Senior Business Development & Marketing Officer at Phillips Consulting

Description

Our client in the Legal Industry is looking to recruit a Senior Business Development & Marketing Officer who will be responsible for contributing to a broad range of practice-specific business development and marketing channels including market research, competitive analysis, identifying potential clients, and creating marketing campaigns. The Job holder will work closely with the Chief Innovation Officer and Partners in charge of Business Development and will be responsible for the implementation of the Business Development strategy while identifying new clients, developing relationships with existing clients, and creating marketing strategies to increase revenue and profitability for the Firm.

Main Duties and Responsibilities

Business Development

• Develops and manages the annual business development/marketing plan consistent with the Firm’s strategic objectives for the year for both practice groups and lawyers.
• Manages the entire marketing plan cycle from strategic planning to execution and deliver on all business development and marketing activities within the agreed budget.
• Evaluates the commercial viability of bid opportunities and propose justified recommendations to management.
• Conducts research, monitoring and analyzing market insights and trends within the Nigerian and International legal sector and other industry sectors in which the Firm’s current and prospective clients operate, in order to design and implement strategies aimed at the retention of clients, acquisition of new business opportunities and building of new corporate relationships.
• Champions the strategic planning activities with respect to evaluation and improvement of present client relations and services and future business development opportunities and activities.
• Ensures all major sector pitches are effectively handled, providing support to partners and lawyers involved in major business development activity.
• Develops a pipeline management process to support conversion of opportunities from campaigns and marketing activity to clients.
• Serves as the main point of contact for pitches and bids advising partners on the strategy for responding to formal and informal opportunities and managing the process from start to execution.
• Identifies and assesses targeted opportunities for the firm, practice groups, and individual lawyers to become involved with/leverage relationships with community organizations.
• Manages business development/client services functions, events, and opportunities for the firm, including providing support for firm receptions, conferences, seminars, and other Firm-sponsored events.
• Coordinates training in business development and client services for Lawyers and Partners of the firm.
• Builds regional go-to-market plans in conjunction with management to maximize adoption and penetration of the new markets.
• Supports fee earners to develop lead generation activity and identify, targeting, and prioritize prospects.
• Provides periodic reporting to Management on key performance indicators such as activity across pitching, conversion ratios, client feedback, cross-selling, client growth, etc.

Marketing

• Compiles information and draft submissions for directory and ranking authorities such as Chambers Global, Legal 500, IFLR, etc., and determine which directories should be launched and maintained.
• Supervises and coordinates the firm’s RFP protocol process, including soliciting RFPs from prospective clients, and drafting and submitting proposals for new business as needed.
• Identifies, evaluates, and makes recommendations for firm/lawyer participation in sponsorships, conferences, speaking engagements, and other relevant events.
• Work closely with Partners in supporting the delivery of bids, proposals, and client presentations as well as take the lead on the management and drafting of any ad hoc opportunities.
• Organizes, and provides support for internally organized or sponsored conferences, roadshows, seminars, and other firm-sponsored events.
• Works collaboratively with the Branding & Communications team in planning and presentation efforts as appropriate including presentation packets, proposals, slides, and any other marketing collaterals. Ensuring the articulation of the value propositions is communicated across all channels.
• Evaluates and manages all firm memberships and works to take advantage of membership opportunities to enhance the firm’s profile.
• Work closely with the Branding & Communications team in ensuring all marketing collaterals complies with brand identity guidelines.
• Collaborate with respective business units to plan and implement high-impact client events.
• Client Retention and Relationship Management
• Collaborate with Team Leads and Partners to develop strategic initiatives and campaigns geared toward clients’ growth and retention.
• Leverage data and insights and prepare monthly client attraction and retention reports on key performance metrics such as new client acquisition rate, churn rate etc. with actionable recommendations.
• Develop and build sector-specific key client and industry relationships, participating in client reviews when necessary.
• Designs and conducts the design and implementation of client satisfaction surveys.
• Responsible for managing the firm’s client management system and updating as when due.
• Optimise client lifetime value by driving programs and initiatives to improve engagement approaches based on client segmentation.
• Manage the client loyalty program - acquiring new members and driving engagement, retention, and lifetime value.
• Responsible for clients’ gifting - holiday cards, birthday cards, Christmas gifts, and thank-you gifts for clients or referral sources.

Requirements

Education, Qualifications & Experience

Education

• Minimum of a B.Sc. or HND in Marketing or any other relevant field
• Post Graduate Studies N/A

Previous Experience

• 6 years’ marketing/business development experience, experience in a professional services environment is preferred.
• Ability to build strong partnerships and relationships.
• Proven record of strong leadership, negotiation and consensus-building skills.
• Excellent communication and presentation skills.
• Proficient in using productivity and reporting tools such as CRM systems