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

Job Description:

Job Role:

·         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-ordinate 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 ability 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 devised by our Communications, Marketing, Pitch & Pursuit, BD and CD teams.

Job Requirements:

·         Bachelor Degree

·         At least 15 years' experience in a similar role ideally with solid law firm or professional services exposure.

·         Excellent leadership skills with experience managing teams across marketing, client and business development.

·         Practices, and mentors the team on, a structured approach to planning, organising and prioritising own and others' work; able to set clear goals and targets for self and others.

·         Proven ability to build relationships with key stakeholders at all levels.

·         Exceptional communication skills with fluency in English.

·         Self-motivated, driven and takes responsibility for career development.

·         Works around problems to produce solutions, optimistic and positive in approach.

·         Demonstrates an affiliative style with colleagues and contributes to a positive workplace.

·         Identifies and manages issues, risks and conflicts to achieve results.

·         Keeps managers informed of work status and seeks clarification where appropriate; manages upwards appropriately.

·         Flexibility to travel within the MEA region as required.

·         Business development, marketing and sales management.

·         Client relationship management.

·         Negotiation and influencing skills.

·         Campaign development and delivery utilising the full marketing mix.

·         Commercial acumen.