The posting
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Job Title
Senior M&BD Manager – C&F, IERP
Office Location
London
Department
Marketing and Business Development
We have a well-established global Marketing and Business Development (M&BD) team, which supports the firm on a wide range of business development, marketing and client relationship management activities. The team is divided into a number of key areas: including practice M&BD, clients and markets covering industry M&BD, pitches and pursuits, which manage strategic global and regional pitches; corporate communications, which comprises public relations, brand, design, events, and digital; and campaigns and projects. There are also regional M&BD teams in the Americas, Continental Europe, Asia and South Africa with who this role will interact.
Infrastructure, Energy, Resources and Projects Practice
Forming part of the firm's global Corporate and Finance (C&F) practice group, IERP covers all transactional aspects of a project's lifespan including greenfield project development, Infra M&A and Infra Financings. Our global group has executed hundreds of billions of dollars-worth of transactions for multiple project stakeholders, including project sponsors, infra and PE funds, contractors, governments and financial institutions and key lenders.
Working Hours
35 hours per week, 9:30am to 5:30pm but additional hours may be required. We are happy to consider agile and flexible working patterns. Our approach to hybrid working allows for up to 40% of time working from home and 60% working in the office, please contact a member of the recruitment team to discuss further.
Role Overview
Help shape the next phase of growth for a key investment area for the firm.
Infrastructure, Energy, Resources and Projects (IERP) is a dynamic practice and a key strategic growth and investment priority for Hogan Lovells Cadwalader. Bringing together capabilities across a project’s lifespan, the role offers an opportunity for an ambitious business development professional to help shape the practice’s direction, strengthen its market position and turn shared ambition into growth.
The Senior M&BD Manager – C&F, IERP will lead the development and implementation of the global IERP M&BD strategy. Working directly the Global Head of IERP and closely with the IERP leadership team, global IERP partnership and C&F M&BD team, they will act as a trusted strategic adviser and will lead a coordinated approach to client development and market positioning to ensure that we:
- Maximise our opportunities to grow our revenues from existing and prospective clients across the IERP practice.
- Raise the firm’s profile, brand and position within our key markets,
- Leverage and coordinate our people, knowledge and resources in an effective and efficient manner.
- Advance the practice’s growth agenda through strategic initiatives, including lateral hiring and integration.
This candidate will work directly with the Global Head of the IERP practice, as well as closely with other members of our global M&BD team, including C&F practice and Energy sector teams. This role will also lead and develop the IERP M&BD team, with line management of the UK M&BD Advisor and dual line management of the US M&BD Manager, creating a coordinated international approach to ensure that our global M&BD programmes support the firm, practice and sector priorities.
Key Responsibilities
Specific duties or responsibilities may be reviewed from time to time to reflect changes in personnel and management structure, staff location or services. All members of the firm participate in our Responsible Business program.
M&BD Strategy and Investment
- Lead the global IERP M&BD strategy and business plan, translating practice priorities into a focused programme of client, market and growth initiatives.
- Act as a strategic adviser to the IERP leadership team, using client, market and competitor insight to recommend where to focus effort, differentiate the practice and pursue growth.
- Develop and manage the practice’s M&BD budget, making clear investment recommendations and evaluating commercial impact.
- Support on broader strategic initiatives, including lateral hiring, market positioning, client opportunities and integration into the wider practice.
Strategic Client Development and Growth
- Drive a structured approach to client development, to broaden existing relationships and the development of new ones.
- Embed the C&F group's global Client Listening Programme within IERP and translate feedback into practical relationship and development actions.
- Advise on new business opportunities, providing support on the development of our proposition, approach, team, and supporting materials.
- Manage a disciplined approach for the full and effective use of the firm’s CRM and experience management databases.
Pitching, Pursuits and Winning Work
- Manage pitches and lead on promoting pitching best practice across IERP. This will also involve working with the Global Pitch team and other practice and sector M&BD team members and providing relevant IERP input to other pitches and credentials.
