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
- 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.

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