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Client Development Manager
2 months ago
About the Role
Norton Rose Fulbright is a global law firm that provides a full business law service to the world's preeminent corporations and financial institutions. We have over 3,800 lawyers based in more than 50 offices across Europe, the United States, Canada, Latin America, Asia, Australia, Africa, the Middle East and Central Asia.
Job Summary
We are seeking a Client Development Manager to join our team. As a Client Development Manager, you will be responsible for ensuring effective account management of client relationships, continually seeking opportunities for client growth, managing bid and tender activity, and supporting other Marketing and Business Development programs.
Key Responsibilities
- Undertake research to deepen understanding of clients' circumstances, issues, expectations, and needs.
- Develop account management plans for allocated clients, with a focus on retention, growth, and/or increased profitability as appropriate; support Client Relationship Partners (CRPs) and client team members to implement those plans.
- Ensure that contacts from allocated key clients are profiled to areas of specific interest and work with the digital and events teams to manage the organization and execution of unique key client experiences, events, and hospitality.
- Contribute to the firm's overall client experience program, including the management and execution of the firm's client listening program, client experience journey mapping, and working with the Client Board.
- Work with the CRPs of allocated clients to develop proposals for accessing the key client budget and ensure that any funded initiatives deliver the target return on investment.
- Project manage and deliver bids and tenders for allocated clients, with support from other Business Development team members and the strategic bids team as appropriate. This includes value proposition development, as well as undertaking copywriting and editing.
Client Management
- Using the NRF client relationship management methodology and tools, participate in the development and execution of account management plans for allocated clients.
- Work in collaboration with other parts of business services in sourcing relevant information regarding clients when planning account/client management or targeting initiatives and activities.
- Manage the client budget for the allocated clients by monitoring and tracking expenditure.
Events, Webinars, and Sponsorships
- Work with PAs to ensure event support for clients is provided in relation to In-house and third-party events.
External Profiling and Publications
- Work with the communications team and relevant Partners to profile the client work and their expertise through media and digital channels through drafting and facilitating creation of content.
Systems and Processes
- Champion the use of Marketing and client systems and information repositories.
Budget
- Manage the execution of the assigned and approved client budget for allocated clients and industry sector teams.
Essential Skills and Knowledge
- Strong understanding of marketing and core marketing programs employed in business-to-business relationship marketing.
- Ability to think strategically about client issues, including the ability to craft value propositions based on client needs matched with expertise.
- Experience in leading client, project, or campaign teams.
- Strong team orientation; natural collaborator and sharer of information.
- Ability to influence and challenge senior executives on the value and strategic alignment of proposed client and business development activities. This includes coaching Partners and business leaders on strategies and methods for business development.
- Strong program and project management skills, including the ability to negotiate competing priorities, manage multiple, concurrent projects, and work to tight timeframes.
- Excellent written and verbal communication skills.
- Knowledge of Microsoft Office Suite and Outlook; knowledge of InterAction CRM preferred.
About Us
Norton Rose Fulbright Australia is a leading law firm that offers genuine career prospects and an excellent team environment renowned for its collaborative culture, passion for client service, and professional development opportunities.
