Client Development Manager

5 months ago

Sydney, Australia Norton Rose Fulbright Full time

Description

Client Development Manager

Norton Rose Fulbright is a global legal practice. We provide the world's preeminent corporations and financial institutions with a full business law service. We have more than lawyers based in over offices across Europe, the United States, Canada, Latin America, Asia, Australia, Africa,
the Middle East and Central Asia.

As a Client Development Manager you will ensure effective account management of client relationships, continually seeking opportunities for client growth, manage bid and tender activity and support other Marketing and Business Development programs. As an integral member of a close-knit national team you will leverage your background in BB business development to hit the ground running. Previous experience in a professional services firm would be an advantage.

Responsibilities

Support for BDM's

Undertake research with a view to deepening 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 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 organisation 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 programme, 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 BD team members and the strategic bids team as appropriate. This includes value proposition development, as well as undertaking copywriting and editing.

Clients

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 BB relationship marketing Ability to think strategically about client issues including 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 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

At Norton Rose Fulbright Australia, you will be rewarded with genuine career prospects and an excellent team environment renowned for its collaborative culture, passion for client service and professional development opportunities.

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