Client Development Manager

2 weeks ago

Johannesburg, South Africa Clyde&Co Full time

**Key Responsibilities**
- Help develop the firm's client development methodology as the programme expands into new areas of the firm, working in conjunction with other Client Development Managers and Business Development Managers.
- Work with MEA Senior Client Development Managers to implement the client development plan across the firm, including working collaboratively with colleagues across various functions (e.g. HR, Finance, Business Intake) to implement agreed yearly milestones.
- Work collaboratively with Business Development Managers and other Client Development Managers, regionally and globally, to ensure alignment of client programmes across the firm, ensuring that BD activity is driven by client need.
- Provide proactive client development support for Relationship Partners and teams.
- Create and coordinate cross-practice client teams to support client development plans, the leadership of the agenda for these groups, their meetings and activities (including coordinating with finance and administrative teams to prepare monthly updates).
- Secure opportunities to present our full credentials to the client and to sell in products.
- Support the use of the Sales Operating System in tracking, managing and converting identified pursuits and leads with allocated priority clients.
- Undertake client insight meetings to better understand the clients' needs/growth plans.
- Undertake prescribed analysis of internal and external data sources to meet client team, including prepare research reports for initiatives/meetings/updates.
- Oversee the creation of differentiating proposal materials and manage client pitch efforts in respect of the identified client accounts to improve our win rate.
- Support the development of appropriate marketing materials and activities to fulfil client plans including: brochures, web pages, CVs, newsletters, reports, training, podcasts, webinars etc.
- Create bespoke events for the firms most important clients.
- Ensuring clients are exposed to our senior bench and diversified teams.
- Adhering to SLA requirements including the right to periodically increase prices.
- Working with other global BD/partner teams to realise client opportunities.
- Monitor and measure client revenue.
- At all times demonstrating strong and comprehensive knowledge of your assigned client accounts and being able to represent that knowledge effectively in front of senior firm leadership.
- Confidently and effectively being able to present yourself and firm directly to the client during relationship meetings and client feedback meetings.
- It will be expected that the Client Development Manager:

-- effectively advocates the aims of the firm's client/business development agenda, assisting partners, lawyers and team members in maintaining an awareness of these aims and guiding their implementation;
- maintains an overview of the developments taking place in the firm and their market and communicate those developments to partners, lawyers and other team members; and
- contributes to the continuing development of business development tools that support the implementation of our plans.
- Hold a professional marketing qualification
- Have considerable experience of working at management level within a fast-paced professional services environment
- Leading sector-focused client development and marketing activities
- Developing and implementing business plans
- Managing integrated and client-focused marketing and client development plans
- Management of marketing materials and activities to support the client's agenda
- Managing pitch efforts and proposal materials
- Serving in a client-facing role
- Have marketing and communications experience with extensive copy writing skills and a good understanding of branding and design and the production of promotional materials with experience of working closely with a design team
- Be able to work closely with partners and associates and possesses the ability to influence key partners and decision-making groups and manage the implementation of outcomes from these groups
- Have strong IT skills with experience of CRM systems (preferably InterAction), Outlook, Word, Excel and PowerPoint
- Have strong organisational skills and the ability to handle multiple priorities within tight timescales
- Be able to work to very tight deadlines under pressure and to assimilate information quickly
- Have strong interpersonal skills including confidence, positivity, diplomacy and the ability to gain credibility quickly
- Have excellent verbal and written communication skills
- Demonstrate attention to detail with a high level of accuracy
- Be positive and tenacious with the ability to pro-actively drive initiatives forward and motivate resources within and outside their team to perform

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