Senior Business Development Manager (Middle East) - Law Firm -

The Senior Business Development Manager is a senior managerial role within the Marketing & Business Development (“MBD”) function and the Middle East region of this tier one law firm. The post holder will lead a team which proactively works with the lawyers across our offices in Dubai and Riyadh to implement strategically aligned, client focused and value-added initiatives, ensuring key global, regional and office objectives are achieved. The day-to-day operations range from business planning and client development, to winning work and raising the profile of our business. This role will also involve promoting best practice and the integration of marketing and business development efforts.

The role is based in Dubai, and reports to the Director of Business Development and Central Services, EMEA (based in London). The post holder will be supported by a BD Manager and a BD Executive, both based in Dubai. They will work in close cooperation with the Head of the Middle East, the local partners and the wider MBD team. There is a Global Service Centre (“GSC”) which provides the team with administrative support, located in Manila.

The Role

Business planning

Work closely with the Head of the Middle East and local practice group heads to develop and implement results-oriented business plans, budget proposals and campaign plans for the region.

Lead an MBD team which oversees the BD activity of relevant practices to ensure regional objectives are met. This includes, but is not limited to, client development, profile raising, marketing and communications, pitching and event management.

Seek opportunities to drive cross-office and regional collaboration to increase efficiencies and speed to market.

Help to drive and implement firm-wide and/or regional BD initiatives within the Middle East teams as appropriate.

Team management

Leadership and day-to-day management of two team members (at Manager and Executive level), including the appraisal and feedback process.

Create a team structure which is fit for purpose and enables the seamless delivery of high-value, commercial BD support to the business.

Client development

Formalise and lead a Middle East approach to client targeting which is aligned with our central key client programme and enables us to identify, strengthen and expand our most valued local relationships.

Ensure that all members of the Middle East MBD team are directly involved in client development work at the appropriate level.

Support relationship partners with the necessary research, market knowledge and client management methodology to grow their client relationships.

Facilitate participation in our client feedback programme; track and act on actions arising from interviews, and assess how feedback can be used to drive behavioral change.

Maintain awareness of relevant global initiatives, tools and products which can be used for client engagement in the Middle East.

Act as a visible ambassador for the Middle East practice within the wider regional and global MBD teams, in particular with a view to identifying cross-selling opportunities.

Winning work

Project manage strategic and / or complex bids, and develop a methodology for the Middle East team to produce successful transactional pitches efficiently and in line with best practice.

Monitor panel appointments which provide opportunities in the Middle East and drive activation of these locally.

Ensure follow up is sought from client following a pitch; track and act on actions which arise; assess how feedback can be used to drive behavioral change.

Develop high quality materials for use in bids to convey firm positioning, experience and sales messages to clients and targets. Ensure, for consistent messaging and capability presentation, that this content is replicated in appropriate systems and all communications channels.

Act as an ambassador for bid best practice to ensure understanding and compliance of the bid process within the region.

Analyze win / loss rates and make recommendations as to how to improve performance.

Profile raising

Work with the PR and communications team to develop our profile in the Middle East through profile-raising campaigns and supporting marketing activities, collateral and press.

Systematically measure performance in directories and league tables; agree target rankings with the Middle East partners; facilitate contribution to directories and league tables using consistent positioning messages; report on changes in rankings and against targets set; refine approach as needed.

Develop internal local processes to ensure that all communications channels are up to date and convey consistent messaging and capability presentation (including but not limited to web, collateral, bids, experience statements, directories, league tables, CVs).

Skills and Experience Required

Experience of leading a high-performing BD team in a legal and / or professional services environment.

Experience of managing client relationships and able to be client facing.

Ability to manage multiple senior stakeholders in different locations.

Experience of managing multiple projects and transforming commercial issues into business development opportunities.

Possesses high level of conscientiousness, demonstrated through leadership qualities and the ability to build a strong reputation within the business and deliver excellent service.

Excellent attention to detail.

Undergraduate degree or above in marketing, law, or business related discipline.

Diversity and Inclusion