Client Development Executive Manager

6 months ago

Dubai, United Arab Emirates Clifford Chance Full time

Job Description

**The Role**

The Client Development Executive Manager will manage a portfolio of Global Strategic Clients (GSC).

The Client Development Executive Manager will run day-to-day aspects of client relationship activity globally for the clients within their portfolio ensuring a high level of proactivity, including client-facing interaction, ensuring client team accountability, a relentless focus on lead generation and driving opportunities, an ability to "connect the dots", undertaking, analysing and acting on financial data, client and market research and intelligence, providing strategic pitch support, generation of actionable client feedback, actively engaging clients on diversity and inclusion and targeted client events in addition to sharing best practice with, and supporting, the wider GSC programme to demonstrate a "client first" attitude with a client focused mindset and deliver an outstanding client experience.

**What you will be responsible for**

The responsibilities of the role are as below:
**1. Management of client portfolio**
- manage a portfolio of Global Strategic Clients
- work closely with 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 your client's business
- 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
- assist with the preparation of agendas for internal team meetings, and capture and follow-up on action points arising
- preparation of regular financial and non-financial reports (including value added reports) for clients and internal audiences, and interpretation of data
- 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
- produce and manage client relationship documents and attend client meetings where required
- administer and maximise value to the Firm from client secondments
- ensure compliance with panel commercial terms and KPIs

**2. Proactive lead generation**
- build relationships with client contacts including legal function management/law firm management, and key legal contacts
- opportunity spotting, including utilising CC collateral to develop client relationships and win work
- leverage opportunities for revenue generation between clients within the portfolio and the wider GSC programme

**3.** **Strategic Pitches & Bespoke documents**
- work alongside the Firm's commercial pricing team to manage panel RFPs and pricing agreements
- work alongside the Firm's central pitch team to manage global panel pitches and major cross-practice opportunities for clients within portfolio
- work in collaboration with relevant practice leads to manage strategic proposals

**4. 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

**5.** **Research & Intelligence Monitoring**
- research and analyse a client's business and key market sectors to identify new revenue-generating opportunities
- collate and disseminate key client developments, news stories and industry trends to client teams
- manage the achievement of global revenue fee targets for your clients
- identify and respond to new revenue generation opportunities arising from client and market developments
- combine financial analysis with industry knowledge to identify gaps and exploit new business opportunities
- develop business through leveraging the Firm's product offerings and thought leadership campaigns

**6. Client Events and Inclusion**
- work with the Global Events Team and Inclusion Team 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 Team and external providers as appropriate
- work with Associate Teams to help plan and run their own client inclusion and events

**7. Best Practice**
- share experiences from other client teams; 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.

**Qualifications**:
**Your Experience**
- You will have excellent client relationship management experience ideally gained within a law firm or professional services environment
- Experience of strate

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