Marketing & Business Development Manager

SUMMARY:
One of the world’s top law firms with an ever increasing presence in Africa is seeking a Marketing and Business Development Manager. They have over 40 offices in the Americas, Asia-Pacific, Europe, the Middle East and Africa.  With a presence in the world's major financial and commercial markets, they are well placed to provide excellent business-oriented advice to their clients locally and internationally.  The Senior M&BD Manager, Africa helps to develop and implement the local South Africa business plan by applying a structured and co-ordinated approach to supporting revenue generation and profile raising, in line with the firm’s wide business plan objectives. The role also helps to shape and implement the firm’s business plan and proactively assessing client and market opportunities and developing targeted initiatives to further develop the business, profitable revenue and the image and reputation of the firm in the market.

POSITION INFO:
Duties and Responsibilities
This role is integral to helping drive forward the business generation of the South Africa office and the wider Africa Practice. This will involve ensuring a structured approach to targeting new business, client relationship management, pitching, profile raising and marketing campaigns (in line with firm wide programs), in particular:

• Maximise the opportunities to grow our revenue from existing and prospective clients, including supporting our global priority client program and Sales Transformation program
• Raise the firm’s profile and position within the local market, including supporting our industry sector and thought leadership programs
• Leverage and develop our people, knowledge and resources in an effective and efficient manner

• Working closely with the OMP and other partners to develop, support, execute and manage the local business plan, M&BD plans and budgets

• Generate, develop and lead the implementation of ideas with lawyers in relation to business development and revenue generation activities
• Provide comprehensive support to targeting initiatives aimed at generating additional and new business
• Monitor actions and key success indicators to follow progress and keep lawyers on track with BD targets and initiatives (tracking ROI)
• Support the firm wide priority client program, by helping to develop relationships with key clients across the region – in collaboration with client teams
• Act as client account manager (CAM) to at least one of the firm’s major clients
• Embed the firm’s global client listening programme into the local office and Africa Practice
• Develop compelling pitch propositions, in line with our Pitch to Win strategy, by working with the central Pitches & Pursuits team. Guide the M&BD teams working on major pitches across Africa
• Follow a clear Go/No-Go process for the assessment of pitch opportunities to help increase/maintain the firm’s high pitch win rate
• Ensure the successful implementation of global initiatives, projects and M&BD systems at local level
• Support the OMP with strategic/business plan related internal meetings at local level (e.g. partner strategy meetings or townhalls)
• Develop and support the OMP with strategic/business plan related internal communication (at local level as well as with regard to internal (International Management Committee) reporting).

• Ensure that the lawyers gain recognition and coverage at the highest levels in the appropriate media and through targeted press and public relations activities (incl. the development and implementation of local PR/Coms priorities and advising lawyers on PR best practices), working closely with and managing the local PR agency
• Work closely with the lawyers on the creation of thought leadership programs/campaigns and client events to raise awareness of our capabilities and encourage client engagement on hot topics
• Advise lawyers on internal profile raising opportunities and best practices
• Develop a program of client engagement and profile raising events across the region, working closely with the senior events manager for EMEA to ensure local events are coordinated with global practices, sectors and other regional initiatives
• Provide critical evaluation of sponsorship and other marketing opportunities and make recommendations to partners, then maximise any sponsorship or memberships the firm signs up to
• Develop a strategy for local recognition. Take ownership for and ensure that the directory and award submissions are timely, of the highest standard (in compliance with our internal confidentiality and client consent policy) and effectively enhance the position of the firm/ practice areas for the South Africa office by providing guidance to the other members of the M&BD team supporting the process. Present new opportunities for credible profile enhancing activities

• Support the development of more junior M&BD team members, providing direction, training and coaching, and developing and reinforcing best practices and processes
• Work closely with the Head of M&BD EMEA and other M&BD colleagues around the network to ensure optimum flow of information, consistency, and sharing and implementation of best practices
• Form part of the EMEA M&BD Management Team, which meets monthly, helping to guide and shape the function across EMEA
• Active participation in EMEA-wide or firmwide projects, as required

• 10 years of experience of which a relevant portion in an M&BD function in professional services
• Educated to university (higher education) degree level (for example in business, law, journalism or political science)
• Good understanding of the professional services sector and in particular the legal industry
• Excellent project management skills, ideally with experience of managing cross border and cross departmental projects
• Strong interpersonal and influencing skills with confidence to deal with colleagues all levels
• Pragmatic, diplomatic, and resourceful, with the ability to adapt quickly to different situations and personalities
• Team player enjoying collaboration within cross-functional teams in a collaborative, professional environment
• Highly self-motivated and a self-starter with the ability to bring projects to fruition and to navigate challenging decision making processes
• Client-service minded with a friendly and helpful, can-do attitude
• Good IT skills (Word, PowerPoint, Excel)
• High-level/ excellent English speaking and drafting skills

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