Clients & Markets Manager

Wotton + Kearney
19 June 2019

The role:

You will be a talented BD manager who shares our passion for empowering change in how law firms sell, work with and engage their clients. You will enjoy working with a collaborative and flexible team to deliver business solutions and market recognisable legal products.

Having grown consistently for more than 15 years to become Australasia’s largest specialist insurance firm, this role is the perfect opportunity for someone who wants to be part of our continued evolution. You will understand the importance of planning in implementing business strategy and knows how to combine it with true business development skills that advance client relationships and showcase our partners and senior lawyers capabilities and services.

As a key member of the BDM team, you will take a leadership role with Partners in delivering tenders, bids and client specific collateral, help shape and support Product Line, Partner and Senior Lawyer planning and ensure client plans are effectively implemented.

You will be someone who can quickly earn the respect of the Partners, is a great listener, has impressive writing skills and is open-minded and curious about implementing new ideas that will help us break the traditional mold in law firm business development.

Key responsibilities include:

Working with our BDM Director and Senior BDM Manager, you will help develop and implement client and market-focused business plans to achieve the firm's objectives. You will be involved with:

Client development:

  • Developing and implementing credible and effective Product Line, Partner and Senior Lawyer business plans
  • Assisting partner and client teams achieve revenue targets through well written client tenders, client specific collateral and capability statements that effectively identify and meet the client’s needs
  • Developing client engagement strategies in conjunction with the firm’s Partners that build on existing relationships
  • Developing new ideas for how to best present the firms capability and grow our market presence.
  • Use our Objective Manager and Dynamics 360 CRM technology solutions to enable client content sharing and to track progress against agreed objectives

BD Support to Partners & Senior Lawyers:

  • Providing advice and coaching to senior lawyers around understanding clients' requirements, advancing opportunities through effective client meetings, event follow up and pitch presentation rehearsals.
  • Creating more effective sales conversations


  • Using the action plans from the planning processes, work with the BDM team to develop targeted thought leadership campaigns that respond to client specific needs or market issues to position and profile of our partners/senior lawyers as market leading insurance specialists and to raise the overall profile of the firm
  • Guiding our lawyers in client or market engagement opportunities that help build their profiles.

Other projects:

  • Providing team support and coaching to develop talented BDM professionals
  • Developing BDM resources including automating our content library to improve efficiency and productivity of the department.

To be considered you need to:

  • Be passionate about writing and story telling and be able to visualise alternate ways of presenting information to provide creative client pitches
  • Be curious and have excellent problem solving and decision-making skills
  • Be able to hold your own with a large group of successful professionals, communicate confidently and build sustainable relationships and networks both internally and externally
  • Have core skills to quickly be able to write copy for tenders, capability statements and other business collateral
  • Have the energy and enthusiasm to coach and mentor less experienced team members and our lawyers based on your skill sets
  • Preferably have worked with CRM solutions (including Microsoft Dynamics) and web-based tools for managing client and individual plans
  • Hold relevant tertiary qualifications (either business or legal) with a minimum of 5 years business development or marketing experience gained in a consulting or professional services environment.
  • Preferably have worked in the insurance sector or in an insurance focused role in a law firm or other professional service BDM team and understand how to engage Partners of a business.

Why work for us?

  • Work with a firm that understands its purpose and has a singular focus on the insurance industry.
  • Operate in a culture that is diverse, collegiate, open, innovative and passionate about everything it does. A culture that understands relationships are the cornerstone of business and is prepared to work hard to deliver on its client promises.
  • Be part of a Business Development + Marketing team that has doubled in size in 3 years and has ambition to create a legal business that is recognised by our clients for being genuinely different.
  • Be rewarded with a competitive remuneration package and offer complete job flexibility. We do not reward for ‘hours in the office’ but recognise objectives and outcomes.

At Wotton + Kearney we pride ourselves on fostering a supportive and collegiate culture. To join the team register your interest by submitting your cover letter and resume to

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