Practice Group / Department:
Business Development Management - Dubai
Job Description
We're Norton Rose Fulbright - a global law firm with over 50 offices and 7,000 employees worldwide. We provide the world’s preeminent corporations and financial institutions with a full business law service. At Norton Rose Fulbright, our strategy and our culture are closely entwined. We know that our expansion will mean little unless it is underpinned by truly global collaboration and we understand that pioneering work only takes place when our people have room to move and think beyond boundaries. As well as the relevant skills and experience, we're looking for people who are innovative, commercial and value the work that they do.
Fixed Term Contract | 9 months
Business Development Manager, Middle East
Job description
The Team
The Business Development Manager is a managerial role within the Marketing & Business Development
(“MBD”) function and the Middle East region of Norton Rose Fulbright.
The post holder will proactively work with the Dubai partners and with global and regional MBD teams to implement strategically aligned and value-added initiatives, ensuring key global, regional and office objectives are achieved. The day-to-day operations range from and business planning and client development, to winning work and raising the profile of our business. The BD Manager will be required to develop a strong understanding of the legal market, our brand and proposition within the market and our growth ambitions and strategy.
The role is based in Dubai, and reports to Senior BD Manager based in Dubai with the support of a Business Development Executive. They will work in close cooperation with the Head of the Middle East, the local partners and the global marketing and business development teams.
The Role
Business planning
- Work with Team Leaders to develop and implement annual business plans, budget proposals and campaign plans for the region.
- Oversee the BD activity of relevant practices to ensure regional objectives are met. This includes,
- but is not limited to, pitch management, event ideation and execution, marketing and communications and client development.
- Seek opportunities to drive cross-office and regional collaboration to increase efficiencies and speed to market.
- Supporting on marketing BD trips across the network, including facilitating internal connections and aiding in identifying relevant contacts.
- Plan for and monitor the relevant business development budgets.
- Help drive and implement firm-wide and/or regional BD initiatives within the Middle East teams as appropriate.
Winning work
- Project manage transactional and strategic bids, provide input on approach, team formations; draft, review and edit content; manage document development where necessary; ensure adherence to branding requirements; ensure adherence to pricing procedures.
- 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 behavioural change.
- Monitor panel appointments and drive realisation of opportunities presented.
- 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 ambassador for bid best practice to ensure understanding and compliance of the bid process within the region.
- Analyse win/lose rates and make recommendations as to how to improve performance.
Profile raising
- Work with the communications team and PR 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.
- Developing, managing and running key client events (seminars, roundtables) and other client-facing activities, and attending events where necessary.
- Ensure the Middle East region is brand compliant and adopts our visual identity to deliver consistent materials to market.
- Ensure 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).
Client development
- Drive the engagement of the region in our key client programme.
- Support partners on specific key clients and conduct research and analysis on key clients in order to identify new opportunities.
- Facilitate participation in our client feedback programme; track and act on actions arising from interviews, and assess how feedback can be used to drive behavioural change.
- Maintain awareness of relevant global and local marketing products which can be used for client
Best practice
- Adhere to and/or develop best practice to improve efficiency and transparency to fee earners.
- Effectively utilise and promote use of our New Castle hub for support on operational tasks.
- Encourage regional adherence to procedures and best practice with Norton Rose Fulbright systems including InterAction and Experience Management.
Skills and Experience Required
- Undergraduate degree or above in marketing, law, or business related discipline.
- Experience working in a legal and/or professional services environment.
- Excellent project management skills - this candidate must be able to demonstrate experience of managing multiple projects and transforming commercial issues into business development opportunities.
- Possess 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.
- Experience of working with clients and ability to be client facing.
- Sound working knowledge of Word, PowerPoint and Excel.
Our business principles are Quality, Unity, Integrity. The successful candidate will be expected consistently
to demonstrate the following competencies:
- Communicates effectively
- Shows technical ability
- Contributes effectively at meetings
- Organised and meets deadlines
- Focuses on performance enhancement
- Develops and maintains relationships
- Focuses on strategic priorities
- Actively contributes to the team
- Demonstrates leadership orientation
- Treats people with dignity and respect
- Promotes and demonstrates our business principles
Diversity, Equity and Inclusion
To attract the best people, we strive to create a diverse and inclusive environment where everyone can bring their whole selves to work, have a sense of belonging, and realize their full career potential.
Our new enabled work model allows our people to have more flexibility in the way they choose to work from both the office and a remote location, while continuing to deliver the highest standards of service. We offer a range of family friendly and inclusive employment policies and provide access to programmes and services aimed at nurturing our people’s health and overall wellbeing. Find more about Diversity, Equity and Inclusion
Our new enabled work model allows our people to have more flexibility in the way they choose to work from both the office and a remote location, while continuing to deliver the highest standards of service. We offer a range of family friendly and inclusive employment policies and provide access to programmes and services aimed at nurturing our people’s health and overall wellbeing. Find more about Diversity, Equity and Inclusion
here
.
We are proud to be an equal opportunities employer and encourage applications from individuals who can complement our existing teams. We strive to create an inclusive and accessible recruitment process for all candidates. If you require any tailored adjustments or accommodations, please let us know
here
.
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