Senior Business Development Manager

Summary:

Troutman Pepper has an immediate opening for a Senior Business Development Manager. This position serves as a strategic business development lead for the firm's Litigation department with a focus on the White Collar Litigation & Investigations practice, including our nationally recognized State Attorneys General team. This position can be located in any of the firm's offices.

Essential Duties and Responsibilities:

• Proactive Business Development - focus on developing and implementing strategies to cultivate business with current and prospective clients; includes ideation, consensus building, and execution.
• Cross-selling - focus on proactive cross-selling of existing and new clients; work with data analytics team to analyze data for cross-selling opportunities; proactively identify opportunities and execute.
• Client & Industry teams - ongoing, consistent management of assigned client and industry teams.
• Business Development Plans - work with lawyers to develop individual BD plans and practice plans; practice leadership and practice management team to develop annual business plans; CMO to develop regional marketing plans.
• BD Coaching - work with lawyers on their personal goals and individual BD plans helping tailor their business development approach to their strengths and personality; ensure engagement and accountability for lawyers including tracking progress and regular follow-up; profile and target ideal prospects, develop personal brand, etc.
• Lateral Integration - work with Practice Management, OAs, and Recruiting teams to implement lateral integration plans and ensure consistent onboarding of lateral partners including integration of their clients into the firm and cross-selling their clients to our lawyers and vice versa.
• Data and Research - work with the research and data analytics team to incorporate data and market research into firm growth strategies and opportunities; proactively identify and execute on opportunities identified in analytics.
• Foundation (Firm Intelligence Platform) - oversee matter assignment to associates for matter profiling for assigned practices; help ensure proper use of the software and participation in the data collection workflows; assist with rollout and introduction with new partners or practices.
• Events - Develop strategies for events and webinars including targeting and content development (logistics managed by events team); coordinate sponsorships, advertisements and speaking engagements. Work with communications, branding, and digital teams to develop campaigns for firm events through social media and other marketing assets.
• Rankings & Recognition - work with rankings and recognitions team to develop annual calendar and strategies for practice group directory and awards submissions and coordinate completion of submissions.
• Pitches and Proposals - develop compelling practice area and industry focused content to reflect recent developments in the space and firm strengths and capabilities; develop high quality, tailored pitch materials and responses to RFPs with meaningful ideas and creativity to shape strategic pursuits.
• Marketing Collateral - work with branding team to update and develop practice collateral to reflect recent developments and enhanced capabilities. Work with digital team to maintain and update website content as needed.
• Communications - work with the firm's communications team to effectively promote the successes of the practices, including identifying media, publishing and speaking opportunities that align with the profile-raising objectives of the practices; research potential speaking engagements / webinars. Oversee content tracking, creation, dissemination and analysis of analytics; oversee daily management of Regulatory Insights blog.
• Marketing Campaigns - identify and develop comprehensive "go-to-market" strategies and campaigns for key initiatives, collaborating with communications, branding, and digital teams as needed.

Supervisory Responsibilities:

Oversee at least one Business Development team member assigned to litigation specific practices; provide consistent feedback and development for team.

Knowledge, Skills and Abilities:

• At least 9 years of business development experience, preferably with a law firm.
• Strong business development credentials, including business planning, coaching, research, RFPs and pitches, and client development strategies.
• Proven experience managing and developing teams.
• Demonstrated knowledge of CRM systems and experience management databases a plus.
• Proven experience managing multiple direct reports.
• Sound business judgment.
• Excellent oral and written communication skills.
• Strong project and process management experience.
• Highly motivated, persuasive, priority-driven, and collaborative.
• Ability to multi-task, meet deadlines and perform well under pressure.

Education and/or Experience:

• College degree required, plus any combination of training, education and experience that demonstrates the ability to perform the duties of the position.