Sr Manager, Market Development

Overview

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.

Job Summary

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. As a member of the global Client Growth team, the Market Development Senior Manager will have responsibility for developing and executing marketing and business development programs.

The Market Development Senior Manager will collaborate with respective firm leadership, as well as individual lawyers and members of Client Growth, to help strategize, plan, and support current and future-focused market development activities with special attention on go-to-market strategy, pipeline development, and sales enablement.

Business Development

• Collaborate with lawyers to execute business development activities and plans using resources across the firm’s network for support
• Work closely with lawyers, other Client Growth team members, and firmwide personnel to develop a strategic approach to significant opportunities and assist the pitches and proposals team with creating proposal content, preparing RFP responses, writing proposals, creating presentations, and maintaining qualifications for new business
• Support business development efforts by identifying potential leads, collecting, and sharing market intelligence, representing the firm at networking events, tracking business development activity, identifying professional and trade associations with which we should affiliate
• Coach lawyers as they prepare for significant business development opportunities, follow up on outcomes, and conduct client debriefings

Team Management

• Own the documentation, management, and transfer of business development and marketing norms and protocols and ensure that all team members globally are equipped with the institutional knowledge to support the firm
• Manage knowledge bank of relevant lawyer experience
• Strategize and co-develop annual marketing and business development budget with leadership
• Assist in orienting new lawyers by communicating Client Growth’s department structure and capabilities, and helping with initial integration into the firm and business development activities
• Assist in the mentoring, training, and ongoing development of teammates
• Serve as a member of Client Growth team through executing firmwide initiatives as assigned and participating in other projects

Go-To-Market Strategy

• W ork with leadership to identify market opportunities and target audiences and co-develop and implement business development strategies consistent with the firm’s strategic initiatives
• Collaborate closely with lawyers and members of Client Growth’s content development and events teams to develop and manage, from inception to completion, market-specific content campaigns, marketing collateral, and events with a goal of increasing visibility of the firm’s capabilities and generating client opportunities
• Maintain a strong knowledge of the respective markets, including business trends and competitive landscape for legal services
• W ork with public relations team to identify potential press opportunities and turn these opportunities into media exposure; identify lawyers to be sources with key media contacts
• Collaborate to provide insight and feedback rankings and awards; determine strategic categories and lawyers for focus and inclusion

Pipeline Development

• D evelop and drive pipeline development process and help develop the key account program
• I dentify revenue expansion opportunities and develop cross-market initiatives by matching firm solutions to client needs
• D evelop and maintain personal connections in the business community to help in lead generation

Knowledge,

Skills And Abilities

Required

• Minimum of seven years of marketing, business development and/or sales experience in a professional services firm…