Director of Client Development - EMEA
Director of Client Development - EMEA
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Job Description
Practice Group / Department:
Business Development Leadership EMEAJob Description
Were Norton Rose Fulbright a global law firm with over 50 offices and 7000 employees worldwide. We provide the worlds preeminent corporations and financial institutions with a full business law service. At Norton Rose Fulbright our strategy and our culture are closely entwined. We know that our expansion will mean little unless it is underpinned by truly global collaboration and we understand that pioneering work only takes place when our people have room to move and think beyond boundaries. As well as the relevant skills and experience were looking for people who are innovative commercial and value the work that they do.
Our London office is currently recruiting for a Director of Client Development to lead our client relationship management and strategic bids teams within Europe the Middle East and Asia (EMEA).
The Role
The Director of Client Development leads a team of 16 specialists and reports into the EMEA Chief Marketing & Business Development Officer. Their peers are three other Directors within the regional Marketing and Business Development (MBD) team leading Business Development Market Development and Communications.
This role is key to implementing our strategy to be fiercely client focused and drive profitable and sustainable growth.
Key Responsibilities
- To work with the management team specifically the regional Client Development Board to oversee our commercial strategy in relation to our highest potential clients. This includes creating an energized growth mindset for client teams and identifying and addressing any barriers to the firm achieving its objectives in relation to client development.
- To lead and motivate the client relationship managers in the Client Development team and the bids managers in our Strategic Bids team helping them to provide proactive commercial methodical and creative support as well as build relationships directly with relevant client contacts. This includes working closely with our Client Program Manager on the organization and improvement of our regional client program and with peers in other regions on global crossselling.
- To be an ambassador for client excellence within the region gaining trust with client relationship partners (CRPs) as an expert in the field and taking ownership of driving high value client opportunities.
- To support and motivate a community of BD professionals who have bidding and client relationship management responsibilities but are not part of this team.
- Taking ownership of our approach to client feedback ensuring that feedback is integral to our relationship management approach and is used to strengthen relationships as well as shape projects and inform priorities across the firm.
Key Relationships
- The Client Development Board is the governance group within EMEA that oversees our client development strategy providing support for CRPs setting the strategy for the program and acting as a sounding board in relation to relevant initiatives. The Board is cochaired by the Managing Partner and includes the core management team. The Director of Client Development will work closely with the Board agreeing priorities reporting on progress and opportunities and overseeing the review process for EMEA regional program clients.
- The Director of Client Development will be clientfacing; working with lead partners as needed to drive better engagement with clients individually as well as from the programme perspective.
- MBD is a determinedly integrated team across bids clients business development marketing communications and operations. There will be daily interaction and collaboration with the Chief Marketing & Business Development Officer and the senior MBD leadership team. In particular there will be a strong working relationship with the Business Development team.
- The Director of Client Development will provide advice and assistance to the leaders of sector groups practice areas and offices helping them with their client strategies and ensuring their groups activities are integrated with our strategic client programme.
- The Director of Client Development will build strong relationships with senior stakeholders in other Business Services teams where there are clear interdependencies including Finance Compliance and Legal Project Management.
- The Director of Client Development will work closely with their peers in our other regions (the US Canada Australia and South Africa) on bilateral client targeting and global collaboration to support our largest crossregional clients.
Skills and Experience Required
- A proven track record of supporting and influencing senior decision makers in commercial decisionmaking.
- Significant experience of working in a multinational matrixed fastmoving business ideally in the legal sector.
- Demonstrated ability to lead manage and motivate effectively in a nonhierarchical matrixed leadership structure.
- Genuine infectious enthusiasm for commercial negotiation and developing client relationships and the ability to make an impact quickly with diverse teams when working on individual growth opportunities.
- Intellectual and analytical ability to comprehend synthesize and simplify complex ideas and issues.
- Networks within the firm and builds strong relationships with stakeholders to guide and advise them on how to effect change within the business.
- Both strategic and pragmatic; working to deliver a longterm strategic plan while ensuring a regular delivery of practical improvements.
- Shows a strong passion and a strong sense of urgency about reaching targets and delivering results.
- Exceptionally collaborative and nonpolitical enjoys working as part of a team building trust at all levels proactively sharing information involving others in stakeholder relationships and seeking a diversity of views.
- Highly professional demonstrating sound judgment and discretion with unquestionable ethics and integrity.
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Diversity Equity and Inclusion
To attract the best people we strive to create a diverse and inclusive environment where everyone can bring their whole selves to work have a sense of belonging and realize their full career potential.
Our new enabled work model allows our people to have more flexibility in the way they choose to work from both the office and a remote location while continuing to deliver the highest standards of service. We offer a range of family friendly and inclusive employment policies and provide access to programmes and services aimed at nurturing our peoples health and overall wellbeing. Find more about Diversity Equity and Inclusionhere.
We are proud to be an equal opportunities employer and encourage applications from individuals who can complement our existing teams. We strive to create an inclusive and accessible recruitment process for all candidates. If you require any tailored adjustments or accommodations please let us know here.
Required Experience:
Director
Employment Type
Full-Time
