Director of Marketing & Business Development for Asia

Description

The Director of Marketing & Business Development for Asia is responsible for the Asia marketing and business development efforts covering the firm’s 4 offices in Asia – Singapore, Hong Kong, Beijing and Shanghai across all related industry and practice groups. This role will be a global leadership role, reporting into the Chief Marketing Officer with four direct reports based in Singapore, Hong Kong and Beijing. The role will require strong stakeholder management skills, well developed organizational skills, initiative, excellent attention to detail and the ability to perform under pressure. This position will function as part of a growing and energetic firm wide marketing and BD team of professionals worldwide. This role may continue to evolve according to the needs of the team and Firm.

Responsibilities

• Responsible for effective ongoing relationships with the Asia Managing Partner, Office Managing Partners and Hong Kong ExCom, as well as assuring proper alignment of resources with strategic priorities across the wider M&BD Leadership Team.
• Responsible for overseeing the development of Asia-wide key initiatives, strategic marketing plans to assure tight linkage of those plans to firm’s overall strategic plan.
• Maintain a detailed appreciation of what Reed Smith has to offer - within the Asia region and more broadly – for the purpose of pursuing cross-selling opportunities into clients and prospects.
• Work with key partners in to identify and prioritise key clients for the region. Work closely with the CRLs/regional lead for these clients – this entails drafting clients plans and implementing activities arising from these plans; regularly monitor progress against these plans and ensure that follow-up actions are undertaken to build the client relationship and generate profitable revenue growth. Ensure alignment with the ClientsFirst program.
• Responsible for developing the talent and capabilities of the Asia BD staff including:
• effective, scalable organizational structure built to meet the firm’s changing marketing support needs at the industry group and key initiative levels; and
• recruiting, hiring and evaluation of the marketing team to drive and support a cross-selling culture and brand management for the firms’ key industry groups.
• Responsible for managing and promoting effective and efficient coordination and cooperation between the business development, regional and marketing opertational teams.
• Responsible for gaining and institutionalizing among the business development team an understanding of the fundamentals cross sales skills to ensure all relevant BD opportunities are being maximized for the benefit of the firm.
• Ensure that rigour and strategic thinking is applied when considering new pitching opportunities, working with the relevant partners on decision making. Work closely with the Client Value Team to create clear pricing strategies for clients.
• Responsible for the increased brand recognition for the Asia region to ensure we are seen as the ‘go to’ firm for clients. Assessing the efficiency of Asia social media posts, including those on LinkedIn, WeChat and RS website (contributions of Asia lawyers), as well as measurement of this will be through brand surveys, relevant client focused directories, direct credits (client testimonials and feedback), external communications and notable awards.
• Responsible for oversight of content development for Asia related marketing materials and data. Must be fluent in all relevant BD systems (pitching, CRM, experience databases and technology). Using this data and systems to evaluate the outcomes and proposals of pitches prepared by the Asia Business Development Team.
• Responsible for articulating the progress against strategic objectives through regular reporting and presentations to key stakeholders in Asia and prepare reporting for the Asia Managing Partner to present to SMT/EC and Practice and Industry Group/partners.
• Responsible for determining ROI on marketing PD spend.
• Responsible for overseeing the integration of any new relevant lateral hire partner/attorney with support from Asia BD team.
• Active participation in the marketing senior leadership team function to drive the function, improve consistency and quality, eradicate inefficiencies, and develop a proactive, value add BD service to the firm.

This list is not exhaustive, as there may be additional tasks that need to be undertaken.

Key Skills, Attributes & Experience

• BS in Marketing, Public Relations, Sales, Business Administration or related field. MBA and/or JD from prominent school preferred.
• Minimum of six years of relevant experience in selling capacity and/or sales-oriented culture is required, including experience of business development brand, marketing and sales campaigns; experience of running key account and client programs and significant exposure to an international environment.
• Previous law firm or service industry experience is considered a plus.
• Experience of working in Asia markets is essential.
• Possesses high degree of poise and professionalism when interacting with internal and external contacts.
• Analytical, understands complex problems rapidly.
• Assists individuals of various levels with needs and problems and reacts to difficult situations appropriately.
• Works with little supervision and is entrepreneurial.
• Works successfully in virtual teams and manages work that is generated and required in different time zones.
• Multi-tasks and handles projects from various individuals.
• Addresses diverse issues on a daily basis.
• Handles stressful situations calmly and interacts successfully with various personalities at all levels in the Firm.
• Makes sound judgment decisions and adapts to changing work situations. Grasps and applies new ideas and is sensitive to cultural differences and issues.
• Good team player.
• Must demonstrate the ability to balance Firm needs for long-term relationship building with short-term focus on targeting services to specific clients.
• Leadership and interpersonal skills, knowledge of professional services firm market; integrity and outstanding reputation within the community are also important attributes in this position.
• Must also possess strong PC skills, including understanding and using databases to focus the efforts of Firm Business & Finance partners toward specific targets.

Reed Smith's success depends heavily on the effective utilization of qualified people, regardless of their race,

ancestry, religion, colour, sex, age, national origin, secual orientation, gender identity and/or expression,

disability, veteran's status, or any characteristic protected by law. As a firm, we adhere to and promote equal employment opportunity for all.

Qualified candidates only, No search firms/agencies please.

*We regret to inform that only shortlisted candidates will be notified.