Senior Global Account Manager

Bryan Cave•Atlanta, GA

About The Position

At BCLP, we've built our firm on the foundations of thinking differently. Curious, inquisitive and unbound by tradition, we're building change within our sector and beyond. It starts with our people, which is why we need a Senior Global Account Manager to join our team and help to further grow some of our most important client relationships. You will be an integral part of the Global Sectors & Clients team, which is responsible for delivering the firm's Global Growth Program. As part of this highly visible role, you will manage a number of designated accounts across our growth sectors. Working with the client teams, you will drive client understanding, strategic direction and revenue growth by continuously looking for opportunities to expand and strengthen the client relationships. More broadly, you will develop client and sector insights that contribute to product and service development, market engagement and excellence in account management across the Firm generally. The Senior Account Manager Position requires a forward-thinking and creative professional who can be both strategic and hands on. The role relies on the ability to develop both external and internal relationships, being a good communicator and voice of change to deliver on client requirements and foster a Client Intelligent culture. Working in tandem with the wider business services teams, you will have the support you need to deliver on your strategy, pursue opportunities and measure performance. An excellent opportunity to grow in a firm-wide role with high visibility, autonomy and teamwork.

Requirements

To be successful in this role you will need a global mind-set, ability to engage and motivate diverse teams and the flexibility and commercial aptitude to take a customised approach to developing each of your accounts.
Experience across the areas below in a global professional services setting will be prioritised.
Strong relationship development, influencing and coaching skills.
Working in a client facing capacity, developing personal client relationships.
Good understanding of navigating complex professional services organizations.
High degree of cultural awareness and an ability to drive activity across a broad group of international stakeholders.
Aptitude for financial analysis.
A minimum of 7 years of relevant professional experience.
Bachelor's Degree preferred.

Responsibilities

Drive strategy development and execution across designated accounts to further develop client relationships and increase coverage across geographies and legal capabilities.
Facilitate regular, strategic client team discussions to develop and progress client driven strategies with ambitious financial target for profitable growth.
Facilitate continuous client team engagement through regular client meetings, information sharing, performance tracking and suggested client development opportunities.
Drive client team engagement with firm activities e.g. campaigns, client listening and relevant events to progress relationships.
Support relevant proposals and meeting materials, working with the Pricing and Pitch & Proposals teams to progress client specific opportunities.
Drive operational efficiency by ensuring compliance with contractual arrangements e.g. Outside Counsel Guidelines, budget management, tracking key KPIs and client reporting.
Proactively develop opportunities to expand client relationships by combining client and market intelligence with firm knowledge, including CRM and key financials.
Proactively nominate client contacts for the Voice of the Client Program and share learning to identify areas of opportunity or required interventions.
Proactively work with the Commercial Finance team to benchmark pricing and financial performance against firm/sector performance and identify further opportunities and provide solutions for interventions where necessary.
Continuously monitoring key performance indicators around client growth, service diversification and profitability.
Develop your own client relationships where appropriate as guided by the client strategy.
Identify and deliver on client engagement opportunities as informed by client plans and client engagement initiatives across the firm such.
Where relevant, and in consultation with the client teams, develop strategic relationships across legal, operations, procurement and other functions as driven by the client strategy and relationship maps.
Attend client meetings where relevant such as relationship meetings, pitch presentations and planning meetings.
Develop a good understanding of relevant market and sector insights across the client portfolio and liaise with sector teams to deploy resources and client engagement opportunities.
Bring insights to client team discussions to identify new areas of opportunity for further client engagement.
Proactively bring sector specialists to client discussions to strengthen the BCLP offering.
Identify client contacts to include in the firm-wide Client Listening program.
Become a trained interviewer, conducting client reviews, developing insightful and actionable feedback reports and drive continuous development across client teams from collective learning.
Analyze and disseminates client interview results to client teams and implements necessary actions
Full utilization of the Client Relationship Management system (Dynamics) for strategic analysis and planning around key contacts as outlined in the Relationship Map.
Good understanding of key firm and client team metrics and available data and reports to measure and further drive success.
Collaborate with Relationship Leaders to drive positive behaviors and engagement across the client teams.
Project management of, or contribution to, select department projects as required to continuously professionalize the Client & Sector team approach across the Firm.