Business Development Senior Manager - (Hybrid Schedule) at Reed Smith LLP

Firm Information

Reed Smith is a global relationship law firm with more than 1,700 lawyers in 30 offices throughout the United States, Europe, Asia and the Middle East.

Founded in 1877, the firm represents leading international businesses, from Fortune 100 corporations to mid-market and emerging enterprises. Its lawyers provide litigation and other dispute resolution services in multi-jurisdictional and other high-stakes matters; deliver regulatory counsel; and execute the full range of strategic domestic and cross-border transactions. Reed Smith is a preeminent advisor to industries including financial services, life sciences, health care, advertising, entertainment and media, shipping and transport, energy and natural resources, real estate, manufacturing, technology, and education. For more information, visit reedsmith.com.

Position Summary

We are looking for a dynamic, self-starting and driven business development professional to join this market leading team, which services some of the best-known and most exciting clients in the energy sector across the world.

This position will provide strategic and tactical business development and marketing support to the group, which operates globally. Managing stakeholders and delivering collateral, data and advice across the firm’s US and Global footprint will be an important part of this role.

The successful candidate will lead, manage and develop the US ENR business development team (one business development manager (Chicago) and one senior executive (Houston)) and be required to work collaboratively with the wider Reed Smith Marketing & Business Development team (circa 100 globally). 

Reed Smith has been advising clients in the ENR industry for more than 100 years. The firm has one of the largest teams of dedicated ENR attorneys of any international law firms. ENR is multidisciplinary, combining regulatory, transactional, financial, and litigation disciplines, as well as projects & construction, with a focus on clients operating in energy & natural resources, and related industries.

Essential Functions

• The successful candidate will be the key contact point for ENR attorneys across the US and the wider Global team when necessary.  They will work closely with the industry co-chairs (particularly the US Pittsburgh based co-chair), partners and associates to drive and execute the marketing and business development priorities for the group.  Key responsibilities are summarised below.

Understanding the industry and our business

• Have a keen interest in, and develop a strong understanding of the ENR industry
• Identify new trends and developments which represent potential opportunities for the firm
• Maintain a detailed appreciation of what Reed Smith has to offer - within the industry group and more broadly – for the purpose of pursuing cross-selling opportunities into clients and prospects
• Undertake industry and client research, using the firm’s library, knowledge management and accounting resources, as well as external sources where needed

Strategic planning and execution

• Work closely with the industry co-chairs to maintain the industry group’s business plan, taking a leading role day-to-day to ensure that priorities are executed efficiently and on a timely basis
• Consult and collaborate continuously with attorney members of the team to ensure that the business development needs of the group are fully met, in line with strategic priorities
• Work with partners to identify new opportunities for growing the business and help package new service propositions that can be marketed to clients and prospects
• Support and encourage partners in the group to execute on their personal practice development plans
• Regularly review progress with the industry co-chairs and make recommendations for any improvements or changes
• On a regular basis, track and disseminate key activities to the group, including proposals, new wins, key industry developments and opportunities

Client relationship management, targeting and new business

• Work with industry co-chairs and relevant partners to identify and prioritise key clients for the group’s US client initiative
• Work closely with the CRLs of clients – co-ordinating US client initiative with the US co-chair and partners ; regularly monitor and ensure progress against follow-up actions are undertaken to build the client relationship and generate profitable revenue growth
• Advise lead partners and Client Relationship Leads on new pitch and proposal opportunities for clients, ensuring that a first-class working document is always delivered to attorneys (working closely with the central pitch team where appropriate)
• Ensure that rigour and strategic thinking is applied when considering new pitching opportunities, working with the relevant partners on decision making
• Work closely with the Client Value Team to create clear pricing strategies for clients
• Liaise with the Finance Department and Client Intelligence Teams to produce financial reports on clients

