Business Development Manager, Practice Groups

ABOUT GOWLING WLG

At Gowling WLG, our dedication to excellence and quality service begins with our people. As a global law firm with offices across Canada, the U.K., Europe, the Middle East and Asia, we pride ourselves on sourcing and retaining top talent who bring energy, passion and commitment to the delivery of outstanding client service.

Employee satisfaction is important to us. We work hard to ensure that our people are motivated, engaged and empowered. We are guided by our firm’s Core Values - The Power of Teamwork, Always Striving to be Better, We all Bring Something Different - in all that we do.

Diversity, equity, and inclusion are an integral part of our firm’s core values. We are always striving to build a more equitable, engaging and rewarding workplace by attracting and retaining talented people from a diverse range of backgrounds, cultures and experiences. Our aim is to help everyone reach their full potential and achieve their personal and professional goals.

Our diverse group of legal professionals, law students, law clerks, paralegals, legal administrative assistants and business services team members work together, and are respected and valued for their individual contributions.

PROFILE

The Business Development Manager plays a critical role in supporting the Firm’s revenue, profitability, client and market growth for particular practice groups. This role transcends traditional business enablement and coordination functions, focusing holistically on market intelligence, proactive opportunity identification, account strategy and planning, go-to-market, and the execution of high-value pursuits. The ideal candidate must be client-centric, a strategic thinker with strong business acumen, a skilled relationship builder, and a data-driven professional who can effectively translate market insights into actionable business development strategies that help grow the business.

This position can be based in our Toronto, Hamilton or Waterloo office.

RESPONSIBILITIES

1. Market Intelligence & Analysis:
   • Conduct ongoing market and client research and analysis to identify needs, emerging trends and competitive landscapes to inform potential growth opportunities within targeted sectors.
   • Develop and maintain a comprehensive understanding of client needs, legal practice areas, market dynamics, and competitor activities.
   • Leverage existing financial systems, CRM and data sources to extract data, generate reports and dashboards that inform business development and growth strategies.
   • Provide actionable insights and recommendations to practice groups and leadership based on analysis.
2. Opportunity Identification:
   • Proactively identify and recommend new business opportunities through market insights and analysis, go-to-market initiatives, and cross-firm collaboration, mobilizing resources to drive action once aligned.
   • Collaborate with partners to develop targeted outreach strategies and cultivate and deepen relationships with clients, prospects and key decision-makers.
   • Build client programs and sales initiatives that align with the Firm’s profitability drivers and strategic plan to grow the existing base, enable effective cross-sell and collaboration, and drive new revenue through must-win client opportunities and innovative pursuits.
   • Monitor and track industry developments and regulatory changes that may create new business opportunities and swiftly seize them when they arise.
   • Develop, manage and execute annual business and go-to-market plans for practice groups, ensuring there is an aligned action/initiative roadmap that delivers on desired growth goals.
   • Measure and evaluate the effectiveness of business development strategies and initiatives with a focus on creating impact, adjusting as needed to achieve desired outcomes.
   • Engage in networking activities, industry events, conferences, and seminars; develop strategic partnerships to promote the firm’s services, expand relationships, and deliver leads.
3. Strategic Client Management:
   • Build and execute strategic account plans for designated key clients, focusing on deepening relationships and expanding purchased services.
   • Conduct regular client reviews to assess satisfaction, identify needs, and explore opportunities for cross-selling and up-selling.
   • Serve as a trusted strategic advisor to partners, bringing insights, foresight, solutions, and measurable value to their growth efforts so they can focus on servicing client needs.
   • Develop a strong understanding of clients, sectors and practices to facilitate collaboration between internal groups and stakeholders and bring the best of the full Firm to our clients.
4. Strategic Pursuits Planning & Support:
   • Lead and support the development of strategic pursuit plans for high-value opportunities.
   • Collaborate with partners and associates to create innovative and compelling proposals, pitches and presentations that effectively communicate Gowling WLG's capabilities, value and differentiation - pursuits are sharper, more compelling, and more client-relevant because of your involvement.
   • Manage the pursuit process with active involvement and accountability, ensuring timely and effective execution of all activities.
   • Track and report on the success of strategic pursuits, analyzing wins and losses to identify areas for improvement.
5. Enablement:
   • Support practice groups with initiatives that strengthen client-focused go-to-market execution, offer cross-sector collaboration, and deliver measurable ROI through events, conferences, and strategic recognition opportunities.
   • Facilitate knowledge sharing and collaboration among practice groups and business development professionals.
   • Support the implementation and adoption of CRM, reporting systems, sales training programs, and other tools and technologies.
   • Bring a commercial lens, balancing ambition with pragmatism to create impact.

QUALIFICATIONS

• Bachelor's degree in business, marketing, or a related field; MBA or advanced degree preferred.
• 7+ years of experience in business development, sales, or marketing within a professional services environment; sector/industry experience considered.
• Proven track record of success in identifying and closing new business opportunities, including interpreting financial information to create actionable sales strategies.
• Strategic thinker with a results-oriented mindset and curiosity to understand clients, markets and opportunities.
• Excellent communication, presentation, negotiation, and interpersonal skills – a skilled storyteller with the ability to persuade senior audiences.
• Highly accountable and proactive self-starter focused on delivering results.
• Ability to build and maintain strong relationships with clients and internal stakeholders.
• Superior analytical and problem-solving skills.
• Strong understanding of market research and analysis techniques.
• Skilled collaborator with the ability to connect and bring people and groups together, while also efficiently working independently.
• Deep understanding of marketing and go-to-market strategies and channels.
• Proficiency in CRM systems and other business development tools.

CORE COMPETENCIES

• Strategic Thinking
• Client Focus
• Business Acumen
• Sales Methodologies
• Relationship Management
• Communication & Influence
• Analytical Skills
• Results Orientation
• Project Management

Gowling WLG employees benefit from a hybrid work environment.

Not sure if you meet all the requirements? If you are excited about this opportunity but your experience does not align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

Gowling WLG is dedicated to building a diverse and inclusive workplace. If you have a disability or special need that requires accommodation at any time during the recruitment process, please let us know.

While we appreciate all applications received, only those candidates selected for an interview will be contacted.