Client and Market Development Associate Manager

Company Description

Who we are

We are one of the largest international law firms in the world. With over 30 offices across the globe, we strive to exceed the expectations of our clients, providing them with the highest-quality advice and legal insight, which combines the firm’s global standards with in-depth local expertise.

Our firm, work and people span jurisdictions, cultures, and languages. We offer our clients a truly international perspective. We believe every career should be rewarding and stimulating - full of opportunities to learn, thrive, and grow. That’s why we’re so proud of our inclusive, friendly, and team-based approach to work.

Our one firm global strategy is focused on targeted growth led by the needs of our core clients, those who we can best support with the breadth and depth of Clifford Chance expertise, across the sectors and geographies, which matter most to them.

You’ll find our clients in commercial and industrial sectors, the financial investor community, governments, regulators, trade bodies, and not-for-profit organisations. But no matter who they are or why they’ve reached out to us, we provide a world-class service every step of the way. And that’s possible thanks to the entrepreneurial spirit and conscientious approach to work that you’ll find across all of our teams.

Whichever area of the business you join, you’ll become an integral part an innovative, diverse and ambitious team of people. Clifford Chance is a place where the brightest minds and the best of colleagues meet.

Job Description

The Role

Our Client & Market Development (C&MD) Team manages client relationships and helps our lawyers to develop business with the firm's clients globally. The banks sector continues to be one of the firm's key client segments and we are proud to have extremely strong, long-standing and institutionalized relationships with our bank clients, who look to the firm for support across all work types and products.

The Client Development Associate Manager will principally manage a portfolio of clients within the bank segment of clients and work with other C&MD team members to assist with the management of clients within the wider Client Focus programme.

Who you will work with

The Client Development Associate Manager will principally work with:

• Banks Client & Market Development Team and the wider C&MD team
• Partners, Lawyers and their Practice Assistants
• Commercial Pricing and Finance team
• Risk and Clearance team
• KETL team
• Events team
• Inclusion and Pro Bono team
• Delhi and Newcastle Service Centres

What you will be responsible for

Management of client portfolio

• Manage a portfolio of principally bank global strategic clients (GSC)
• Work closely with your Relationship Teams to develop, implement and track progress of annual global client plans, and ensure client plan objectives and actions are followed up in a timely manner, holding team members to account as necessary
• Actively monitor relationship mapping and ensure regular dialogue with key relationship contacts and the development of new relationships across the client
• Liaise on client-specific activities with a wide range of internal stakeholders across the global Clifford Chance network, e.g. partners, lawyers, secretaries, business development and business services teams
• Manage internal client team communications, including the preparation of agendas for internal team meetings, and capture and follow-up on action points arising
• Maintain client intranet/iManage sites containing relationship data, and optimise use of the client contact management database (InterAction)
• Ensure compliance with panel terms and KPIs

Client Intelligence and Planning

• Research and analyse the client's business and key market sectors to identify new revenue-generating opportunities using a broad range of techniques and information sources
• Collate and disseminate key client developments, news stories and industry trends to client teams

Revenue generation

• Manage the achievement of global fee and profitability targets with your Global Relationship Partners and client teams
• Identify and respond to new revenue generation opportunities arising from CC thought leadership campaigns and product offerings, client and market developments
• Combine financial analysis with industry knowledge to identify gaps and exploit new business opportunities for revenue generation between clients and within the wider Banks global strategic client (GSC) programme
• Build relationships with client contacts including legal function management/ law firm management, and key legal/business contacts where appropriate
• Work closely with Bank sector-co leads to identify and cross-sell revenue generating opportunities with the wider Bank sector community

Client Reporting and Financial Management

• Preparation of regular financial and non-financial reports for clients and internal audiences, and interpret data
• Circulate new matter notifications and monthly financials to client partners with summary findings
• Work alongside the firm's commercial team to monitor the financial performance (including profitability analysis and lock-up) of individual clients and recommend actions to improve performance and meet annual targets
• Produce and manage client relationship documents and attend client meetings where required
• Administer and maximise value to the firm from client secondments

