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The Team
Clyde & Co is a leading global law firm, with 490 partners, 2400 lawyers, 3200 legal professionals and 5500 people across nearly 70 offices and associated offices worldwide. We established in the Middle East in 1989, and today we are the largest international law firm in the region, with 9 offices across MEA, 71 Partners and 476 total staff.
The MEA Business Development & Marketing team executes Clyde & Co's global BD strategy within the region. Our strategy is set by the Global Business Development Leadership team in consultation with the Global Strategy Board and Global Practice Groups. The MEA Head leads a team of 16 people, comprising Communications, Marketing, Business and Client Development experts.
The Role
Reporting to the Global Head of Business Development (Industrials), the overarching responsibility of this role is to lead a high-performing, effective, commercially adept BD & Marketing team which assists the firm to generate revenue through growing client relationships and enhancing the market position for the firm and our global practice groups, namely: insurance, aviation, marine, construction, energy, trade and natural resources.
This role is based in Dubai and will work closely with the MEA COO, MEA Board, BD Global Leadership Team and the Global Head of Business Development.
The role operates across the entire sales pipeline: Awareness, Engagement, Conversion and Retention with the objectives to increase awareness, favourability, conversion, market share, client penetration and revenue for the MEA region and globally for the firm through its global practice groups and client programmes.
Key Performance Indicators
The role has 6 key deliverables, as outlined below:
Strategic Planning
Continual assessment of the regional market, client base and opportunities.
Planning and directing resources in line with regional and practice growth strategies.
Targeting growth markets which leverage our key sector strengths and strategies.
Advising stakeholders on 'go to market' strategies.
Map out annual BD and client priorities and budgets.
Revenue generation
Create and oversee the regional client programme (co-ordinated with global client programs) to enhance retention rates, expand revenue, and generate year on year growth.
Identify new opportunities and drive client acquisition and retention through products and campaigns which grow the region's core services, and cross sell the core services of the global firm.
Undertake strategic reviews with practice groups heads to refine client and marketing plans that support the overarching firm and practice group strategies.
Leading on selected regional growth projects and initiatives which require senior consultancy.
Stakeholder management
Develop strong and influential relationships across the firm, regionally and globally, to gain active engagement and support with key initiatives.
Coaching partners in developing business plans, effective client relationship management and winning new business.
Providing visibility to the COO/Board/Governance committees on progress against strategy and horizon scanning for potential opportunities and barriers to achieving client and marketing strategies.
Operational Delivery
Ensuring the team is structured to enable the firm to capitalise on growth priorities and the agility to:
Develop and successfully deliver on client and marketing plans.
Remain focused on the most significant opportunities.
Create compelling and consistent proposal materials and manage the pitch process.
Develop and implement campaigns in line with business objectives and in consultation with the global sector groups.
Collaborate with key stakeholders on global operational and modernisation projects.
Drive a digital-first mindset, exploiting the tools and methodologies of our global marketing function.
Commercial management
Ensure the department is managed effectively and that expenditure delivers the desired return on investment through the:
Setting of the business development budgets and prudent management of expenditure.
Development of systems that enable measurement of ROI on items of significant value.
People Management and Development
Upholding and exemplifying the firm's values to 1) Work as one; 2) Excel with clients; 3) Celebrate difference; and 4) Act boldly.
Ensuring the team are:
Realising their aspirations and potential in roles where their contribution is highly effective.
Clear on progression opportunities, including future leaders where appropriate.
Motivated and developed to best service the 'firm of the future'.
Leading by example in the globally consistent deployment of modern BD tactics and methodologies as devised by our Communications, Marketing, Pitch & Pursuit, BD and CD teams.
Essential Skills & Experience
Requirements:
Degree or equivalent professional qualification
At least 10 years' experience in a similar role ideally with solid law firm or professional services exposure.
Excellent leadership skills with experience managing teams across marketing, client and business development.
Practices, and mentors the team on, a structured approach to planning, organising and prioritising own and others' work; able to set clear goals and targets for self and others.
Proven ability to build relationships with key stakeholders at all levels.
Exceptional communication skills with fluency in English.
Self-motivated, driven and takes responsibility for career development.
Works around problems to produce solutions, optimistic and positive in approach.
Demonstrates an affiliative style with colleagues and contributes to a positive workplace.
Identifies and manages issues, risks and conflicts to achieve results.
Keeps managers informed of work status and seeks clarification where appropriate; manages upwards appropriately.
Flexibility to travel within the MEA region as required.
Skills & Knowledge:
Business development, marketing and sales management.
Client relationship management.
Negotiation and influencing skills.
Campaign development and delivery utilising the full marketing mix.
Commercial acumen.
Clyde & Co
Clyde & Co is a leading global law firm, helping organisations successfully navigate risk and maximise opportunity in the sectors that underpin global trade and commercial activity and enable global prosperity, namely: insurance, aviation, marine, construction, energy, trade, and natural resources.
Globally integrated, Clyde & Co offers a comprehensive range of contentious and non-contentious legal services and commercially minded legal advice to businesses operating across the world. It is committed to operating in a responsible way by progressing towards a diverse and inclusive workforce that reflects the communities and clients it serves and provides an environment in which everyone can realise their potential; using its legal and professional skills to support its communities through pro bono work, volunteering and charitable partnerships; and minimising the impact it has on the environment including through a commitment to the SBTi Net-Zero standard and the setting of ambitious emissions reduction targets.
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