The role
We are looking to hire a Client & Market Development Executive Manager to lead our Global Infrastructure sector.
The Global Infrastructure sector is a key sector for the firm and significant investment has been (and will continue to be) made to further enhance our capabilities across our network. It is a group with great ambitions, making bold choices and with growth in mind. This role will play an integral part in delivering on the sector's objectives and plans for the future.
The sector group comprises of lawyers who advise clients on the procurement, construction, operation, maintenance and acquisition or sale of infrastructure assets around the world.
We advise across all infrastructure asset classes, including:
- Digital Infrastructure
- Utilities Infrastructure
- Transport Infrastructure
- Social Infrastructure
- Private Capital Infrastructure
We provide full-service capabilities at every stage of the infrastructure value chain from fund formation to the structuring and financing of projects through to disputes and litigation and mergers and acquisitions.
The global infrastructure sector covers key verticals including: transport (airports, ports, road, rail), utilities (energy, water, waste, electricity), social (healthcare, stadia, education, custodial, and defence) and digital (data centres, fibre, telco).
Who you will work with
This role will work across key product areas and key offices to deliver a truly global strategy, which will include driving client development, opportunity spotting, market analysis, overseeing profile raising activities and evaluating return on investment.
The Global Infrastructure Group at Clifford Chance is a multi-disciplinary team of highly experienced lawyers who provide innovative legal advice, with expertise across all practice areas including Capital Markets, M&A and Joint Ventures, Construction, Environmental and regulatory issues, Litigation, PFI/PPP, Project Finance, Restructuring, Real Estate and Tax.
What you will be responsible for
Strategy
- Oversee the execution of the client and marketing strategy for the global sector, with a particular focus on the development of key client relationships.
- Ensure the sector and sub sectors are managing marketing spend effectively and in line with budget.
- Ensure that the firm's global sector expertise is sufficiently visible and leveraged by partners in their relationship-building efforts.
- Work with global stakeholders to lead on the product and sector strategy, ensuring the right partners are deployed on the right opportunities, ensuring partners are getting the BD support they need in key growth areas, and identify and address client development and marketing issues.
Client and Market Development
- Ensure the above groups are investing the right amount of time and effort on their priority sector clients and prospects.
- Drive and support more disciplined client outreach and client relationship activity across the sectors.
- Foster and encourage more cross-product collaboration.
- Ensure client relationship building and reputation enhancing opportunities are maximised through flagship marketing and events programmes.
- Ensure lawyer teams are well prepared and rehearsed for pivotal business development and relationship meetings with clients and prospects through the support they receive from their C&MD leads.
- Leverage the Client Insight & Business Intelligence Team and other sector teams to provide insight on clients and sectors to inform strategic marketing decisions and support client development.
- Lead on/work on must-win matter-specific proposals.
- Foster a stronger client feedback/client listening culture across the sectors.
- Increase the visibility of upcoming and planned client meetings that, ultimately, drives more cross-selling.
Marketing Materials, Marketing Infrastructure and Processes
- Ensure core marketing and pitch materials for each group are kept updated and accessible on the Firm's pitch database ("Foundation").
- Ensure best practice is being implemented across the legal directory process with the aim of protecting top tier rankings and improving on others.
Collaboration
- Continuously raise the bar of the C&MD team in the way that they support the above groups and help their teams to build stronger client relationships and profiles in the market.
- Facilitate collaboration between the team and legal professionals to ensure a cohesive approach to market positioning and client engagement.
What you will do
- Overall, ensuring the Firm is viewed as a market leader in the Infrastructure sector and its sub-sectors globally.
- Managing all financial and wider business activities in the sector, acting as a point of contact between the Sector Leads and stakeholders and providing insight into the most essential projects. You will prioritise and coordinate critical issues and find essential information that is pertinent for the Sector Leads to have in order to make good business decisions.
- Supporting the Infrastructure Sector leadership in the creation and execution of the sector business development and marketing plan.
- Packaging and promoting the firm’s expertise across products and assets and creating and maintaining the marketing collateral necessary to cross-sell our expertise internally and to clients.
- Leveraging available resources to identify new sources of work, new business leads for the sector and proactively share and follow-up on opportunities with key client teams, offices and practice areas.
- Direct involvement in client programme and related initiatives (including client targeting and product specific business development).
- Working with an assigned member of our Brand, Communications and Marketing team who will be responsible for raising the profile of the Firm's Infrastructure capabilities in key markets across the spectrum of marketing and PR channels including social media, conference speaking slots and sponsorships; thought leadership reports, client roundtable discussions and seminars; PR opportunities; memberships of trade bodies.
- Overseeing and delivering on several international flagship events, including working with local teams to target clients and support on the ground arrangements.
- Management of global/cross practice pitches for key global strategic clients, working with the Central Pitch team where necessary.
- Ensuring that all key global and regional Infrastructure sector-related directory submissions, league table and awards submissions for the group are submitted.
- Being the key point of contact globally for sector related enquiries.