Head of Business Development

2 weeks ago

United Kingdom Womble Bond Dickinson (UK) LLP Full time

We're looking for an experienced leader to join us as our Head of Business Development.

With a new firmwide growth strategy launched, and our marketing & BD strategy signed off by the Board, this a great time to join the business.

What's the team and role about?

As our Head of Business development you'll be a part of the senior leadership team for the overall Marketing & BD Group. You'll set the direction for our BD efforts and lead three teams:

  • The New Business Development team, who help to win work from an agreed BD pipeline of existing clients, short-term prospects, long-term targets, referrers and intermediaries.
  • The Bids and Tenders team, who prepare for, plan, deliver and manage competitive bids and tenders, across both written documents and presentations.
  • The Key Account Management team, who devise and manage the firm's overall key account programme and provide specific support for a handful of our key clients.

What will you actually be doing?

Working with and through the three teams described above, you'll be responsible for:

  • Championing a sales-driven culture to develop our sectors and expand our client base, and connect external and internal opportunities.
  • Setting up and monitoring new business pipelines for our priority sectors, focusing on existing clients, short-term prospects, long-term targets, referrers and intermediaries.
  • Coaching and supporting Client Partners on BD efforts with their nominated clients, prospects and targets in each pipeline.
  • Collaborating with partners and lawyers to represent the firm externally, and to identify new growth opportunities.
  • Embedding bids best practice in all aspects of tendering, with a particular focus on scoping, bid / no-bid analysis, developing a clear bid strategy and pricing.
  • Conducting bid debriefs, and analysing feedback themes to help inform future bid decisions and win strategy.
  • Establishing our key account programme, including defining what it means to be a key account of the firm, both from a WBD and client perspective, and identifying our key accounts and implementing an ongoing review / re-select process for any changes required.
  • Ensuring the right team is in place for each key account, covering all relevant business groups and teams and taking into account succession plans and team diversity.
  • Leading on client journey mapping and client experience, identifying key touchpoints based on client feedback, and linking to our approved positioning.
  • Working with the Data, Content & Insights team to ensure that our client listening programme, including independent partner reviews, and any post-matter reviews and secondment feedback, are implemented with our BD pipelines and key accounts, and that client feedback is implemented.

Why should you be excited about the role?

  • Winning new clients and new work from our existing clients is a core plank of our marketing & BD strategy, so you'll be working in an area that has the full support of everyone in the business.
  • We're fully in growth mode, so you'll be working with people who have the hunger and ambition to realise the firm's potential and commit the effort and time to business development.
  • We've done a lot of the groundwork to set the platform for a successful BD programme, but there's still plenty to be done to realise the results, so you can definitely put your own stamp on things.
  • The people in the Bids, New BD and KAM teams are talented and energetic, and enthusiastic to work with a Head of BD who'll give them the direction and support to achieve more.
  • There's a high-performing marketing team that wants to work closely with their colleagues on the BD side of the M&BD Group, delivering great campaigns that will feed opportunities into our pipelines.
  • We have a fantastic BD training programme for lawyers at all levels of experience, which you'll be able to contribute to and deliver parts of.

Who's this role right for?

To be successful in this role you'll need as a minimum:

  • Experience working across the three disciplines of new business development, bids and key account management.
  • Experience of working in B2B or professional services BD roles, in a partnership environment.
  • The ability to lead people and set the direction for a multi-disciplinary team, bringing cohesion and consistency to the way they work.
  • Experience of coaching people on effective business development, from identifying and pursuing opportunities, through to pitching and client relationship management.
  • Understanding of the commercial levers that underpin profitable revenue growth, including different pricing models.
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