Wiley, a leading Washington, DC law firm, is seeking a Senior Business Development Manager to join the Marketing Department. In this role, the successful candidate will be responsible for the development and execution of comprehensive marketing and business development and client-retention strategies for the firm’s Telecom, Media and Technology, Privacy, Cyber & Data Governance, and Corporate practice groups, including sub-practices.
Leveraging knowledge of industry and legal marketing best practices, the Senior Business Development Manager also serves as an expert resource and advisor to attorneys, assisting them with their business plans, provides coaching and training in winning new business, and manages and tracks the success and outcomes of various business development initiatives.
This position is eligible to participate in the firm's flexible work program.
RESPONSIBILITIES/ESSENTIAL FUNCTIONS:
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Work with the Director of Business Development and practice group leaders for assigned practice areas, to develop, execute, and manage comprehensive business development strategies, including establishing goals and targets, setting resource requirements, and tracking ROI on such efforts
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Provide expert advice and guidance to attorneys regarding the effectiveness of business development initiatives and efforts, including client-retention or expansion activities, ensuring alignment with practice group and/or firm business goals
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Conceptualize and facilitate the planning, implementation, and follow-up of new business or cross-marketing opportunities
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Train and coach individual attorneys and/or practice groups on business development and marketing skills, including pursuing client leads, pitching new business, client retention, and content marketing. Coordinate attorney teams to pitch new business.
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Work with attorneys within assigned practice areas to develop annual business plans and track initiatives and outcomes
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Build and leverage relationships with practice groups leaders and attorneys across the firm to assist with cross-selling initiatives that achieve business development goals
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Analyze intelligence on emerging market and legal industry trends to provide proactive strategic guidance and/or recommendations to attorneys regarding impacts to business development plans or identify potential opportunities
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Conduct industry research and develop knowledge about firm clients and industries. Oversee client and market research and analysis, including researching litigation, corporate and individual profiles
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Manage the practices’ responses to RFPs – drafting responses, coordinating attorney teams and tracking language and outcomes, and maintain the firm’s RFP processes
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Manage submissions and nominations to industry directories including Chambers and Legal 500 US; draft and submit submissions and references and leverage rankings in business development materials
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Direct and coordinate the creation, development and assembly of practice group collateral materials, including one-off pieces, to support business development efforts
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Develop, implement, and manage systems and processes to gather, track, measure, and report on results (ROI) of business development initiatives
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Attend and participate in practice group meetings and retreats; report to each practice on their business development initiatives and results
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Actively participate in increasing the firm’s visibility in target industry sectors and markets through networking, participation in industry organizations and developing high-value opportunities and business connections for attorneys
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Meets the department’s expectations to retrieve, read and/or respond to firm and client-related e-mail messages during and outside of core business and scheduled work hours by connecting a personal mobile device (smartphone or tablet with a data plan) to the firm’s network
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Supervisory responsibilities include:
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When appropriate, assists with recruiting, interviewing, hiring, and training new staff in the department
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Oversees the daily workflow of team members
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Provides staff with constructive and timely performance feedback and evaluations
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Handles disciplinary process, including escalating employment matters to the head of the department and the Director of Human Resources when necessary
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Provides leadership and mentoring to staff, including on-going performance management, feedback and coaching, identification of training opportunities, and preparation of career development plans
EDUCATION AND EXPERIENCE:
- Bachelor’s degree required; major in marketing or business preferred. Advanced degree a plus.
- Minimum ten (10) years marketing and business development experience required, with six (6) plus years’ prior experience within a law firm preferred.
- Knowledge of regulatory agencies a plus
- Previous supervisory experience required
KNOWLEDGE, SKILLS, AND ABILITIES:
- Excellent verbal, written, and presentation skills and the ability to synthesize and clearly communicate ideas to varying audiences
- Demonstrates expert knowledge of and ability to apply legal marketing and business development best practices and related tools to advance practice group and/or attorney goals
- Ability to develop a strong understanding of assigned practice areas and clients, including related business intelligence
- Must demonstrate critical thinking skills, including the ability to gather, analyze, and apply research and data to make recommendations consistent with business goals
- Ability to establish and maintain the trust and confidence of key stakeholders and act as a strategic advisor
- Exceptional organizational and time management skills with the ability to manage and implement multiple initiatives simultaneously in a deadline driven environment, including the ability to prioritize, track progress of tasks, and delegate to others
- Strong diplomatic skills, collegiality, and emotional intelligence with the ability to work effectively across all levels of the firm
- Displays high attention to detail in work product
- Strong leadership skills, including the ability to supervise, lead and motivate a team
- Ability to exercise sound judgment and decision-making skills
- Must maintain confidentiality of work-related information and materials
- Proficiency with office productivity applications (e.g., Microsoft Word, Excel, PowerPoint, and Adobe Acrobat); familiarity with CRM software and aptitude for learning new software strongly preferred
- Flexibility and willingness to respond to issues during and outside of core business hours
WORK ENVIRONMENT:
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Position operates in a professional office environment which is usually quiet to moderate
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Position routinely uses standard office equipment such as computers, phones, photocopiers, and filing cabinets
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Position requires that the employee be able to multi-task in a fast-paced work environment
PHYSICAL DEMANDS:
This position is primarily a sedentary position. However, some duties and responsibilities may require the employee to lift files, open filing cabinets, bend or stand, reach with arms and hands, climb or balance, occasionally move about to access office equipment, file cabinets, etc.
May require employee to carry or lift items weighing up to 10 pounds
This description outlines the basic requirements of this position. It is not intended to be a complete description as other duties may be assigned.
The base salary for this position is expected to be between $180,000 to $195,000 annually. Actual salary will be determined based on skills, experience (to the extent relevant) and other job-related factors, consistent with applicable law.
- Wiley is an Equal Opportunity Employer with a strong commitment to the achievement of excellence, diversity and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, or any other characteristic protected by law.
**This Organization Participates in E-Verify. This employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Employers may not use E-Verify to pre-screen job applicants and may not limit or influence the choice of documents you present for use on the Form I-9.