Clients and Markets Manager

Role

Kennedys is looking for a Clients and Markets Manager to join our business development and marketing team in the US. This role can be based in one of several of our US offices.

As a member of the US team, the Clients and Markets Manager will add value through driving and supporting the growth and development of our practice in the US, at least one of the firm's strategic or future client relationships, and at least one of the firm's practice groups in the US.

The individual will be working closely with colleagues across all Kennedys US offices, and will be expected to contribute to global initiatives.

This role will report to the Senior Marketing and Business Development Manager, based in Basking Ridge.

Team

Kennedys global Business Development and Marketing team promotes Kennedys services and supports the firm's global growth ambition and our key clients and markets. The US BD&M team works in close collaboration with colleagues in UK, EMEA, LatAm and APAC on a wide range of marketing and communications initiatives.

The US BD&M team supports our growing office network (currently twelve locations in the US, and one in Bermuda). The current team covers Clients and Markets and Marketing and Communications, although all team members work together to support the full range of business development and marketing activity in the region.

KEY RESPONSIBILITIES

• Work closely with the Senior Marketing and BD Manager and key stakeholders to develop, prepare and execute strategic plans for the US.
• Proactively support the management of the firm's key client program. Develop local/regional client plans and work with lawyers to drive the execution of those plans in order to improve the firm's strategic position with each client and increase our share of work.
• Conduct research on industry and competitor trends and propose client and business development strategies focused on growth.
• Work with key stakeholders to deliver our global client feedback and experience program, including undertaking client feedback interviews and using insights to drive improvements and enhance our client sentiment.
• Consider and monitor pipeline of work and client engagement opportunities. Have relevant discussions with partners and fee earners to ensure retention and growth of revenue streams are considered and maintained.
• Project manage pursuits, including drafting content and contributing to formal panel tenders and informal pursuits e.g. proposal documents, presentations and fee quotes. Analyse opportunities to recommend bid/no bid decisions for local opportunities.
• Help partners prepare for strategic pursuits. Operate as a respected and proactive internal consultant, coaching partners and others involved in winning new business in the art of developing competitive, commercial propositions.
• Work closely with key stakeholders to contribute to global publications and thought leadership initiatives, and drive the development of local thought leadership aligned to strategic priorities.
• Work closely with key stakeholders on legal directory and award submissions for the US. Deliver best practice guidance on process, in order to improve rankings and recognition in key areas of expertise.
• Oversee the development of BD infrastructure with a focus on efficient processes and practices, in collaboration with other BD team members.

KNOWLEDGE, SKILLS and EXPERIENCE

• Previous experience in a business development / client development role within a law firm or global professional services firm
• Knowledge of the insurance sector desirable
• Previous experience of coaching and developing partners and teams
• Highly organized and able to prioritize workloads, manage multiple projects and negotiate deadlines
• Strong written and verbal communication and interpersonal skills
• Build strong working relationships with partners and staff at all levels
• Flexible and adaptable, comfortable with change
• Strategic and pragmatic; committed to ‘trusted adviser' status
• Have a high level of personal integrity and accountability
• Comfortable working with colleagues across time zones to ensure regional/global alignment
• Enthusiastic and optimistic attitude
• Able to handle queries efficiently with diplomacy and tact, gaining the confidence of partners, senior lawyers and managers
• Adhere to Kennedys' core values through working relationships, attitude and behavior.

This is a developing role and the job description is not exhaustive and may vary in line with changes in the team's objectives and firm policy.