Business Development Manager, Funds & Private Equity Industries

South East England
06 Sep 2017
17 Sep 2017
Contract Type
About Ashurst: Ashurst is a leading global law firm with a history spanning almost 200 years, and clear strategy for our future growth. Our in-depth understanding of our clients and commitment to providing exceptional standards of service have seen us become a trusted adviser to local and global corporates, financial institutions and governments in all areas of commercial law. To find out more please visit here In order to comply with regulatory and client requirements, Ashurst will undertake appropriate vetting of staff. When applicants accept a job offer, Ashurst, alongside a specialist provider, will undertake professional verification and background checks. These checks are only undertaken with consent, and in accordance with our legal and regulatory obligations Business Area - Business Development Role: BD Manager Funds (including CLOs) and Private Equity Industry Location: London Reporting to: Head of BD EMEA/US Hours of work - Monday to Friday, 9:30 - 17:30, however you will be required to work such hours as are necessary to carry out your duties. Department/ Role Overview: To work alongside the Co-Heads of Industry (partners) in the management and oversight of the client industry priority client portfolio on a global basis. Additionally, taking a proactive lead on the development of thought leadership and spotting trends in the market place that offer the opportunity to grow client revenues or enhance our position in the market. Play an active role on some of the industries larger/strategic pitches, whilst coordinating executive activity on some of the smaller bids. Management of two executives. Main responsibilities: Sector Management Ensuring that the Industry Heads, and the wider partner teams, are kept up to date with the latest trends and developments in the market, and within the firm Identify cross selling opportunities across the firms practices and geographies. From this work, proactively thinking about these developments and suggesting BD activities that will drive revenue generating opportunities such as thought leadership Providing oversight of the status of the relationships of the Industries priority clients (progress against client plans, WIP, client feedback reports and trends, secondments etc), flagging to the Industry heads areas of best practice and areas of concern. Organising regular Industry meetings, internal and wide groups, devising and agreeing agendas and taking ownership of all arising actions and ensuring all are followed up on and completed Taking stock of the client feedback programme across our prioritised clients - reporting back to the Industry Heads and the BD Head of Funds on trends arising, issues, areas of good performance and taking ownership of arising actions Tracking industry related secondments and ensuring that we are maximising the value from these in terms of client intelligence, competitor intelligence and opportunity spotting Market positioning/thought leadership Working with the Industry Heads and BD Head of Funds and, where appropriate, relevant Expertise Lawyers to develop a thought leadership strategy designed to reinforce our drive towards being seen as a market leader with our banking clients of choice globally. This includes such things as our approach to industry publications/briefings, alignment with industry bodies such as the BVCA and EMPEA, alignment and prioritisation of industry conferences and general profile raising initiatives across industries generally. Ensuring that we prepare the best legal directory and award submissions for the private equity and insurance industries Secure industry comment opportunities with core publications working with our Communications and PR team Practice Management Coordinating (in conjunction with the Industry Heads and the BD Head of Funds) a range of practice management, thought leadership and opportunity tracking meetings for each of product areas that we are targeting with our client base Collating relevant and required industry data (e.g. experience statements; CV updating, etc.) with responsibility for implementation to lie principally with the wider practice based BD team/Glasgow office. Client Relationship Management Responsible for the management of some of the firm's leading funds clients Conducting client listenings and working with Finance to prepare client reports Ensuring the compilation, implementation and delivery of global client account plans, in-line with the Ashurst standard. Proactively track client and industry news and trends, spotting revenue generation opportunities and driving the opportunity to its ultimate conclusion Analysing existing client relationships and, using gap analysis, identify and drive cross selling opportunities . Responsible for the setting and monitoring of individual client budgets within their industry priority client portfolio Pitching Responsible for any industry priority client pitches, panel pitches, or strategically important pitches and ensuring that the client team deliver these pitches to the highest of standards and within deadline Work with the client team on beauty parade rehearsals, working collaboratively with the team on tactics and strategy Provide industry or client related input, as required, on transactional pitches across the Ashurst network Ensuring that systems are in place to capture pitch metrics, our pitch win/loss ratio and reasons for success or otherwise across the total industry group - reporting this back to the BD Head of Funds and Industry Heads and wider team as required For the clients they manage ensuring that post matter debriefs are completed for relevant pitches as identified by the Client Relationship Partner Risk and Control: Ensure that all activities and duties are carried out in full compliance with our regulatory requires and internal policies. Essential skills and experience: Significant front line Business Development experience - ideally, will have worked within the private equity and insurance industries in a law firm or professional services environment preferably. Good University degree Proven track record in working with and managing people at all levels Experience in motivating, developing and nurturing juniors Experience of managing large panel pitches and significant tenders Experience in meeting with external clients and attending client relationship meetings Knowledge and experience of managing budgets Track record in managing the delivery of commercial thought leadership pieces from either an industry, product or geographical perspective Experience of working across offices and therefore experienced in understanding how to work within different cultures and time zones A team player and flexible in their approach to work - whilst the role is senior in its nature, there will be times when incumbents will have to do whatever is put in front of them An enthusiastic, creative and proactive approach to industry leadership and related BD activities Our Culture is shaped by our core values of Collaboration, Excellence, Innovation, Integrity and Accountability. They guide how we relate with each other, our clients, our behaviour.