Head of Business Development

3 weeks ago

Dubai, United Arab Emirates Clyde&Co Full time

Job Title

- Head of Business Development & Marketing (MEA) - Dubai Based

- Job Location

- Dubai

- Job Type

- Business/Professional Services & Support

- Expertise

- Business Development

- Description

**The Team**

Clyde & Co is a leading global law firm, with 490 partners, 2400 lawyers, 3200 legal professionals and 5500 people across nearly 70 offices and associated offices worldwide. We established in the Middle East in 1989, and today we are the largest international law firm in the region, with 9 offices across MEA, 71 Partners and 476 total staff.

The MEA Business Development & Marketing team executes Clyde & Co's global BD strategy within the region. Our strategy is set by the Global Business Development Leadership team in consultation with the Global Strategy Board and Global Practice Groups. The MEA Head leads a team of 16 people, comprising Communications, Marketing, Business and Client Development experts.

**The Role**

Reporting to the Global Head of Business Development (Industrials), the overarching responsibility of this role is to lead a high-performing, effective, commercially adept BD & Marketing team which assists the firm to generate revenue through growing client relationships and enhancing the market position for the firm and our global practice groups, namely: insurance, aviation, marine, construction, energy, trade and natural resources.

This role is based in Dubai and will work closely with the MEA COO, MEA Board, BD Global Leadership Team and the Global Head of Business Development.

The role operates across the entire sales pipeline: Awareness, Engagement, Conversion and Retention with the objectives to increase awareness, favourability, conversion, market share, client penetration and revenue for the MEA region and globally for the firm through its global practice groups and client programmes.

**Key Performance Indicators**

The role has 6 key deliverables, as outlined below:

- **Strategic Planning**
- Continual assessment of the regional market, client base and opportunities.
- Planning and directing resources in line with regional and practice growth strategies.
- Targeting growth markets which leverage our key sector strengths and strategies.
- Advising stakeholders on 'go to market' strategies.
- Map out annual BD and client priorities and budgets.
- **Revenue generation**
- Create and oversee the regional client programme (co-ordinated with global client programs) to enhance retention rates, expand revenue, and generate year on year growth.
- Identify new opportunities and drive client acquisition and retention through products and campaigns which grow the region's core services, and cross sell the core services of the global firm.
- Undertake strategic reviews with practice groups heads to refine client and marketing plans that support the overarching firm and practice group strategies.
- Leading on selected regional growth projects and initiatives which require senior consultancy.
- **Stakeholder management**
- Develop strong and influential relationships across the firm, regionally and globally, to gain active engagement and support with key initiatives.
- Coaching partners in developing business plans, effective client relationship management and winning new business.
- Providing visibility to the COO/Board/Governance committees on progress against strategy and horizon scanning for potential opportunities and barriers to achieving client and marketing strategies.
- **Operational Delivery**
- Ensuring the team is structured to enable the firm to capitalise on growth priorities and the agility to:

- Develop and successfully deliver on client and marketing plans.
- Remain focused on the most significant opportunities.
- Create compelling and consistent proposal materials and manage the pitch process.
- Develop and implement campaigns in line with business objectives and in consultation with the global sector groups.
- Collaborate with key stakeholders on global operational and modernisation projects.
- Drive a digital-first mindset, exploiting the tools and methodologies of our global marketing function.
- **Commercial management**
- Ensure the department is managed effectively and that expenditure delivers the desired return on investment through the:

- Setting of the business development budgets and prudent management of expenditure.
- Development of systems that enable measurement of ROI on items of significant value.
- **People Management and Development**
- Upholding and exemplifying the firm's values to 1) Work as one; 2) Excel with clients; 3) Celebrate difference; and 4) Act boldly.
- Ensuring the team are:

- Realising their aspirations and potential in roles where their contribution is highly effective.
- Clear on progression opportunities, including future leaders where appropriate.
- Motivated and developed to best service the 'firm of the future'.
- Leading by example in the globally consistent deployment of modern BD tactics and methodologies as d

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