Business Development Manager
Dubai, United Arab Emirates
Job Description
Department: Business Development
Location: Dubai
Job Title: Business Development Manager
Reports to: Head of Business Development, EMEA
Responsible for: Middle East BD
Purpose of the role:
- We are seeking an experienced Business Development/Marketing Manager with a professional services background to further embed the firm\xe2\x80\x99s global sector approach in the region.
- This will include supporting the formation and implementation of Office, Sector and Group BD plans in the Middle East, working collaboratively with the Middle East bids and pursuits teams, to raise the profile and reputation of Pinsent Masons, generate new business and support existing client relationships in the region and wider firm relationships.
- The role will involve working closely with the global BD team to support partners in all aspects of BD, deploying a wide portfolio of BD skills, including influencing strategy, client targeting, credentials materials and tactical marketing activity such as sponsorship and thought leadership e.g. surveys/product development.
Main duties and responsibilities:
- Develop and communicate BD and marketing plans and positioning for the Middle East and the Groups and Sectors primarily active in the region, further integrating them with firm strategy and priorities, and tailoring global Group and Sector plans to the Middle East audience.
- Manage delivery of BD activity against agreed plans, agreeing actions with partners, sharing best practice and facilitating collaborative working between Offices, Groups and Sectors.
- Work with the partners to identify the key influencers in the market (clients, targets, business organisations, intermediaries, media, etc.) and develop an engagement plan to build profile and connectivity in the region
- Work with the partners and central teams to build relationships with network law firms
- Support partners to take the whole firm to conversations with these influencers, confidently and consistently
- Support the generation of new revenue, in close liaison with the dedicated Middle East bids team, through:
- providing a lead advisory and \xe2\x80\x98hands-on\xe2\x80\x99 role in coordinating and shaping formal and informal proposals and credential statements
- working with partners to build and deliver a relationship development plan post bid wins
- supporting and advising on designated "must win" pursuits/opportunities in conjunction with the central Pursuits team
- supporting internal projects to improve bid analytics, information flow and best practice in the firm
- contributing to information on central bid pre-written content portal
- Develop and implement plans to build the profile and brand of the firm in the Middle East through effective use of all communication channels including Out-Law, e-newsletter, media, social media, sponsorship, conferences, industry networks, collaborating with the wider BD team (Groups, Sector, PR etc,)
- Take an active role in building understanding of the Middle East offering across BD and the wider firm
- Support the integration of new partners and lawyers into the firm.
- Lead on the formulation and management of the BD budget for the Middle East:
- Ensure activity is aligned to strategy and provides value for money and effectively increases profile and/or client relationships
- Process/approve BD expenses to ensure consistency with agreed policies and plans
- Oversee the production of legal directory submissions for the region and contributing to global submissions
- Work alongside other BD colleagues to deliver successful integration of firmwide processes and systems including the CRM system, events, Templafy and credentials into the Middle East
- Support the firm\'s client relationship management programme and activities, including:
- encouraging Relationship Partners in their pursuit, development and maintenance of KAP clients.
- contributing to client development programme inc participation in KAP Client Relationship Team meetings
- ensuring relationship plans, as they apply to the Middle East, are delivered
- Ensure BD material is compliant with local legal requirements and the brand guidelines
- Coach and guide non BD members, particularly Legal PAs and junior lawyers, on general approach to BD
- Lead the BD Team
- Work with the lead partner of the Winning Business Committee to advance business development in the region.
- Work alongside other BD colleagues and local Legal PAs to deliver successful Office, Sector or Group events
- Attend relevant Group and Sector meetings virtually or in person as required.
- Liaise with external providers as required
- Other responsibilities as directed by the Head of Business Development, EMEA/Head of Middle East Region/ Operations Partner for the Middle East
- Line Management
- Day-to-day management and development of the Middle East BD team
Person Specification
Qualifications:
- Degree educated
- Relevant marketing qualification (or working towards a relevant marketing qualification)
Relevant Experience:
- Team management and mentoring skills
- Strong knowledge of the Middle East marketplace
- Experience of operating in a multi-site, multi-national environment
- Experience of undertaking a similar role in a partnership environment in the Middle East
- Experience of supporting and delivering plans in line with agreed strategy in a partnership environment
- Experience of sector market segmenting
Key Skills & Behaviours:
- Commercially aware with track record in growing existing and new business within a partnership environment
- Demonstrates professionalism, applies expertise and focuses strategically
- Nurtures internal and external relationships
- Communicates clearly (with fluent written and spoken English)
- Listens, understands and adapts to the needs of clients and colleagues
- Dynamic, proactive and creative in their approach
- Displays resilience in managing expectations
- Commits to action, engages with risk and shows personal courage
- Shows judgement and common sense
- Manages change and deals with uncertainty
- Demonstrates self awareness and a commitment to personal development
- Exhibits behaviours consistent with the firm\'s core values of Approachable, Bold and Connected when working with clients and colleagues.
- Exhibits behaviours consistent with the firm\xe2\x80\x99s Purpose to champion change, promote progress, enable everyone and make business better for everyone
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Job Detail
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Job IdJD1534023
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IndustryNot mentioned
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Total Positions1
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Job Type:Full Time
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Salary:Not mentioned
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Employment StatusPermanent
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Job LocationDubai, United Arab Emirates
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EducationNot mentioned