HEAD OF CLIENT DEVELOPMENT (Indiana)

SUMMARY : The Head of Client Development – Indiana (HCD-I) facilitates business development, client expansion, and increased visibility for the firm and its practices across various Indiana markets. The HCD-I conducts statewide market outreach, industry networking, attorney sales training, and marketing/competitive intelligence activities to generate greater visibility, additional work from existing clients, and increased business for the firm. This role serves as a primary “face of the firm” and secures entrée for B&T attorneys to key commercial and community organizations.

Reporting to the Chief Marketing and Business Development Officer (CMBDO), the HCD-I works closely with the Office Managing Partners of the firm’s Indiana offices, with a particular focus on Indianapolis, the firm’s largest office. The HCD-I collaborates with marketing and business development colleagues across the firm to support firm growth.

Essential Duties And Responsibilities

• In conjunction with overall firm strategy, the HCD-I conducts in-person market outreach and networking. Expectations would include weekly participation in five-plus networking events and/or 1-1/small-group meetings with key professionals or prospects.
• In collaboration with OMPs and the CMBDO, the HCD-I will identify and attend industry events, seminars, and networking functions to establish relationships with potential clients, local businesses, and key stakeholders, and promote the firm’s presence in the state.
• The HCD-I is responsible for building relationships between the firm and clients, helping to market Barnes & Thornburg’s capabilities, and facilitating expansion of relationships within target areas of clients’ organizations.
• The HCD-I will track all activities and provide consistent reporting at an agreed-upon cadence to the CMBDO, Director of Client Growth, relevant Office Managing Partners (OMPs), and the firm’s managing partner.
• The HCD-I will develop thorough fluency in the firm’s practices and particular attorney skill sets, especially within the Indiana offices and key service areas.
• The HCD-I will conduct regular needs-assessment conversations within the HCD-I’s network to identify service gaps and business development opportunities aligned with the firm’s strengths and service offerings. Based on these interviews and knowledge of the firm’s strengths, the HCD-I will develop a list of prospects for potential new business.
• In conjunction with Client Growth and Marketing Department colleagues within priorities identified by the Indiana OMPs, the HCD-I will research current clients to identify opportunities for expansion and cross-selling and collaborate on development activities.
• As part of the firm’s key client and client feedback programs, the HCD-I will collaborate with the Director of Client Services to drive and support specific client expansion strategies within those priorities.
• The HCD-I will introduce current network to partners and in conjunction the firm’s marketing team, will organize firm-sponsored networking events. The HCD-I will identify business partners for hosting events to facilitate network expansion and achieve cost efficiencies.
• In year one and increasing significantly over subsequent years, the HCD-I will leverage network connections to secure: 2 to 4 speaking opportunities or board/organizational positions for B&T attorneys;1 to 2 quality leads per month; and 3 to 6 new clients per year via lead generation, qualification, and attorney coaching with an expectation that the HCD-I will contribute, via sales enablement, to $200K to $800K in new net revenue annually.
• The HCD-I will collaborate with colleagues on the marketing team to deploy meaningful, targeted activities, including advertising, digital marketing, content creation and other visibility and brand awareness initiatives.
  
  
  

The employee must be able to perform all essential job duties and responsibilities of this position satisfactorily and as outlined, with or without reasonable accommodations. Reasonable accommodation requests may be accommodated, absent undue firm hardship.

Knowledge, Skills And Abilities Required

• Experience in Client/Business Development: Proven track record in client acquisition, retention, and business development, ideally within a professional services or legal services environment.
• Sales Enablement and Industry Research Expertise: Deep understanding of sales enablement strategies and the ability to conduct thorough industry research to identify market opportunities and drive growth.
• Client Relationship Management: Demonstrated success in delivering tailored solutions and professional services to clients, with a strong, established network in the local geography.
• Excellent Communication & Presentation Skills: Highly skilled in articulating complex ideas clearly, delivering persuasive presentations, and engaging clients to build trust and secure partnerships.
• Self-Motivated and Collaborative: Ability to work both independently and as part of a team, consistently driving results through collaboration, initiative, and accountability.
• Willingness to Travel: Flexible and open to traveling as needed to meet client needs and business objectives.
  
  
  

Equal Employment Opportunity and Diversity Statement

Barnes & Thornburg is committed to equal employment opportunity in both principle and as a matter of policy. We will recruit, hire, train, promote, compensate and provide benefits to all applicants and employees without regard to ancestry, sex, race, color, ethnicity, national origin, gender, age, religion, religious creed, mental and/or physical disability, medical condition, military and/or veteran’s status, genetic information, marital status, sexual orientation, gender identity and/or expression, or any other basis protected by applicable federal, state and local laws. This policy applies to all recruiting, hiring, promotions, upgrades, layoffs, compensation, benefits, terminations and all other privileges, terms and conditions of employment. The firm complies fully with all federal, state and local equal employment opportunity laws.