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Job description


Fantastic opportunity to join a high-performing client management team with one of the world's top law firms in London. Working on key accounts within an established and high profile global client programme, this is an exciting client-facing role that would suit a business savvy team player with solid client relationship management experience or business development managers who are looking to move into a key account management role.

The team

Norton Rose Fulbright is one of the world's leading law firms and has an established and successful global client program, supported by a dynamic and high-performing EMEA client team. Operating within the EMEA Business Development and Marketing Group, the EMEA client team is made up of a group of Client Relationship Managers and Executives who work directly with the Global Client Relationship Partners and teams for their individual clients and collaboratively when sharing best practice and delivering client programs. The client teams work within a globally established structure and the program enjoys a high level of visibility and management support. The Client Relationship Managers are encouraged to be client facing and develop their own client contacts. The role reports in to the EMEA Head of Client Programs.

The role

We are now looking to recruit an experienced, commercial and collaborative Client Relationship Manager to join...

Before you apply, we encourage you to learn more about Norton Rose Fulbright

Be unique. Be authentic. However you prefer to say it, we really mean it. Our culture embraces people’s diverse perspectives and creates a positive environment where everyone belongs. We’re determined to build a better, more connected world for everyone.

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We are now looking to recruit an experienced, commercial and collaborative Client Relationship Manager to join the London team to provide full-time maternity cover for 12-15 months. The Client Relationship Manager will have responsibility for assisting in the development of a small number of clients (3-5 depending on size and complexity) in close cooperation with the EMEA Head of Client Programs and respective global client teams. The candidate will also responsible for a couple of assigned projects that support and develop the work we do as a team.

Understanding the Client

  • Research the client organisation and industry to identify issues which we should help them address (through face to face meetings with client contacts, networking and use of desk research prepared by trainees and business development colleagues).
  • Create and analyse relationships to strengthen and further broaden our client engagement in line with agreed strategy


Account Planning
  • Based on client issues, contacts and our service offerings, identify revenue streams, business development priorities and target revenue/profitability.
  • Develop an active account plan to pursue strategic priorities and meet financial targets.
  • Drive the implementation of the plan with the relationship partners and the wider client team.
  • Manage regular client team meetings that are productive, action oriented and focused on priorities to implement the agreed client strategy.


Sales Management
  • Match emerging client needs with our services, thereby identifying potential leads.
  • Work closely with the relevant industry/practice BDs to stay up to date with our campaigns and offerings.
  • Work with business services teams to identify the most appropriate value added services to take to your clients.
  • Implement the principles of our client development framework through regular interactions and coaching of the client team.
  • Develop peer relationships with client contacts.
  • Manage bids/panel reviews, participating in presentations where appropriate, working alongside the Strategic bids team, undertake win/loss analysis and conduct bid debriefs with the client.
  • Coach partners and associates in the group as necessary to drive sales


Client Service Management

  • Satisfy client service requests, including all agreed service commitments and reporting..
  • Provide feedback to sector teams on client needs / potential new service offerings.
  • Work closely with Business Development colleagues managing global projects and campaigns and advise them on client needs to develop key relationships.
  • Work with relevant project groups to identify alternative ways of working with allocated clients to increase efficiency or endure better delivery.
  • Brief and debrief secondees.
  • Identify evolving demands for client knowledge services and work with client knowledge services team to deliver those.
  • Identify a pipeline of matters for post-matter feedback and identify client contacts to be approached for Client Satisfaction Interviews and ensure that appropriate action is taken on receipt of the feedback.Reporting
  • Review the sales pipeline for each account, identifying priority actions for the relationship team.
  • Review monthly reports for relationship meetings aiming the focus towards key issues and opportunities at the client.
  • In conjunction with relationship partners, regular reporting to senior management on position vs target, forward actions and return on investment.


Financial Management

  • Monitor profitability against firm benchmarks and work with relationship partners and finance teams where improvements are needed.
  • Review business development and marketing spend vs budget to ensure appropriate levels of spend and activities.
  • Any other duties as requested by your line manager or Global Director of Clients.


You will be supported by a team Client Development Executive who will help with regular reporting, maintaining the intranet site, the organisation of client events, and the coordination of relevant mailings.

One or more trainees for each global client, who will review and circulate press articles, manage intranet site and assist with the organization of relationship partner meetings.

The Global Service Centre for first drafts of relationship statements and simple research materials.

Skills required

  • Relevant degree or equivalent and proven past experience within business development or sales
  • Experience of client relationship management;
  • Legal or professional services background preferred;
  • Good knowledge of professional services organisations, preferably with international matrix structures;
  • Strong influencing skills (confident, assertive, diplomatic);
  • Strong relationship building skills, with a positive and enthusiastic outlook;
  • Flexible and open to change to an organization;
  • Team player;
  • Strong communication and strong presentation skills;
  • Strong writing/editing skills.
Job Sector
Sales
Job Position
Account Manager
City/Town
London
Address
London, UK Show on map
Post date
Closing date

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