Business Development Manager, Emerging Markets – (Latin America)

New York, NY

Reporting Structure:  Head of Business Development (Disputes & EMEA); NY Office Partners

Key Internal Relationships         

• Lead partners of LatAM
• Key international partners, particularly in relation to LatAm
• New York Partners
• Sector Lead Partners (those relevant to Latin America)
• Head of Business Development (Disputes & EMEA)
• Emerging Markets BD team
• BD colleagues based across the network and members of the communication, marketing and CRM teams

Key External Relationships        

• External clients
• Local conference organisers
• Local counsel in Latin American priority countries
• Industry associations

ROLES & RESPONSIBILITIES

Planning & Strategy

• Working with relevant partners to provide strategic and tactical advice in preparing business plans and supporting implementation as part of the LatAm strategy
• Coach relevant partners and associates in delivering business development objectives as they relate to LatAm
• Development and execution of strategic campaigns/projects which target potential work streams in LatAm. This includes inbound investment projects to specifically monitor changes in FDI and support the partners in executing a plan to target the resulting investment
• Preparation (as required) of Executive and Council level reports and strategy papers as they relate to the areas of focus for this role.

Winning New Business

• Assisting partners on the preparation of LatAm proposals, including panel proposals and for key clients and opportunities
• Ensuring best practice of marketing materials for LatAm is available to all in the Firm network
• Assist in facilitating major pursuits work with partners to identify opportunities; facilitate pursuits and track opportunities 

Client Relationship Management

• Provide support for the preparation and implementation of action plans for key clients within the LatAm region. The role requires a tenacious approach and the ability to work alongside partners in order to realise the agreed actions
• Support partners on their management of key regional clients (as required)
• Develop our relationships with local counsel in priority countries of Latin America 

Event Support

• Providing innovative ideas (in-line with market trends) in organising BD events for LatAm, or on a client or industry basis
• Providing support and co-ordination of meetings with local law firms and clients

Reputation

• In conjunction with the marketing and communications team, assist partners in relationships with local press to raise external profile in the LatAm
• Keep up to date with current issues impacting the regions/sector including building and leveraging relationships with relevant local bodies

Research and Information Management

• Updating and maintaining the Latin America pages of the firm’s website and the Latin America intranet pages
• Co-ordinating and supporting the production of e-Bulletins using Vuture and InterAction (CRM system), and acting as the main contact for Vuture enquiries
• Co-ordinating and updating the credentials database (English/ Spanish)
• Co-ordinating and updating the production brochures of each sector and practice area (English/ Spanish)
• Co-ordinating and supporting the production of pitches (English/ Spanish)
• Co-ordinating and supporting the production capability statements (English/ Spanish)
• Co-ordinating and supporting the production specific presentations (English/ Spanish)
• Supporting on LatAm issues worldwide – coordination and support to the rest of the BD areas – practices areas (corporate, finance, projects and international arbitration), sectors (energy, infrastructure, mining etc.) and other regionals practices.

Communications

• Coordinating league table submissions as they relate to LatAm
• Coordinating of the Latin America legal directories: Chambers Latin America, Legal 500, IFLR 1000,Latinvex
• Providing market information and intelligence and analysis of financials to identify trends and opportunities
• Work with the financial team to provide financial reports for the LatAm group
• Working with fee-earners to produce content for clients, marketing campaigns and marketing channels
• Undertake ad-hoc research requests to support client targeting activities 

Work-based competencies

• Degree educated or similar level
• Dual language skills required (written and verbal) – English and Spanish as a minimum.
• We would expect the successful candidate to have at least four years’ marketing/business development experience which involves winning business in emerging markets
• A background or experience of working in a law firm is required.
• A background covering sectors including Energy, Infrastructure, Mining and/or Finance would be highly desirable (but not essential)
• Proficient systems skills (experience in Word, Excel, PowerPoint; Outlook, InterAction an advantage)
• It is essential the candidates have demonstrated an active interest in the LatAm market and familiarity with the legal industry would be highly favoured
• Pitch Management / project management of strategic pitches and procurement led tenders will be necessary
• Ability to connect with BD team members around the network for relevant input would be essential

Behavioural competencies

• Communicates effectively at all levels, both verbally and written
• Excellent organisational skills and high levels of accuracy
• Professional credibility
• Committed, self-motivated and enthusiastic
• Prompt and attentive
• Assertive in interpersonal relationships, able to liaise with members of the firm at all levels
• Sets and meets challenging deadlines
• Takes personal responsibility for getting things done
• Approaches challenges with a ‘can-do’ attitude
• Remains calm under pressure
• Flexible team player