Description

Crowell & Moring LLP is an international law firm with offices in the United States, Europe, MENA, and Asia that represents clients in litigation and arbitration, regulatory and policy, intellectual property, and transactional and corporate matters. The firm is internationally recognized for its representation of Fortune 500 companies in high-stakes litigation and government-facing matters, as well as its ongoing commitment to pro bono service and diversity, equity, and inclusion.

Job Summary

The Senior Manager of Business Development (BD) works with and supports the Health Care and Life Sciences practice groups along with cross-practice, industry-focused working groups and client service teams. The Senior Manager leads group business development initiatives, supports and coordinates branding and marketing efforts, and assists with day-to-day group business development activities. The Senior Manager will serve as a senior business advisor to practice and department leadership and will provide strategic coaching to partners and counsel. This position will work collaboratively with other members of the Marketing & Client Development team, as well as with other professional staff teams, including practice management, pricing and innovation, to execute on practice group and firm priorities.

Primary Areas of Responsibility

• Partners with Health Care and Life Sciences practice group leaders and BD Director to develop and execute annual business development plans, including expanding and diversifying existing client relationships, attracting new clients, identifying areas for cross-selling, and collaborating with attorneys in other practice groups to drive business growth and market visibility.
• Through group and market-centric “fluency,” contributes high-level business development advice and guidance that demonstrates a thorough understanding of the group’s experience, business, client base, market forces, and competitive landscape in particular sectors.
• Brings new ideas and proven approaches to the table to support client retention and expansion and brand elevation.
• Drafts differentiated and responsive pitch materials and RFP submissions that reflect a clear understanding of the opportunity and a focus on positioning relevant experience, knowledge and value-added offerings.
• Collaborates with Health Care and Life Sciences leaders, as well as marketing and recruiting leadership, to develop messaging, materials and successful strategies to advance and capitalize on lateral recruiting efforts.
• Supports the integration of lateral partners and senior counsel, including working with practice group leadership to develop a detailed roadmap and facilitating strategic introductions and business pursuit opportunities.
• Develops compelling marketing collateral, website descriptions, experience lists, and other client facing materials; ensures materials are up to date by managing group knowledge management efforts.
• Actively monitors client, industry, market, and competitor trends and developments.  
• Supports firm-wide knowledge management efforts for assigned groups, including with regard to the firm’s CRM and experience management platforms.
• Identifies and pursues opportunities, in collaboration with the firm’s communications team, as appropriate, to increase brand awareness and profile for the practices, including sponsored events, professional speaking opportunities, firm alerts, media opportunities, and published articles.
• Plans and executes client development events with group attorneys.
• Plans and drives written thought leadership efforts with attorneys and Content Strategist including blogs, podcasts, alerts and published articles.
• Oversees the timely preparation of strategic and compelling submissions to Chambers, Law360 and other target ranking publications and recognition opportunities.
• In collaboration with practice group leadership, BD Director and practice management, helps develop and manage the groups’ business development budget.
• Guides, mentors and trains direct reports to create a BD function that maximizes available resources to pursue revenue opportunities

Requirements

Knowledge, Skills and Abilities

• Demonstrated proactive business development experience growing revenue, including expanding existing client relationships and developing new clients.
• Strong business and marketing acumen, including the ability to leverage business intelligence and financial data to identify business opportunities and support go-to-market strategies.
• Proven experience driving results-oriented practice group brand enhancing initiatives.
• Experience in the Health Care and Life Sciences industry is a plus.
• Highly motivated, persuasive, priority-driven, and collaborative.
• Ability to multi-task, meet deadlines, and perform well under pressure.
• Demonstrated ability to communicate clearly and effectively, both orally and in writing, with internal and external audiences.
• Excellent writing and presentation skills.
• Experience with knowledge management systems, including CRM and experience management.
• Experience leading teams and building and managing comprehensive BD support functions.

Education

The position requires a bachelor’s degree.  JD, MBA or other related advanced degree may substitute for required experience.

Experience

The position requires a minimum of seven years of increasingly responsible, directly related experience that included direct supervision of others, financial management, and demonstrated knowledge, skills and abilities relevant to the position. Experience motivating and leading others to drive results is required. Previous business development and marketing experience in a professional services firm is strongly preferred. Previous experience working with Health Care and Life Sciences practices strongly preferred.