Client Events and Inclusion

• Work with the Events and Inclusion Teams for ideas on specific client events that will meet the strategic and tactical objectives of the client plan
• Play a key role in the organisation of client events working with the Events and Inclusion Teams and external providers as appropriate
• Work with Associate Teams to help plan and run their own client events

Pitch & Commercial Support

• Work alongside the firm's commercial pricing team to manage panel and pricing agreements, and ensure client fee arrangements and outside counsel terms are correctly communicated and enforced internally
• Work alongside the firm's central pitch team to manage global panel pitches and major cross-practice opportunities for clients within portfolio
• Work in partnership with relevant practice leads to manage strategic proposals
• Ensure we deliver on our value-added service "promises" (e.g. secondments)

Client Feedback

• Ensure regular relationship, pitch, matter and secondment feedback reviews are held and ensure feedback is shared with the relationship team and acted upon in a timely manner

Best Practice

• Share experiences across the GSC client relationships; provide objective thinking and suggestions towards the expansion of client relationships
• Work closely with C&MD colleagues to develop and share best practice throughout the firm
• Support the Global Strategic Client Programme through contribution to strategic projects as necessary
• Support C&MD colleagues/teams on cross-sector basis where necessary to help with resource continuity issues, ad-hoc projects client/market campaigns etc. where necessary.

What you will do

Client Development Associate Manager has responsibility for a portfolio of clients, you will run day-to-day aspects of client relationship activity globally for the clients within your portfolio ensuring a high level of proactivity, including client-facing interaction, proactive lead generation, supporting on strategic pitch opportunities, driving client feedback, evaluating and acting on research and intelligence, creativity around inclusion and social client events, sharing best practice examples and provide ad‑hoc support to the wider GSC Client programme.

Qualifications

Your Experience

• You will have client relationship management experience or have had strong exposure to client relationship programmes gained within a law firm or professional services environment
• Experience of strategic account planning and managing complex client relationships, including leading panel RFPs
• A global perspective, with sensitivity to multiple and diverse cultures
• A solid track record of being proactive and delivering high quality work, both personally and through a team

Skills and work style

• An optimistic outlook with a bold willingness to experiment, innovate and challenge past policies and progress with suggested ideas
• An ability to multi-task, and work to tight deadlines within a fast-paced environment
• Dynamic and action-focused
• A client-centric view and the ability to translate opportunities into simple, quick and actionable plans
• Demonstrates a keen interest to learn about our clients' industries and businesses
• Well-developed influencing and presentation skills as well as being confident, resilient, and focused
• The ability to work effectively and in partnership with legal and business professional teams reflecting a range of personalities and working styles
• Team player who shares knowledge, motivates and coaches others
• Excellent prioritisation skills with the ability to make judgement calls on where to add value
• Strong interpersonal skills with a focus on exceptionally strong communication skills, both verbal and written
• Effective at fostering relationships with internal and external clients
• The ability to work autonomously
• Proven project management skills
• A highly commercial and innovative approach
• A good attention to detail

 Knowledge:

• You will have an awareness of legal and financial market developments

From your first day with us, you will have varied opportunities to continuously grow and development your skills and knowledge. From formal training, informal coaching and mentoring through to skills-based and technical training and on the job learning.

Whatever your area of expertise, you will find a range of career opportunities at Clifford Chance. And wherever you’re heading, Clifford Chance is where you can be true to your ambitions.

Our firm, work and people span jurisdictions, cultures and languages. In a world where commercial success increasingly relies on globalisation, we offer clients a truly international perspective, and we offer our people a rewarding and stimulating career.

We're proud of our approachable, friendly and team-based way of working. Highly professional and self-assured, with an entrepreneurial streak, our people are more than happy to share their expertise and knowledge.

Additional Information

Equal opportunities

At Clifford Chance we understand that our true asset is our people. Inclusion is good for our team and their families, our firm and society.

We are committed to treating all employees and applicants fairly and equally regardless of their gender, gender identity and expression, marital or civil partnership status, race, colour, national or ethnic origin, social or economic background, disability, religious belief, sexual orientation, or age. This applies to recruitment and selection, terms and conditions of employment including pay, promotion, training, transfer and every other aspect of employment.

Our goal is to deliver an equality of opportunity, an equality of aspiration and an equality of experience to everyone who works in our firm. Find out more here.