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Client Development Manager - 12 month contract

Norton Rose Fulbright
Sydney

5 February 2021

Norton Rose Fulbright is a global legal practice. We provide the world's pre-eminent corporations and financial institutions with a full business law service. We have more than 4000 lawyers based in over 58 offices across Europe, the United States, Canada, Latin America, Asia, Australia, Africa, the Middle East and Central Asia.

As a Client Development Manager you will ensure effective account management of client relationships, continually seeking opportunities for client growth, manage bid and tender activity and support other Marketing and Business Development programs. As an integral member of a close-knit national team you will leverage your background in B2B business development to hit the ground running. Previous experience in a professional services firm would be an advantage.

Responsibilities

  • Undertake research with a view to deepening understanding of clients’ circumstances, issues, expectations and needs.
  • Develop account management plans for allocated clients, with a focus on retention, growth and/or increased profitability as appropriate; support CRPs and client team members to implement those plans.
  • Ensure that contacts from allocated key clients are profiled to areas of specific interest and work with the digital and events teams to manage the organisation and execution of unique key client experiences, events and hospitality.
  • Contribute to the firm’s overall client experience program, including the management and execution of the firm’s client listening programme, client experience journey mapping and working with the Client Board.
  • Work with the Director of Client Programs on CRP mentoring, training and coaching and assist with the roll out of globally developed CRP training materials.
  • Work with the CRPs of allocated clients to develop proposals for accessing the key client budget and ensure that any funded initiatives deliver the target return on investment.
  • Project manage and deliver bids and tenders for allocated clients, with support from other BD team members and the strategic bids team as appropriate. This includes value proposition development, as well as undertaking copywriting and editing.
  • Ensure client intranet pages are up to date and relevant documents are accessible to the client team.
  • Manage reporting both internally (in relation to progress against objectives and targets in client plans) and externally (to satisfy client reporting obligations stipulated in appointment or engagement documents).

Requirements

  • Ability to think strategically about client issues including ability to craft value propositions based on client needs matched with expertise.
  • Solid understanding of relationship or account based marketing programs and B2B buyers’ decision process.
  • Experience in leading client, project or campaign teams.
  • Strong team orientation; natural collaborator and sharer of information.
  • Can do, enthusiastic attitude and solution mindset.
  • Understanding of and commitment to client service excellence.
  • Ability to influence and challenge senior executives on the value and strategic alignment of proposed client and business development activities. This includes coaching partners and business leaders on strategies and methods for business development.
  • Strong program and project management skills, including ability to negotiate competing priorities, manage multiple, concurrent projects and work to tight timeframes.
  • Excellent written and verbal communication skills.
  • Knowledge of Microsoft Office Suite and Outlook; knowledge of InterAction CRM preferred.
  • 5+ years’ experience as a marketing/BD professional in B2B services, preferably legal sector marketing.

At Norton Rose Fulbright Australia, you will be rewarded with genuine career prospects and an excellent team environment renowned for its collaborative culture, passion for client service and professional development opportunities.

Please note we will not be accepting applications from recruitment agencies for this position.

Norton Rose Fulbright values diversity and strives to create an inclusive environment where all employees can bring their whole selves to work. We embrace the opportunity to contribute to the communities in which we work which underpins our strong Corporate Social Responsibility (CSR) program. We provide a range of opportunities in which our people can make a difference to their local and global communities including through pro bono legal work, charitable giving, volunteering and support for the environment.

We are proud that Norton Rose Fulbright in Australia has been recognised as an Employer of Choice for Gender Equality by the Workplace Gender Equality Agency (WGEA) as well as a silver employer for LGBTI Inclusion through the Australian Workplace Equality Index.

We encourage Aboriginal and Torres Strait Islander candidates to apply.

To apply online please click 'Apply'.

It is the policy of NRFA Group to provide workplace adjustments for qualified persons with disabilities who are employees or applicants for employment. If you need assistance or adjustments to fully participate in the application/interview process, please contact recruitmentaustralia@nortonrosefulbright.com.

If you are trans or gender diverse and would like a confidential discussion before applying, please contact Yvette Borradale (03) 8686 6003 or Scott Baker (02) 9330 8578.

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