Profile raising and market reputation

• Work with our PR team (and agencies where appropriate) to develop and implement a PR/media plan to raise the external profile of attorneys and the industry group as whole
• Work with the partner group to identify industry issues and drive issue-led campaigns to raise awareness of our capabilities and bring in new business leads. Working with the campaigns team to roll-out relevant campaigns
• Identify thought leadership opportunities, including speaking engagements, industry conferences, and writing and blog postings—both for Reed Smith publications and externally with professional and trade organizations
• Assist in coordination and strategic planning related to industry conferences (national and international), client seminars and targeted sponsorships including budgeting and tracking associated costs
• Monitor and report on return on investment
• Help to plan, coordinate and execute large scale events, such as seminars, roundtables and receptions, including flagship ENR events
• Co-ordinate legal directory submissions with external submission consultants, ENR BD team and partners
• Attend industry conferences and client events to network and drive new business opportunities
• Manage social media campaigns on behalf of the Group to improve market visibility
• Generate ideas for improving the profile and reputation of the group

Collateral and supporting materials

• Ensure that we have appropriate industry group marketing materials (industry group profiles, deal lists, capability statements, case studies), maintained and kept up-to-date
• Maintain best practice wording for input into pitches and proposals –
• Create materials for client presentations, internal training meetings etc.
• Oversee the effective, timely and fulsome gathering of matters into the firm’s matter experience database
• Ensure that the industry group is making full use of the firm’s CRM system to track and report on business development activities

Other

• Assist industry group co-chairs with the integration of lateral hires in the US
• Work with other business development team colleagues around the world to promote cross selling initiatives with other practice groups

Job functions included are not exhaustive and may be supplemented as necessary.  Reed Smith reserves the right to revise or modify job functions at any time.

Requirements

Education:  Degree qualified, MBA or further education would be an advantage

Experience:

• Minimum of 10 years’ experience in professional services environment, ideally with experience in law firms
• In-depth experience of working in the ENR sector is essential
• Experience of liaising with people at all levels, including partners and clients across different geographies and time zones
• Experience of leading and developing a team

Skills:

• Excellent drafting skills - with an ability to write a ‘first time working product’
• Close attention to detail
• Strong organisation and analytical skills
• Experience using social media to drive business and build a profile
• Strong computer skills including advanced knowledge of Microsoft Office Suite

Key Attributes:

• Genuine interest in ENR, with a desire to stay current on industry developments and trends
• Excellent oral and written communication skills and willingness to approach partners and attorneys with new concepts and ideas
• Willing to ‘roll up sleeves’ to meet deadlines and help others
• Tenacious and always looking to bring new ideas to the table – able to articulate ideas and views in a way that is relevant to the business
• Flexible and versatile approach to work and enjoy working with a team with different needs, styles and requirements
• Highly visible to all partners and attorneys in the group, personable and approachable
• Collaborative, resourceful, proactive and creative
• Commercial in outlook
• Proactive and solutions-based approach, as well as having a positive approach to delivering needs of internal and external clients
• Some travel will be required

Other

Supervisory Responsibilities:  This role will supervise one Business Development Manager in our Chicago office and one Business Development Coordinator in our Houston office.

Equipment To Be Used:  Personal computer and other office equipment such as telephone, calculator, fax, machine, copier, scanner, etc.

Typical Physical Demands: Manual dexterity sufficient to operate standard office equipment.

Typical Mental Demands: Able to work effectively in a fast paced environment.  Make judgment decisions and adapt to changing work situations.  Grasp and apply new ideas.  Communicate with various personalities at all levels.

Working Conditions: You will be required to work in the office at minimum 3 days per week. The details of your weekly schedule will be discussed further with your direct supervisor.  Occasionally called upon to work hours in excess of your normal daily schedule.

Reed Smith offers a challenging work environment, business casual dress code and a total compensation package that includes a competitive salary, flexible benefits program, tuition assistance, and generous 401 (k) plan.

 Reed Smith is an Equal Opportunity Employer. Reed Smith's success depends heavily on the effective utilization of qualified people, regardless of their race, ancestry, religion, color, sex, age, national origin, sexual orientation, gender identity and/or expression, disability, veteran's status, or any characteristic protected by law. As a firm, we adhere to and promote equal employment opportunity for all.

Reed Smith provides reasonable accommodations for persons with disabilities, including in the application and interview process.

Qualified candidates only.  No search firms.