Summary
Clifford Chance has an aspiring global strategy which puts clients at the very heart of everything the Firm does. We have a clear mandate around developing our existing strengths and relationships whilst increasing our market share in new areas.
Our Client & Market Development (CMD) function is pivotal in making the Firm's vision a reality. CMD works strategically with our Global Business Units – all with the same vision "to be the global law firm of choice for the world's leading businesses of today and tomorrow".
The firm has unrivalled scale and depth of legal resources across the key markets of the Americas, Asia Pacific, the Middle East, Africa and Europe, and focuses on the core areas of commercial activity: capital markets; corporate and M&A; finance and banking; real estate; tax; pensions and employment; litigation and dispute resolution.
The purpose of this role is to lead the business development and marketing function in South East Asia, by engaging with senior leadership to define the strategy, and delivering on the execution of a diverse range of client, practice and marketing programs and initiatives. It will involve working collaboratively with local, regional and global business development and marketing teams, partners, lawyers and other stakeholders.
Key Responsibilities
Clifford Chance seeks an experienced professional to lead its Client & Market Development strategy for South East Asia. This is a strategic role that requires a considered individual who can influence and engage with senior leadership and stakeholders, and lead a team to deliver value across every aspect of the client & market development strategy.
You will lead a five-person Singapore-based team that works across South East Asia with specific oversight of certain practices. Coverage for the role includes Singapore, Thailand, Malaysia, Vietnam, the Philippines and Indonesia, while working closely with the India focus group. The South East Asia team is part of the APAC Client & Market Development (CMD) and Brand, Communications and Marketing (BCM) team, which consists of over 30 members across our seven offices.
You must be a proven collaborator, a strong team player and be comfortable taking ownership of the tasks at hand. You will be credible, engaging and considered, with the ability to build relationships across many levels of business.
The successful candidate must have experience in developing clients, sectors, practice areas and markets, preferably in law firms or other professional services businesses. Ability to innovate and improve existing processes is highly valued.
Strategy
• Lead the development of strategic plans for South East Asia which align with the global strategy, assessing needs, market developments, risks and opportunities.
• Oversee the execution of the client and marketing strategy for the Southeast Asia practice with a particular focus on the development of key client relationships.
• Ensure the practice areas and client teams are managing marketing spend effectively and in line with budget, with ROI on key strategic client investments/initiatives.
• Work with regional stakeholders to lead on the development of client, product and/or sector strategy (especially in new areas), ensuring the right partners are deployed on the right client relationships and BD opportunities, with adequate support from the team.
Clients, Markets and Products
• Drive a more disciplined client outreach and client relationship activity across the product groups, ensuring priority is provided to GSC, core and key clients of the firm. This includes taking a lead role in client planning, client development and client feedback, and fostering a stronger client listening culture to maintain in-depth insights of our clients’ businesses to support the delivery of outstanding client service.
• Lead on strategic revenue generation opportunities for the South East Asia practice. Identify and co-ordinate cross-selling opportunities across practice areas, sector specialists and relationship partners, and encourage partners to win work in teams. This includes managing the cross-practice production of strategically significant RfP responses, pitches and credential statement.
• Drive cross-practice collaboration around our Southeast Asia focus groups, including in relation to roadshows in key markets including Indonesia, Thailand, Malaysia, the Philippines and Vietnam. Work closely with the India focus group on India-related business development.
• Work with partners and Business Professional teams (including commercial pricing and legal project management) to enhance and improve our commercial offering and efficiency.
Brand, Communications and Marketing
• Work closely with the regional BCM team on building our profile and brand across for South East Asia market, including proactive reputation management, market positioning and profile-raising plans.
• Take an external view with the aim to build profile and pipeline opportunities (e.g. sponsorships, PR, thought leadership and other marketing campaigns).
• Oversee multiple marcomms projects, including the delivery of directory/awards submissions, client collateral and product positioning statements.
• Deliver on key strategic client initiatives, campaigns and events for the Southeast Asia practice, ensuring strong cross-practice involvement and collaboration on all flagship initiatives, with a view to deliver strong ROI and revenue generating opportunities.
Operational Management
• Lead/support firm-wide projects for the function to improve processes and increase efficiency of the team.
• Ensure utilisation and compliance of key client systems e.g., InterAction, Foundation, Pandora, etc.
• Manage distinct additional firm-wide or practice specific projects as required.
Team Support and Management:
• Create a fun and fulfilling team environment focused on strategic outcomes and high performance.
• Continuously raise the bar of the CMD team, proactively mentor and guide their career development, to ensure effective support to the partnership in the go-to-market strategy and client relationship development.
• Foster collaboration with other functions to ensure a cohesive approach to client engagement.
Successful Candidate's Profile
• Demonstrated ability to engage with and influence senior stakeholders, effectively presenting insights and recommendations to drive strategic decision making.
• A strong understanding of the South East Asian market and client groups, including across private capital, banks and corporate enterprises.
• A client centric view and the ability to translate strategic opportunities into actionable plans.
• A track record of developing and implementing business plans and demonstrated ability to convert business initiatives into revenue opportunities.
• Line management experience
• Can deliver high quality work both personally and through a team.
• Strong interpersonal and written communication skills,
• Excellent project management skills with an ability to prioritize projects and meet deadlines.
• The ability to work effectively with CMD, BCM and other business professional teams across borders on projects.
• A minimum of 8 years' experience within business development & marketing in a professional services firm.
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