Client Development Manager

Hogan Lovells•Washington, DC

3d•$156,000 - $199,000

About The Position

Hogan Lovells is a bold, distinctive, and leading global law firm, providing business-oriented legal advice and high-quality service across its breadth of practices to clients around the world. Our growing, dynamic Marketing & Business Development (M&BD) Department is looking for the right candidate to serve as Client Development Manager on our global Client Development team. The position will manage a portfolio of significant clients of the firm to help drive our business development and relationship investment strategy around major clients in key sectors, including the Life Sciences and Health Care sector. You will be working within a high-caliber and collaborative global team, which has developed an excellent reputation within the firm and with clients for its proactive management of client relationships, resulting in both increased revenues and positive client feedback. You will have the opportunity to work on central M&BD projects, such as our key client account management and client feedback programs, as well as working closely with our sectors to ensure our strategies are aligned and client development best practices are shared throughout the firm.

Requirements

Strategically and commercially minded with the ability to translate emerging business issues and developments into opportunities to develop the client relationship.
Ability to think broadly and demonstrate a high level of initiative.
Pragmatic, diplomatic, and resourceful, with the ability to adapt quickly to different situations and personalities.
Ability to build strong relationships with all levels of lawyers, with the confidence to challenge and counsel them on client development best practices.
Strong organizational skills and an ability to prioritize and complete simultaneous projects with minimal supervision.
Experience working independently, as well as within cross-functional teams in a collaborative, professional environment.
Proven leadership skills with the ability to motivate diverse teams to carry out the firm’s marketing goals.
Proactive and persistent in engaging busy senior stakeholders, with a strong commitment to following through on agreed client goals and initiatives.
Excellent writing and presentation skills with an exacting attention to detail in all work product.
Seven (7)+ years of relevant experience required
Bachelor’s degree or equivalent experience in marketing, account management, or related field preferred.
Core hours are Monday through Friday, 9:00 a.m. to 6:00 p.m., including one hour for lunch. Must be flexible to work additional hours and travel occasionally.

Nice To Haves

Experience within the legal or a similar professional services environment preferred.

Responsibilities

Manage the firm’s day-to-day relationship with a number of major clients, acting as a key point of contact both within the firm and directly with these clients.
Develop a deep knowledge of the firm’s relationship with these clients, as well as the clients’ strategy and needs, and the sectors in which they operate.
Work with the relationship partners and broader client team to develop appropriate strategy and objectives for growing the client relationship, including identifying new business opportunities and the provision of value-added services.
Drive the implementation of a client account plan and relationship development initiatives with the wider client team.
Monitor and analyze financial performance, client updates and needs, and ensure that important relationship development information is disseminated to the client team and other relevant parties.
Work closely with the relationship partners to ensure there is an effective client team and robust internal communication infrastructure in place to drive forward the client relationship.
Plan and support client team meetings – both internally, and externally with the client.
Identify and track opportunities and deliverables for each team and motivate the team to drive them forward.
Work closely with the firm’s relevant sectors to identify opportunities for promoting thought leadership and profile-raising of key initiatives with clients.
Plan relationship meetings with key client contacts, including preparing partners, ensuring that we focus on the client’s needs and our key areas of strength. Attend these meetings where appropriate and drive post-meeting follow-up.
Project manage the preparation of reports required by clients, for example on financial information and training.
Assist on formal and informal pitch opportunities for your client teams, including preparing teams for pitch presentations and ensuring that our pitch documents reflect our key messages for developing the client relationships for which you are responsible.
Support and project manage legal panel reviews.
Leverage knowledge of the firm and relevant sector priorities to proactively identify new pitch opportunities with your client teams.
Actively identify opportunities to seek direct feedback from our clients, conduct interviews with clients, analyze feedback results, and make recommendations to partners for acting on the feedback received.
Proactively lead and coach relationship partners and other client team members on day-to-day business development activity with the client teams you manage.
Collaborate across sectors to identify trends and business development opportunities relevant to your client teams and other similar clients.
Contributing to wider M&BD initiatives as required, such as supporting events and lawyer training programs, sharing best practices for client development within the firm, and supporting and coaching our global network of client account managers.
All members of the firm are encouraged to participate in our global Responsible Business program. Specific duties or responsibilities may be reviewed from time to time to reflect changes in personnel and management structure, staff location, and services.