Bilingual, Business Development Manager, International Markets Team (IMT) – Latin America

New York, NY

Reports to: IMT BD Lead, IMT; LatAm 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)
• IMT 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

Key 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 HSF 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 presentations, capability statements and pitches (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
• Producing content for clients, marketing campaigns and marketing channels
• Undertake ad-hoc research requests to support client targeting activities

Qualifications, Skills and Experience

• 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
• 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 (Word, Excel, PowerPoint; Outlook, InterAction)
• 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
• Ability to connect with BD team members around the network would be essential

Business Support Competencies

Personal Leadership

• Takes pride in their work and positively impacts those around them
• Inspires confidence by consistently delivering quality work
• Maintains composure under pressure by finding ways to manage their reactions to challenging situations
• Behaves consistently with the firm’s values and brand and inspires this in others

Connects and Collaborates with People

• Takes an active interest in others and gets to know the people they interact with
• Treats people with respect and in a fair and consistent way
• Adopts a positive communication style, even when challenged by others

Contributes to the Success of Others

• Maintains an awareness of the firm’s purpose, objectives and structure
• Recognises how their work contributes to and affects the work of others, and prioritises and communicates accordingly
• Identifies opportunities to assist others and readily volunteers their help

Enhances the Client Experience

• Finds ways to enhance the experience of the firm’s clients through their daily tasks.
• Shows a willingness to go the extra mile to deliver great service.

Achieves Results

• Goes above and beyond to contribute to the success of the firm
• Pays attention to the quality and accuracy of their work
• Suggests new ideas or ways of doing things in a confident, constructive and sensitive way