Job Title: Manager, Client Development (Securities)
Company: WilmerHale
Location: Washington, DC
Job Description:
JOB SUMMARY
This position helps drive the client development initiatives of the Securities Department and its individual practice groups. He/she serves as a Client Development “customer-service” contact for attorneys by either providing support directly or coordinating with other Client Development Department team members to ensure services are provided efficiently and effectively.
This position acts as a go-to Securities resource for practice group business development and marketing projects and initiatives including, but not limited to, the implementation of strategic business development activities, responding to pitches/RFPs, managing the archiving of Securities experience, and driving marketing initiatives like thought leadership and social media projects, increasing practice group and individual attorney visibility and marcom infrastructure projects like maintaining mailing lists and practice group descriptions.
PRINCIPAL RESPONSIBILITIES AND DUTIES*
The Client Development Manager’s responsibilities fall into three areas of focus 1) Client/Business Development 2) Research 3) Thought Leadership/Events, as follows:
Client/Business Development
Work with the Director on aspects of the WH Client Feedback Program, lateral partner onboarding and practice group strategic planning including but not limited to:
Participates in select pitch development and proposal response projects. In accordance with deadlines, assembles, edits and delivers pitch materials in support of client development opportunities. At times, may lead the firm’s response to particular RFPs/RFIs and coordinate attorney response teams.
Assists with the identification, preparation and tracking of Securities Department clients that may participate in the firm’s Client Feedback program.
Work with practice groups to implement client development projects and initiatives to support new business development goals.
Leverage the firm’s experience and relationships to develop pitches and presentations that are responsive to companies’ specific needs.
Work with the Client Development Department infrastructure to regularly update web and print marketing collateral, including practice group descriptions, matter/case lists and biographies.
Responsible for developing technical understanding of clients and industries served by Securities practice groups to help proactively issue spot, leading to identification of business development opportunities.
Develop and maintain “trusted advisor” partner relationships.
Sees and deploys collaboration with colleagues and other departments as a critical factor in service excellence.
Research
Work with practice groups to analyze research on existing and prospective clients to aid in the development of customized pitches, presentations, and proposals.
Use client development research to identify opportunities for new work for existing clients or new clients.
Work with practice groups to identify industry sector and market trends against competitor activity to company identify business development opportunities.
Stay on top of clients’ business/industry news and keep Partners informed to facilitate frequent interactions and proactive client service.
Thought Leadership/Events
Manage the execution of practice groups’ visibility strategies with thought leadership and client-facing events.
Use research on industry trends to make recommendations on thought leadership and in-house programing. Work with practice groups to develop event concepts and create programing that demonstrates our ability to “look around corners” and inform clients on forward-looking issues.
Work with all members of the Client Development Department to build profiles for practice group and individual attorneys (internally and, as appropriate, externally) by publicizing victories, news items, events, and articles leveraging social media and other distribution platforms.
Manage sponsorships for the Securities Department, including valuating sponsorships and opportunities to participate in various organizations.
Contributes to managing the internal Client Development team. Provides guidance to more junior team members and manages a Client Development Specialist
Collaborates with Public Relations colleagues and others to execute select market recognition initiatives including legal directory, credentialing and related projects identified as beneficial to the Securities partners.
GENERAL
Team Management – Manages more junior team members who will, among other general marketing projects, implement webinars and seminars, client-facing events and sponsorships, including marketing the event/program, mailing list creation, internal and external promotion (including social media if relevant) and follow-up activities. Provides guidance, supervision, feedback, professional development and mentoring to these team members. Participates in the hiring process and is responsible for coordinating initial and on-going training for new Client Development hires supporting Securities.
Additional Responsibilities as Assigned – Works on other projects as assigned including such things as research in support of new business pursuits, InterAction contacts and mailing lists, projects involving Practice Management colleagues, Process Working Groups, etc.
Service Excellence
Contributes to the firm's Service Excellence initiative to consistently improve its image internally and externally. Displays professionalism, quality service and a "can do" attitude to internal members/departments of the firm as well as external clients and vendors via electronic and print correspondence, over the telephone and in-person. Works before or after regular business hours and travels as needed.
Knowledge/Skills/Abilities:
Strong independent thinking and execution, and mature professional judgment.
Strong multitasking and project management skills and demonstrated capabilities to manage multiple deadlines and changing project criteria.
Demonstrable analytic skills, organizational skills, initiative and vision.
Superior oral and written communications skills, including professional presentation abilities, with demonstrated excellence in grammar and proofreading.
Extensive working knowledge Microsoft Suite software.
Education:
BA/BS required. Advanced degree preferred.
Experience:
A minimum of seven to ten years’ experience in legal, technology, management, or market analysis environment preferred.
Equal Opportunity Employer/Females/Minorities/Veterans/Disability