Market Development Manager

Client GrowthAsset Management and Investment FundsBoston, MA, Washington, DC

Job Description

At K&L Gates, we are looking for smart, imaginative and hard-working people with diverse backgrounds, experiences and ideas to join us.  Perhaps our search for talented visionaries and your search for important and impactful work lead to the same place.

Market Development Manager

We are seeking a Market Development Manager to join the Washington, DC, or Boston office. The Market Development Manager (MDS) will have primary responsibility for developing and executing marketing and business development programs to support the firm’s Asset Management and Investment Funds practice area. The MDM will be responsible for supporting a team of 118 attorneys across 17 offices on 4 continents. The MDM will be expected to work with the client growth team, their practice’s business development and marketing teams, and firmwide peers on strategic practice area development initiatives. Additionally, the MDM will collaborate with respective practice leadership as well as individual partners to help strategize, plan, focus and support current and future-focused market development activities. Candidates must be self-starters who possess the ability to work independently and as part of a team. Excellent communication skills and a commitment to providing the highest quality client service are strongly preferred. Demonstrated knowledge of the global asset management and investment funds industry required.

KEY RELATIONSHIPS
Partners across the Global Practice Group, Chief Marketing Officer, Director, Market Development & Marketing Operations, other members of the Marketing and Business Development team

ESSENTIAL DUTIES
• Co-develop and implement practice-centric business development strategies and plans with practice leadership that are consistent with the firm’s strategic initiatives
• Lead the execution, measurement, and reporting out on strategic practice and go-to-market initiatives
• Manage the business development process and revenue pipeline on behalf of practice leadership
• Collaborate with lawyers to execute business development activities and plans, using resources across the firms’ marketing network for support as appropriate
• Co-develop annual practice group marketing and business development budgets with respective practice leadership
• Work closely with lawyers, client growth team members and Firmwide personnel to develop strategic approach to significant opportunities and create proposal content, prepare RFP responses, write proposals, create presentations and maintain practice qualifications for new business
• Collaborate closely with lawyers and client growth team members to manage and develop practice- or industry-specific marketing collateral and content campaigns
• Identify revenue expansion opportunities and develop cross-market initiatives by matching firm solutions to client needs within specific markets and/or industries
• Plan and direct the firm’s involvement in seminars, conferences and other firm-sponsored events.  Take primary responsibility for program planning, audience development and directing lead follow-up.  Seek opportunities for strategic collaboration with outside organizations
• Maintain a strong knowledge of each practice/industry group, including business trends and competitive landscape for legal services
• Own the documentation, management and transfer of the practice’s business development and marketing norms, protocols, and ensure that all team members are equipped with the institutional knowledge to support the practice
• Develop and maintain personal connections in the business community to help in lead generation
• Support group and individual lawyers’ business development efforts by identifying potential leads, collecting and sharing market and industry intelligence, representing the firm at networking events, tracking business development activity, identifying professional and trade associations with which the practices might affiliate
• Collaborate with Firmwide Marketing staff to assure integrity of the firm brand
• Coach lawyers as they prepare for significant business development opportunities.  Follow up with lawyers on outcomes and conduct client debriefings as assigned
• Identify potential press opportunities, and collaborate with firm wide marketing staff to turn those opportunities into media exposure.  Identify attorneys to be sources with key media contacts
• Assist in orienting new lateral attorneys to the practice and firm.  This can include communicating Marketing department structure and capabilities, assisting in the creation of press releases and announcements, collaborating with other Business Development Managers supporting other related practice/industry groups, and helping with business development activities
• Assist in the mentoring, training and ongoing development of business development and marketing staff
• Serve as a member of K&L Gates’ firmwide Client Growth Team.  Execute firm wide initiatives as assigned.  Participate in special projects at the behest of the Chief Marketing Officer
• Undertake other projects as assigned

ADDITIONAL DUTIES
• Responsibilities occasionally may require an adjusted work schedule in order to meet deadlines
• Effectively manages and communicates confidential issues
• This job operates in an office setting and is largely sedentary, requiring the routine use of a computer and other standard office equipment.  The ability to open file cabinets, lift files, bend, and stand on a stool may also be required.

EXPERIENCE SKILLS REQUIRED
• Minimum of eight years of marketing, business development and/or sales experience in a professional services firm or closely related work environment, preferably within a large national or international firm
• Demonstrated knowledge of the global marketplace for professional services required
• MBA or similar graduate-level degree preferred, but not required
• Outstanding communication skills.  Demonstrated ability to work collaboratively with individuals at all levels.  Demonstrated ability to influence senior professionals and help them succeed in meeting their business development objectives
• Exceptional emotional intelligence and stakeholder management skills
• Ability to work independently.  Willingness to work hands-on to achieve objectives in an environment with little leverage
• Outstanding project management skills and the ability to juggle competing, shifting priorities
• Excellent attention to detail
• Consistent ability to meet deadlines
• Collaborative, team-oriented approach to work

 

ABOUT THE FIRM

K&L Gates is a fully integrated global law firm with approximately 2,000 lawyers across five continents. We have experienced dramatic growth in the past decade and now rank among the largest U.S. based law firms in the world.  We take pride in constantly striving for innovation, imagination and an entrepreneurial spirit. We come up with big ideas and then roll up our sleeves to get the job done, guiding our clients through their most complex issues in a variety of industry sectors and across multiple regions of the world.

The industry recognition the firm has garnered in the past five years emanates from the foundation of a global community aligned on behalf of our clients. The people at K&L Gates are committed to working together to create a legacy for each other, the firm, our clients, and the communities in which we serve. We thrive in an inclusive and socially conscious environment that embraces diversity and takes a holistic approach to the career evolution of all our professionals.

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BENEFITS

We offer a dynamic work environment and excellent benefits.

EQUAL EMPLOYMENT OPPORTUNITY

The Firm is an equal opportunity employer. It is the policy of the Firm that employment decisions shall be based on merit, qualifications and competence. Employment practices shall not be influenced or affected by virtue of a person’s race, color, religion, sex, national origin, age, sexual orientation, gender identity or expression, marital status, disability, military status or any other characteristic protected by applicable law. This policy governs all aspects of employment including, without limitation, recruiting, hiring, compensation, benefits, promotion, assignment and dismissal. In addition, it is the Firm’s policy to provide an environment that is free of unlawful harassment of any kind including, without limitation, that which is sexual, racial, age-related, disability-related or ethnic background-related.