Business Development Manager (Banking & Finance)

We are seeking an experienced, commercially minded Business Development Manager to drive the growth of our Banking and Finance practice across Jersey, Guernsey, London and Dubai. Working closely with the global Banking and Finance BD Lead, partners, senior lawyers, and BD and marketing teams, you will develop and deliver growth strategies, strengthen client relationships, enhance market profile, and identify new business opportunities across these jurisdictions.

Work with the global Banking and Finance BD lead, jurisdictional partners, senior lawyers and relevant BD colleagues to develop and implement client focused Banking and Finance BD plans for Jersey, Guernsey, London and Dubai offices
Support annual planning, budgeting and prioritisation for the service line in these jurisdictions, ensuring activity is aligned with commercial objectives and market opportunities
Proactively identify, qualify and help progress new business opportunities, including cross-practice and cross-jurisdictional initiatives with related teams across our client Legal and our client Global
Monitor delivery of agreed activity, track spend against budget and report on progress, outcomes, return on investment and lessons learned

Effective use of data and targeting

Develop and maintain effective target, client and intermediaries lists for the service line, helping partners and senior lawyers identify priority prospects, intermediaries, client opportunities and market gaps and use these to support focused partner outreach and trip planning
Produce high quality distribution lists for client mailers, thought leadership campaigns, event invitations and targeted intermediary communications
Drive effective use of the CRM system and related BD technology, ensuring opportunities, activity, referrals and client engagement are captured, consistently maintained, tracked, measured and used to inform reporting, targeting and decision-making
Support commercially focused BD trip planning, including target setting, meeting strategy and messaging, priority introductions, pre-trip briefing and post-trip follow-up to maximise relationship and business development outcomes
Work with the wider BD team to facilitate introductions and cross-selling

Events, conferences, seminars, webinars and sponsorships

Working with the partners and the BD Service Line Lead, own the BD strategy around priority Banking & Finance conferences, sponsorships, seminars and webinars, including target audience planning, messaging, partner briefing, follow-up and ROI assessment, working closely with the central events, brand and marketing communications team – these include MIPIM, Global ABS and Fund Finance Association conferences.
Work with the central events team to ensure agreed corporate hospitality events, seminars and webinars are highly targeted and delivered professionally, on budget and in tune with internal best practices.
Proactively identify relevant industry conferences and sponsorship opportunities in key markets.

Legal directory submissions – take ownership for delivering high quality submissions for the Banking and Finance teams in Jersey and Guernsey for the core legal directories, making use of best practice guidance, coordinating referee lists and closely monitoring results and rankings.

Pitches, proposals and presentations – working with partners, proactively lead and coordinate high-quality Banking & Finance pitches, proposals, credentials, capability statements and client presentations, ensuring materials are commercially relevant, tailored to the opportunity, compelling and consistent with our client’s brand and positioning and value proposition.

Bank panel management – act as the main point of contact for bank panel initiatives, coordinating questionnaire responses with internal business services teams and leading global RfP responses for bank panels. supporting the firm to position effectively for panel opportunities and related relationship development.

Develop own network of peers – build and maintain relationships with external networks including key industry associations, intermediaries and networks relevant to banking and finance to strengthen market intelligence, enhance the profile of the Banking and Finance service line and support relationship development.

Memberships – optimise usage of a number of key memberships that are in place for the Banking & Finance service line – measure and report on the value of these memberships.

Skills, Knowledge and Expertise

Relevant qualifications and 7 years + experience in BD within a legal or professional services environment with evidence of operating credibly with senior stakeholders and delivering commercially meaningful business development outcomes
Strong commercial understanding of the legal / professional services market and the Banking and Finance market, including relevant clients, intermediaries, products, competitive dynamics and market trends, with the ability to translate that understanding into focused BD opportunities and partner advice
Evidence of developing and implementing commercially focused effective BD plans, campaigns and client targeting programmes

Robert Walters Operations Limited is an employment business and employment agency and welcomes applications from all candidates

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Business Development Manager (Banking & Finance)

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