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Senior Client Relationship Manager
3 months ago
Our London office is currently recruiting for a
Senior Client Relationship Manager (12 month FTC).
As well as the relevant skills and experience, we're looking for people who are innovative, commercial and value the workthat they do.
We celebrate multiple approaches and points of view and believe diversity drives innovation, so we're building a culture where difference is valued.
Norton Rose Fulbright has a market leading Client Relationship programme focused on both global and EMEA opportunities. The programme consists of large FTSE and/or Fortune 500 organisations which are multi-practice, multi-jurisdictional clients of the firm.
This role sits within our EMEA Client Development team, which is part of our wider regional Marketing and Business Development (MBD) team, and reports into the EMEA Director of Client Development.
The role is more broadly supported by our Global Chief ClientOfficer and our EMEA Client Development Board (chaired by our CEO), and will have a focus on energy.
You will work closely with the CRP(s) to lead on the development and implementation of strategic account planning, driving and influencing other teams to achieve results.
You will lead on relationship identification and development, building your own relationships with Procurement and Legal teams and other key client stakeholders to bring the best of the firm to support their business goals.
You will also manage relationshipmanagement tasks including value reports, relationship meetings and contracts and rate negotiation, managing a Client Relationship Executive to support you with these deliverables.
The role also requires you to drive strategic opportunities working with ourBids team, bringing client insights and acting as the main point of contact throughout the opportunity development.
The majority of Senior Partner contacts are based in London, however the SCRM often drives a virtual team of colleagues in the US, Canada, Australia, South Africa, Asia, Europe and the Middle East.
The Role:
Key Responsibilities
- Work closely with the CRP and client team members to create and maintain a vision, account strategy and budget plan, closely aligned with the client's aspirations and requirements.
- Maintain trusted relationships with a number of senior client stakeholders, including General Counsel, Relationship Leaders, Function Leaders and wider teams.
- Present yourself as the main point of contact for the client relationship, alongside the CRP, and develop critical insights to inform your planning execution. Critically, take the lead on the management of the procurement / relationship engagement.
- Lead teams from multiple lines of business and territories to come together regularly, to connect and share insights and to drive "one firm" results that deepen client relationships and broaden buying behaviours.
- Influence Partners to take a keen interest in the client and work closely to ensure targets are being met.
- Closely manage budgets and ambition targets to ensure year on year growth is achieved and the team are activating strategic imperatives to achieve results.
- Supported by risk professionals, maintain the highest quality risk protocols for the firm.
- Work alongside our Bids and Proposals and Client Pricing experts on RfPs, panel requests and pitches to ensure a truly clientcentric response is developed and consistent, quality standards are met. Often you will need to be the client point of contactin proposal discussions, alongside our Partners.
- Lead on client listening meetings and formal client feedback sessions and activate appropriate follow up.
- Be a leader within our broader MBD team, working closely with others in Marketing, Communications, Business Development, Bids and Proposals, Commercial and Pricing and Knowledge, to create a truly differentiated experience for our clients.
- As a senior member of the Client Development team, you will be a role model for more junior team members and work closely with the Client Development Director to contribute to the overall creation of strategic team objectives and implementation of key workstreams.
- Management of key support stay who will help you to run your accounts including a Client Relationship Executive, The EMEA Marketing Services team and a Client Development Assistant. You will oversee them to support account disciplines such as regular reporting,maintaining client microsites, organising client events, coordinating relevant mailings and client feedback administration.
Skills and Experience:
- An established Senior Manager, with 8+ years of experience of delivering within Strategic Accounts and professional services sales roles.
- Experience of managing complex, multijurisdictional, multiservice revenue streams for FTSE / Fortune 500 clients.
- Must have previous experience working in a professional services environment, preferably with international matrix structures.
- Experience of working within the Energy sector would be an advantage.
- Strong experience of developing your own relationships with key decision makers.
- An ability to navigate complex business situations and to manage a variety of senior client and internal stakeholders, providing leadership and a solutions oriented mindset.
- Fiercely clientcentric in your approach and attitude.
- Good knowledge of current market topics and industry drivers.
- Strong influencing skills to work with some of the firm's most Senior Partners (confident, assertive, diplomatic) and an ability to navigate and adjust your style to get people to work together to the ultimate benefit of our clients.
- Proven leadership and line management experience.
- Graduate calibre with demonstrable and/or professionally recognised qualification is desirable.
- A very strong understanding of the sales cycle to drive opportunities.
- A commercial mindset and ability to oversee pricing, budgeting and forecasting.
- Strong relationship building skills both for internal and external stakeholders.
- A growth mindset and a flexible and open attitude to organisational change.
- A positive and collaborative team player who brings ideas and solutions. Strong communication and pr
