30 Oct
A&O Shearman
East London
Job description
We are recruiting for a Senior Client Relationship Manager - Private Capital to join our Marketing team. The role is open to all our offices globally, however there is preference for the role to be filled in either a US, Europe or Middle East office due to time zone.
Department purpose
A&O; Shearman's global Marketing, Business Development and Communication team contributes to the setting and achievement of the firms strategic business objectives. This includes a structured and rigorous approach towards managing the firms relationships with our key, global strategic clients via our global Client Relationship Management team, in conjunction with the relevant Global Relationship Partners.
This ensures we demonstrate our long-term commitment to those institutions, maintain strong existing relationships and identify opportunities to broaden those relationships in to new areas of business. The function works as one team across the globe with very close collaboration between the central groups, such as communications, and the professionals working in local offices, practice groups, sectors and clients.
Role purpose
The private capital BD team focuses on growing our private capital business. One of the key tasks of the private capital BD team is the relationship management approach for the global strategic private capital clients. This role will focus on the management of relationships with a number of global strategic clients, and will have responsibility for certain key projects and initiatives run by the Private Capital Group. Private capital is one of the firms key strategic priorities, and this role is pivotal in ensuring the successful growth of relationships with private capital clients.
The role will have a global remit, working with partners across the firm's global network.
Role and responsibilities
- Developing a comprehensive understanding of the structure, operations and strategic direction of the clients you manage.
- Building an understanding of how and where the firm can best position itself in relation to these clients.
- Identify key strategic priorities for these clients and lead on the development and implementation of strategic and tactical relationship management plans for a number of key clients.
- Coordinate the firms global CRM approach and strategy across assets and geographies, to enable coverage of the range of private capital organisations in all asset classes.
A key aspect of this role will be focusing on revenue growth with private capital clients in practice groups and geographies which have hitherto not have frequent involvement with such clients.
- Working alongside the global relationship partners to implement retention and targeting initiatives to strengthen the relationship between client and firm. The aim is to progressively increase the client revenue streams or share of wallet and profitability.
- Managing the production of client-related business analysis including: client strategy, client structures, revenue and profitability (including gap analysis), relationship mapping, market share, competitor activity, developments in the client's markets and client needs analysis.
- Managing the approach to communication and information flow between key client relationship team members globally.
- Championing our Advanced Delivery & Solutions internally and as appropriate with clients.
- Developing a client listening approach for the client and carrying out client listening activities.
- Meet with clients regularly, whether formally as part of client relationship management or informally at firm events. Use this interaction to improve the firms relationship with the client, to identify opportunities and to improve the firms marketing.
- Assisting in the development of a secondment strategy and managing the secondees for your clients.
- Take the lead on certain initiatives led out of the private capital group.
- Develop strong relationships with the rest of the marketing function to ensure that the best of the firm is brought to private capital clients. Also ensure that expertise is accessed effectively for the benefit of the private capital group.
- Contributing to the development of best practice toolkits and training sessions to assist the firm in its roll-out of relationship management best practice.
- Keep current on all commercial and legal issues affecting the private capital market, such that partners see that the marketing team understand the practice to the extent required. Use this market knowledge to drive an ever-improving marketing mix.
Key requirements
- Substantial relevant business development and marketing experience, likely to be within a professional or financial services organisation,
notably marketing to a business audience and where the individual frequently worked directly with senior management. Previous private capital marketing experience would be desirable.
- Enthusiasm to develop an in-depth understanding of the global private capital market/practice (in terms of the market, the deals, the key players, the competition and the actual structures and approaches involved in this area).
- Measurable track record of achieving strategic business objectives.
- Excellent communication skills - both written and oral. Experience in selling concepts and presenting up to senior executive Level.
- Excellent interpersonal and influencing skills - with partners, key associates, business development colleagues, clients and suppliers.
- Politically astute can make tough decisions and follow through; anticipates future areas of risk for the practice and takes appropriate action to address these.
- Ability to motivate, develop and inspire both team and lawyers to deliver business goals and change behaviour where required. A self-starter, with the enthusiasm to be as proactive as possible at all times.
- Experience of managing and developing the careers of managers, executives and assistants.
- High attention to detail and strong client focus.
- Professional in outlook and attitude
- Ability to work to deadlines, juggle multiple projects and deliver under pressure.
Should you require additional support at any stage of the recruitment process due to a disability or a health condition,
please do not hesitate to contact a member of our recruitment team who will work with you to provide any adjustments as required.
We are an equal opportunities recruiter and do not discriminate on the basis of race, colour, sex, religion, sexual orientation, national origin, disability, or any other protected characteristic.
We recognise that our people are our most valuable asset, which is reflected in the wide range of benefits that are available to our employees. Some of these benefits include: our occupational pension scheme, group income protection cover, private medical insurance, mental health resources and free apps, health and wellbeing services encompassing an onsite gym, wellbeing centre and GP service, emergency back-up care support, parental and special leave, holiday entitlement increasing with length of service, holiday trading, season ticket loans and online discounts and lifestyle management services.
We recognise the value of flexible working and embraces hybrid working, allowing our people to work from home up to 40% of their working time. We do however remain committed to working together in person for the remaining 60% of time so that we can learn, grow and succeed together.
Additional information - External
A&O; Shearman is a new global industry-leading law firm, with nearly 50 offices in 29 countries worldwide. Our fluency in English law, US law, and the laws of the worlds most dynamic markets, enables us to provide unmatched insight and seamless delivery to clients. We work on challenging and important deals and disputes that have the potential to shape the future.
We offer exceptional opportunities for our people; opportunities to work for the worlds leading businesses; to transform the status quo, and to deliver your best work, helping you and your career to thrive, while delivering unparalleled outcomes for our clients.
Whether you're helping clients solve complex challenges, transforming the ways we manage our business, or ensuring the smooth-running of our operations, this is an environment where you can belong and excel. We provide first-rate training and development, we are committed to diversity, equity and inclusion and we provide support and ways of working that help you optimise your wellbeing.
What truly defines a career with us? We recruit the best and ask for the best of you. And together, we will redefine success.
▶️ Senior Client Relationship Manager - Private Capital (12 month FTC)
🖊️ A&O Shearman
📍 East London