Business Development Manager, Asia
Norton Rose Fulbright
Hong Kong

The Role

The Business Development Manager is a mid-level managerial role within the Marketing & Business Development ( MBD ) function and the Asia region at Norton Rose Fulbright LLP.

The core responsibilities of this role are to work closely with partners to drive the marketing and business development strategy and to deliver effective MBD services to Banking and Finance, Competition, Corporate, Dispute Resolution, IP, and Information Technology practices of Hong Kong office, in support of the continued development of our business across key industries including Financial institutions, Energy, Infrastructure and mining and commodities, Transport, Technology and innovation, and Life sciences and healthcare.

The post holder will proactively work with the practice and industry team leaders and global and regional MBD team to implement strategically aligned, client focused and value-

added initiatives, ensuring key global, regional and office objectives are achieved.

The Asia MBD team consists of 10 team members located in Singapore and Hong Kong. There is a Global Service Centre ( GSC ) which provides the team with transactional support, located in Manila.

The role is based in Hong Kong.

The Business Development Manager, Asia reports to the Senior Business Development Manager, North Asia, with the support of a Business Development Executive.

They will work in close cooperation with global marketing and business development teams.

Business planning

  • Work with the practice leaders to develop and implement annual business plans, budget proposals and campaign plans for the Hong Kong office
  • Oversee the BD activity of relevant practices to ensure regional objectives are met. This includes, but is not limited to, client development, profile raising, marketing and communications, pitching and event management
  • Plan for and monitor the relevant business development budgets
  • Help drive and implement firm-wide and / or regional BD initiatives within the Hong Kong teams as appropriate.
  • Client Development

    Work alongside the Asia Client Relationship Manager and global client team to

  • support relationship partners on specific key clients
  • improve the engagement of the practice in our global and priority client programmes and drive the realisation of opportunities
  • conduct research and analysis on key clients in order to identify new opportunities
  • facilitate participation in our client feedback programme; track and act on actions arising from client interviews, and assess how feedback can be used to drive behavioural change
  • maintain awareness of relevant global and local marketing products which can be used for client development and dialogue
  • Winning work

  • Project manage transactional and strategic bids; provide input on approach, team formations; draft, create, review and edit content;
  • manage document development where necessary; ensure adherence to branding requirements; ensure adherence to pricing procedures

  • Ensure follow up is sought from client post pitch; track and act on actions which arise; assess how feedback can be used to drive behavioral change
  • Monitor panel appointments and drive realisation of opportunities presented
  • Develop high quality materials for use in bids to convey Hong Kong positioning, experience and sales messages to clients and targets.
  • Ensure, for consistent messaging and capability presentation, that this content is replicated in appropriate systems and all communications channels

  • Act as practice ambassador for bid best practice to ensure understanding and compliance of bid process
  • Analyse win / lose rates and make recommendations as to how to improve performance.
  • Profile raising

  • Work with the communications team and PR to develop the firm’s profile for relevant practices through profile raising campaigns and supporting marketing activities, collateral and press
  • Systematically measure performance in league tables and directories; agree target rankings; facilitate contribution to league tables and directories using consistent positioning messages;
  • report on change in rankings and against targets set; refine approach as needed

  • Ensure key practice activity is brand compliant and adopts our visual identity to deliver consistent materials to market
  • Ensure all communications channels convey consistent messaging and capability presentation (including but not limited to web, collateral, bids, experience statements, directories, league tables, CVs).
  • Best practice

  • Adhere to and / or develop best practice to improve efficiency and transparency to fee earners.
  • Effectively utilise and promote use of GSC for operational tasks
  • Encourage practice adherence to procedures and best practice with firm systems including InterAction and Experience Management.
  • Skills and Experience Required

  • Undergraduate degree or above in marketing, law, or business related discipline
  • Minimum 5 year experience working in a legal and / or professional services environment
  • Robust commercial sense, a deep interest in the business world and the ability to transform a commercial issue into business development opportunity
  • Excellent project management skills, i.e. working towards tight timeframes under pressure, managing multiple priorities, assimilating information quickly and keeping stakeholders abreast of status
  • Demonstrated highest professional standards and the ability to deliver excellent service
  • High degree of attention to detail
  • A native English speaker / professional working proficiency with excellent verbal, written and drafting skills in English;
  • Chinese (Cantonese / Mandarin) capability is a plus

  • Proactivity in coming up with ideas and implementing initiatives that have a positive impact on the business either directly or indirectly
  • Leadership skills, i.e. able to mentor and provide advice and guidance to junior team members
  • A committed team player with the ability to collaborate with people across the team and offices and to join dots together
  • A positive, optimistic, resilient and can do attitude, and is willing to share knowledge and challenge how things are done in order to improve them
  • Strong interpersonal skills including confidence, open-mindedness, diplomacy and empathy and the ability to build credibility
  • Sound working knowledge of Word, PowerPoint and Excel.
  • Our business principles are Quality, Unity, Integrity. The successful candidate will be expected consistently to demonstrate the following competencies :

  • Shows technical ability
  • Communicates effectively
  • Organised and meets deadlines
  • Focuses on performance enhancement
  • Develops and maintains relationships
  • Focuses on strategic priorities
  • Constantly finds ways to add value
  • Treats people with dignity and respect
  • Promotes and demonstrates our business principles.
  • At Norton Rose Fulbright we welcome receiving direct candidate applications via our careers page.

    NO AGENCIES PLEASE we will not accept speculative CV’s, or any associated terms, sent to the business unless otherwise requested.

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