Business Development Manager

Xin Bai Law Firm
14 December 2018

About Xin Bai Law Firm and Rui Bai Law Firm (PwC network law firms in China)

Xin Bai Law Firm in Shanghai and Rui Bai Law Firm in Beijing are independent China law firms and members of the PwC global network of firms, dedicated to providing clients with integrated solutions and high-quality legal advice in Mainland China, across Asia and globally.

We have access to the most geographically extensive global legal services network and collaborate with other top specialists in tax, human resources, corporate finance, forensic accountancy, and asset valuation. Our wide range of experience, personalities and backgrounds create compelling combination of technical excellence and commercial application. We are able to deliver integrated and innovative solutions in the most challenging business endeavour.

Key focus areas for the firm: Corporate, Mergers and Acquisitions, Regulatory compliance, Banking and finance, Aircraft and equipment leasing, Litigation, arbitration, and dispute resolution, Labour and employment, Intellectual property and Tax dispute resolution.

What we are looking for

We are seeking an enthusiastic and motivated Business Development professional to work in our regional BD team to provide business-critical marketing and business development support to our legal business. The growth of our legal offering in the region is a strategic priority for the PwC network, making this an exciting time to join the team.

Building a sustainable platform

The successful candidate will play a key role in supporting the lawyers in growing their respective practice areas as well as integrating and connecting with the wider PwC network lines of service to generate new business opportunities. The individual will work very closely with the lawyers and BD colleagues to build and develop the relevant infrastructure to support all BD and marketing activity including pitching, communications and profile raising collateral. They will play a hands-on role in developing compelling proposal documents and credential statements that are produced to the highest standard within agreed deadlines, and across all disciplines of the business.

Driving growth

The successful candidate will also play a broader role in the marketing and business development related activities for the wider Asia network legal offering (the PRC, Hong Kong and, from time to time, Singapore), working closely with the Head of BD Asia Legal to manage, co-ordinate and advise on all marketing and business development related tasks and initiatives. The role also includes scope to actively manage relationships with PwC network firms and clients. The role offers huge potential to get involved in the cutting edge of legal services and really shape the business in an effective way based on their experience to help to drive the offering forward.

Helping increase win rate

The successful candidate will work to encourage the shift in culture and mindset to a more differentiated approach to winning legal work. They will drive the ongoing improvement of our value proposition as part of the wider PwC network platform rather than resorting to the traditional approach of using simple legal credentials to win work. Additionally, identifying and supporting a pipeline of opportunities to priorities our pursuit efforts.

The successful candidate

The individual concerned needs to be a strong team player, have a positive "can do" attitude and a good eye for detail, be a good communicator and have the ability to communicate with all levels, from management to partners, associates, peers and other support groups. The role also requires an interest in getting to understand the areas of business in which the lawyers work and the need to get to grips with the varying facets of the wider PwC network (lines of service offerings). There is also a need to get to understand the law firm’s external client base so as to help identify opportunities to refer work to PwC network firms and actively promote the other legal offerings across territories / jurisdictions. As such, we are looking for someone with a real interest in business as well as a desire to deepen their understanding of various practice areas.

In addition, we expect a high standard of writing and copy editing with the ability to be able to write concisely and effectively; and strong project management skills given the need to multitask, prioritise and work under pressure. The successful candidate will be fluent in English (and Mandarin).

The ideal candidate will have marketing and or business development experience in an international law firm - however, we are willing to consider strong candidates from other industry backgrounds.

Roles and responsibilities

  • Build strong relationships with PwC Marketing & Communications teams to ensure quality delivery of events, comms, PR and media and marketing collateral development
  • Build strong relationships with PwC BD community in the PRC
  • Build and develop relationships with key Lines of Service across the PwC network to target opportunities across products, clients and markets (sector/geography). This largely involves the implementation and actioning of marketing/business development priorities (plans) alongside the Head of BD Asia Legal.
  • Build and develop priority clients with partners to action and support their pursuit of opportunities. Including general account management and the appropriate client relationship building or sponsorship/profiling opportunities, including major client road shows, seminars, external conferences and client entertainment and provide events management support as required. Encourage partners where appropriate to make best use of networking opportunities.

Key stakeholders / relationships

  • Head of BD Asia, Legal
  • Partners and associates in our PRC offices
  • PwC network law firms across Asia Pacific
  • The wider Asia Pacific BD teams
  • PwC network (Tax, Deals etc.)
  • PwC network Marketing & Communications teams
  • PwC PRC BD Community
  • Management of junior BD team member/s

Key requirements

  • Approximately 8 years of experience in professional services (international law firm preferred)
  • Enthusiastic and driven BD, keen to grow and develop a new business in a highly recognised brand within an enormously successful network
  • Ability to work well with direct manager and broader BD team
  • Self – starter and self – motivated
  • Ability to respond promptly to requests and be known for managing expectations
  • Endorsement and positive internal client feedback
  • Mandarin (preferred) and English at business level

For more information or to apply please contact Anthony Nicola

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