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Business Development Executive
3 months ago
Business Development Executive
We have an exciting opportunity for a Business Development Executive to join the A&O Shearman Belfast Marketing team.
Business Development, Marketing & Communications
Our business development (BD), marketing and communication teams contribute to the setting and achievement of the firm’s business objectives, which includes supporting our partners and associates in their pursuit of becoming our clients’ trusted advisers, building and maintaining long-lasting, deep institutional client relationships, winning new clients, increasing the visibility of the firm globally, and positioning the firm as the thought leader and most advanced law firm among the global elite law firms. The function works as one team across the globe with very close collaboration between the central groups – such as Communications or Events – and professionals supporting offices, practice groups, sectors and clients. We have our business development (BD) team embedded in, and dedicated to supporting, the global practice and sector groups and this role supports the Global Projects, Energy, Natural Resources and Infrastructure (PENRI) practice and assists the Global Energy Transition BD Manager and the wider team with practice wide initiatives.
What you will do
In this role, you will focus on the implementation of the BD strategy for the global energy transition, focusing on hydrogen and battery value chain related projects. The role will involve supporting the practice to win more work, as well as its broader energy activities, by working collaboratively across borders on sector driven BD activities (focusing on pitches), campaigns and initiatives. This is a great opportunity for someone with an interest in the energy and infrastructure sectors looking for a targeted role that spans one of A&O Shearman’s core products and two of its priority sector groups.
This will include:
Strategy – work closely with the Global Energy Transition BD Manager to develop a comprehensive and actionable strategy to facilitate energy transition mandates.
Proposals – leading in preparing proposals, pitch presentations and credentials statements for energy transition proposals. Capture proposal outcomes and prompt fee earns to act upon feedback.
Systems/Processes – liaise with the wider PENRI group to manage internal marketing systems and tools, including tracking and reporting marketing budget spend, maintaining effective mailing lists, ensuring team members are prompted to review and update intranet and internet pages and coordination the reporting of statistics on completion of EPiC experience records. The role holder will have a key part to play in making suggestions to enhance the efficiency and operation of these tools across the PENRI BD team.
Directories and awards – lead in creating directory and award submissions in an effort to increase the market presence of the practice.
BD Tactics – responsible for the timeliness, consistency and quality of BD tools. Works with PAs to ensure email distribution and target lists are kept up to date, maintain updated collateral, credentials, contact cards and CVs, and track and ensure deal information is regularly and accurately captured in the firm’s experience system EPiC.
Client events and hospitality – proactively identify appropriate client entertainment opportunities with fee earners and the CRM team. Challenge partners where appropriate on best use of hospitality opportunities and marketing budget spend. Track marketing spend against clients and individuals/teams within clients to ensure activities are aligned with overall strategic priorities.
Internal communications – oversee the maintenance of a flow of market/client intelligence (e.g. pipeline deals, major players, market shares, key client contact moves and developments) to partners and associates.
Campaign management – work with the BD and Communications team plus the partners, senior associates and the PSL team to execute integrated business development campaigns, where appropriate. Plan roundtables and client seminars to raise awareness of our expertise in key product areas. Liaise with the Communications/PR team to develop stronger external profile for the selected product areas.
Additional projects – opportunity to assist in firm-wide, local, departmental and/or practice area projects.
Market and client research – to support business planning activities.
Client account management – assist partners, associates and BD colleagues in the management of strategic client relationships and coordinate client targeting efforts across the sector. Work with the central client relationship management (CRM) team on specific client tactics, including secondee briefs, client presentations and training etc. Develop an in-depth knowledge of the key clients in the market. Ensure regular sharing of information on client activities across the product groups.
What you will have
Experience and/or understanding and interest in the energy market with a focus on energy transition, and an enthusiasm to develop an in-depth understanding of the sectors’ capabilities, markets, and competition.
Relevant business development and marketing experience at an equivalent BD level within a professional service organisation or in the sector, notably marketing to a business audience and where the individual frequently worked directly with senior management.
Significant experience leading the RfP process from start to finish.
Excellent communication skills – both written and oral.
Excellent interpersonal and influencing skills – with partners, key associates, and business development colleagues, clients and suppliers. Ability to motivate fee earners to engage on business development projects and to work with them to develop and implement business development plans. ·
A proactive approach, balancing creativity, tenacity and energy.
High attention to detail and strong client focus.
Proven track record of achieving business objectives.
Ability to work to deadline, juggle multiple projects and deliver under pressure. Ability to plan ahead, anticipate one’s own workload and know how to work with busy fee earners, balancing conflicting priorities and not over committing to unrealistic deliverables – always manages expectations.
Substantial relevant business development and marketing experience, likely to be within a professional or financial services organisation, notably marketing to a business audience and where the individual frequently worked directly with senior management.
Previous experience in the Project Finance, Energy and/or Infrastructure sectors would be desirable.
Substantial experience of developing and executing business development strategies that have delivered significant results against strategic goals.
This role will require occasional global travel visiting offices for practice and sector reviews, business planning and client strategy meetings.