- Work with the global C&F team to develop strong standard credentials and bespoke materials to support on IERP practice outreach.
- Work with partners and associates to prepare pitch teams for presentations, coaching to support teams to articulate differentiated, client-led propositions.
- Supporting a structured approach for maintaining up-to-date M&BD information and knowledge, such as credentials and pitches, and for sharing best practices across the group.
- Use post-pursuit feedback to strengthen future approaches and improve conversion.
Marketing Positioning and Campaigns
- Work closely with the wider C&F M&BD team to develop and deliver integrated global marketing campaigns that connect thought leadership, communications, events and social media efforts to raise the profile of our IERP practice.
- Working with the central PR team to leverage our thought leadership, sponsorships, and targeted events programs, including our approach to directories and awards.
- Direct and manage the practice’s approach and submissions to directories, awards, sponsorships and profile-building opportunities.
- Manage London / local-based events for the IERP practice, including concept development, defining target audience, event promotion, development of invitations and other client communications.
Internal Communication and Knowledge Sharing
- Work with the IERP leadership team to ensure that there is an efficient framework for internal reporting and communication of M&BD activities and successes, including the provision of information for wider management reporting.
- Ensure best practice and maintenance of credentials databases (including in relation to new systems and processes), acting as a point of contact for lawyer queries.
- Liaise with other M&BD Senior Managers, Knowledge Lawyers and the PR team to ensure communication of best practice in areas such as pitches, business generation, thought leadership and client care.
- Manage the development and production of internal client newsletters.
Wider BD Projects
- Contribute to wider C&F practice group and M&BD projects as required, in conjunction with the Global Head of BD & Strategy - Corporate & Finance; Head of M&BD - C&F, EMEA; the Head of M&BD - C&F, Finance, and the broader M&BD team.
Skills & Experience
Qualifications and Training
- Extensive relevant experience, preferably including time in a management role in the legal sector, with previous exposure to finance work.
- Able to think strategically and commercially.
- Excellent operational and project management skills.
- Solid experience in business planning and management, including budgeting and ROI reporting.
- Experience of, and comfortable in, a partnership or equivalent professional services environment.
- A broad base of experience across the marketing mix, but with a strong background in client relationship management, pitches and targeting.
- Solid experience of managing and motivating people.
General Attributes
- Excellent interpersonal and internal and external client-facing skills.
- Very strong influencing and persuasion skills, able to challenge partners constructively.
- Able to think broadly and demonstrate a high level of initiative.
- Highly motivated and enthusiastic self-starter with a can-do attitude.
- Commercially-minded with the ability to translate emerging business issues and developments into opportunities for the firm.
- Resourceful and resilient, with the ability to adapt quickly to different situations and personalities.
- A team player, but able to act autonomously.
- Strong written and verbal communication skills with an excellent eye for detail.
- Able to perform well in high pressure environments.
Equal Opportunities Employment & Agile Working Statement
It is the policy of Hogan Lovells Cadwalader to provide equal opportunities for all employees in relation to recruitment, training and promotion. Decisions in these areas will be made only by reference to the requirements of the job and shall not be influenced by any consideration of racial or ethnic origin, religion, sex, gender and gender identity, age, sexual orientation, marital and civil partnership status, pregnancy or disability.
Our goal is to embed flexibility across our business by giving everyone the opportunity to work in an agile way, whether as a regular pattern or on an ad hoc basis, and we will be happy to discuss this further.
Agency Submissions
Hogan Lovells Cadwalader operates a Preferred Supplier List (PSL) for Business Team and Secretarial Services recruitment in the UK. We do not accept speculative or unsolicited agency submissions / candidate introductions, via email, from agencies outside of the PSL. Nor will we be liable to pay any placement fees for submissions / candidate introductions submitted directly to any Partners or employees of Hogan Lovells Cadwalader.
