Senior Business Development Manager

About the Role

Your responsibilities will include:

- Head up the BD and Marketing function for the Asia Pacific region.
• Team Management – To manage a BD Manager and Senior BD Executive, and to recruit an additional BD Manager and (Senior) BD Executive, based in the Hong Kong and Singapore offices.
• Business Planning & Budgeting – To develop a strategic plan for BD, Marketing & Communications in the Asia Pacific region, aligned with firmwide, regional and Global BD strategic priorities, and with an emphasis on implementing these priorities on a region-wide basis. To ensure that potential BD activities are appropriately prioritised, budget is allocated, and agreed activities are implemented to budget and to a high standard.
• Client Targeting and Cross-Selling – To help develop and lead campaigns and initiatives aimed at further developing/cross-selling existing and targeting priority potential clients based in or active in Asia Pacific in line with the firm’s client & sector strategy.
• Strategic Pitches – To serve as lead project manager for regional RFPs and pitches (working with the regional team), where necessary collaborating with practice group, sector or new business team resources based in the UK. To monitor the outcome of pitches and record results on the firm’s pitch database. To conduct pitch win/loss reviews as necessary.
• Communications / PR – Working with the Heads of Communications and Brand & Sector Communications, to differentiate the Asia Pacific offices in the market through identifying, developing and promoting a meaningful client proposition that works for the local market. To coordinate with the Communications team on PR opportunities. To ensure that directory and awards submissions in the Asia Pacific offices are completed on time and reflect correct and compelling messaging about CMS and our regional strategy. To recommend and facilitate the involvement of firm lawyers in professional organizations that will enhance the visibility of the lawyers and the firm in regional and industry platforms. To drive internal communications channels and processes within Asia Pacific, ensuring that relevant information is shared across all fee earners and with the wider firm.
• Thought Leadership – To act as the primary point of contact and driver behind regional thought leadership campaigns, rolling out relevant global thought leadership publications regionally, facilitating the inclusion of regional content in global publications, and initiating regional campaigns and reports.
• Webinars – To develop a coherent programme of regional webinars and events in support of global and/or regional campaigns and initiatives.
• Social Media – To maintain and promote the firm’s Asia Pacific social media accounts, keep a content calendar and ensure that new content (local, regional and where relevant global) is shared regularly and consistently.
• BD Infrastructure – To manage, develop and refine processes and procedures relating to the BD infrastructure covering the Asia Pacific offices, including a complete set of standard pitch content (region, office, practice and sector descriptions and credentials) in the format required for the firm’s pitch tool and comprehensive and up to date credentials in the firmwide credentials management system; clearly defined and segmented client mailing lists for each office, practice and sector group and/or sub-group; brochures, flyers and inserts relating to Asia Pacific; a calendar of upcoming events in Asia Pacific; and a list of target clients in Asia Pacific. To maintain quality control and ensure that all marketing materials are consistent, free of errors and up to date.
• CRM System – To oversee the maintenance and expansion of the firm’s CRM system in the region and to leverage the system to connect lawyers, clients and other contacts.
• Other –
o To develop and maintain effective working relations with key individuals across the firm, particularly the Asia Pacific lawyers and business services teams and the central BD, Marketing & Communications teams.
o To liaise with the CMS Legal Business Development team in Frankfurt as necessary to ensure alignment with CMS-wide activities and strategies.
o To support other initiatives and activities as requested from time to time (such as D&I and CSR).

About You

Qualifications & Experience

• Technical Competence
o Has a bachelor’s degree or higher qualification.
o Has more than 10 years of Business Development, Marketing and Communications experience gained in a professional services environment.
o Has experience in all aspects of Business Development, Marketing and Communications, including proposal management, practice group and sector marketing, client targeting, marketing campaigns and external/internal communications.
o Is familiar with budgeting and budget management.
o Possesses excellent oral and written communications skills.
o Demonstrates an understanding of the IT packages/ systems necessary to perform the role.
o Has a demonstrated ability to build strong working relationships with partners and staff at all levels within the firm and with external vendors.

Skills & Knowledge

• Analytical skills
o Grasps, retains and analyses complex information and concepts; pays good attention to detail.
o Has the ability to present complex information and concepts in a clear and concise manner.
o Possesses solid numerical skills.

• Communication style and approach
o Has good judgment.
o Has a pro-active, can-do attitude.
o Demonstrates excellent listening skills and checks for understanding wherever necessary.
o Responds to professional environment, presenting consistently professional verbal and non-verbal behaviour with clients and colleagues.

• Management

o Has experience of managing small teams, ensuring team members perform effectively and contribute to the work of the team as a whole.

o Demonstrates ability to plan and organise time; works to given timeframes and balances work well to meet goals and objectives.

o Identifies issues, risks and conflicts and asks for assistance and/or delegates appropriately when required in a timely and constructive manner.

o Adheres to, and seeks to improve established processes and procedures, where appropriate.