Business Development Manager

Practice Group / Department:

Business Development Leadership EMEA

Job Description

We are Norton Rose Fulbright, a global law firm with over 50 offices and 7000 employees worldwide. We provide the world's preeminent corporations and financial institutions with a full business law service. At Norton Rose Fulbright, our strategy and our culture are closely entwined. We know that our expansion will mean little unless it is underpinned by truly global collaboration, and we understand that pioneering work only takes place when our people have room to move and think beyond boundaries. As well as the relevant skills and experience, we're looking for people who are innovative, commercial, and value the work that they do.

Business Development Manager Middle East

The Team

The Business Development Manager is a managerial role within the Marketing & Business Development (MBD) function and the Middle East region of Norton Rose Fulbright. The post holder will proactively work with the Dubai partners and with global and regional MBD teams to implement strategically aligned and value-added initiatives ensuring key global, regional, and office objectives are achieved. The day-to-day operations range from business planning and client development to winning work and raising the profile of our business. The BD Manager will be required to develop a strong understanding of the legal market, our brand, and proposition within the market and our growth ambitions and strategy.

The role is based in Dubai and reports to the Senior BD Manager based in Dubai with the support of a Business Development Executive. They will work in close cooperation with the Head of the Middle East, the local partners, and the global marketing and business development teams.

The Role

Business Planning

• Work with Team Leaders to develop and implement annual business plans, budget proposals, and campaign plans for the region.
• Oversee the BD activity of relevant practices to ensure regional objectives are met, including pitch management, event ideation, marketing and communications, and client development.
• Seek opportunities to drive cross-office and regional collaboration to increase efficiencies and speed to market.
• Support on marketing BD trips across the network, including facilitating internal connections and aiding in identifying relevant contacts.
• Plan for and monitor the relevant business development budgets.
• Help drive and implement firmwide and/or regional BD initiatives within the Middle East teams as appropriate.

Winning Work

• Project manage transactional and strategic bids, provide input on approach and team formations; draft, review, and edit content; manage document development where necessary; ensure adherence to branding requirements; ensure adherence to pricing procedures.
• Ensure follow-up is sought from clients following a pitch; track and act on actions which arise; assess how feedback can be used to drive behavioral change.
• Monitor panel appointments and drive realization of opportunities presented.
• Develop high-quality materials for use in bids to convey firm positioning, experience, and sales messages to clients and targets. Ensure consistent messaging and capability presentation that this content is replicated in appropriate systems and all communications channels.
• Act as ambassador for bid best practices to ensure understanding and compliance of the bid process within the region.
• Analyze win/lose rates and make recommendations as to how to improve performance.

Profile Raising

• Work with the communications team and PR to develop our profile in the Middle East through profile-raising campaigns and supporting marketing activities, collateral, and press.
• Systematically measure performance in directories and league tables; agree target rankings with the Middle East partners; facilitate contribution to directories and league tables using consistent positioning messages; report on changes in rankings and against targets set; refine approach as needed.
• Develop, manage, and run key client events (seminars, roundtables) and other client-facing activities and attend events where necessary.
• Ensure the Middle East region is brand compliant and adopts our visual identity to deliver consistent materials to market.
• Ensure all communications channels are up to date and convey consistent messaging and capability presentation (including but not limited to web collateral, bids, experience statements, directories, league tables, CVs).

Client Development

• Drive the engagement of the region in our key client program.
• Support partners on specific key clients and conduct research and analysis on key clients in order to identify new opportunities.
• Facilitate participation in our client feedback program; track and act on actions arising from interviews and assess how feedback can be used to drive behavioral change.
• Maintain awareness of relevant global and local marketing products which can be used for clients.

Best Practice

• Adhere to and/or develop best practices to improve efficiency and transparency to fee earners.
• Effectively utilize and promote the use of our New Castle hub for support on operational tasks.
• Encourage regional adherence to procedures and best practices with Norton Rose Fulbright systems including InterAction and Experience Management.

Skills and Experience Required

• Undergraduate degree or above in marketing, law, or business-related discipline.
• Experience working in a legal and/or professional services environment.
• Excellent project management skills; this candidate must be able to demonstrate experience of managing multiple projects and transforming commercial issues into business development opportunities.
• Possess a high level of conscientiousness demonstrated through leadership qualities and the ability to build a strong reputation within the business and deliver excellent service.
• Excellent attention to detail.
• Experience of working with clients and ability to be client-facing.
• Sound working knowledge of Word, PowerPoint, and Excel.

Our business principles are Quality, Unity, Integrity. The successful candidate will be expected consistently to demonstrate the following competencies:

• Communicates effectively
• Shows technical ability
• Contributes effectively at meetings
• Organized and meets deadlines
• Focuses on performance enhancement
• Develops and maintains relationships
• Focuses on strategic priorities
• Actively contributes to the team
• Demonstrates leadership orientation
• Treats people with dignity and respect
• Promotes and demonstrates our business principles

Diversity, Equity, and Inclusion

To attract the best people, we strive to create a diverse and inclusive environment where everyone can bring their whole selves to work, have a sense of belonging, and realize their full career potential. Our new enabled work model allows our people to have more flexibility in the way they choose to work, from both the office and a remote location, while continuing to deliver the highest standards of service. We offer a range of family-friendly and inclusive employment policies and provide access to programs and services aimed at nurturing our people's health and overall well-being. Find more about Diversity, Equity, and Inclusion here.

We are proud to be an equal opportunities employer and encourage applications from individuals who can complement our existing teams. We strive to create an inclusive and accessible recruitment process for all candidates. If you require any tailored adjustments or accommodations, please let us know here.

Required Experience:

Manager