BD Manager (ENRI) – Fixed Term Contract 14 Months (Mat Cover)

A&O Shearman is a new global industry-leading law firm, with 48 offices in 28 countries worldwide. Our fluency in English law, US law, and the laws of the world’s most dynamic markets, enables us to provide unmatched insight and seamless delivery to clients. We work on challenging and important deals and disputes that have the potential to shape the future.

We offer exceptional opportunities for our people; opportunities to work for the world’s leading businesses; to transform the status quo, and to deliver your best work,  helping you and your career to thrive, while delivering unparalleled outcomes for our clients.

Whether you’re helping clients solve complex challenges, transforming the ways we manage our business, or ensuring the smooth-running of our operations, this is an environment where you can belong and excel. We provide first-rate training and development, we are committed to an inclusive environment, and we provide support and ways of working that help you optimise your wellbeing.

What truly defines a career with us? We recruit the best and ask for the best of you. And together, we will redefine success.

Department purpose
A&O Shearman’s global Marketing, Business Development and Communication team contributes to the setting and achievement of the firm’s strategic business objectives. This includes adopting a sector-focused approach to presenting the firm’s expertise, managing the firm’s relationships with our key, global strategic clients and identifying opportunities to broaden those relationships into new areas of business.

We have one of the leading and largest Energy, Natural Resources and Infrastructure (ENRI) practices in the Middle East, working on the most complex, marketing-shaping and innovative project developments and financings in the region. Our sector expertise spans the entire industry spectrum including power and renewables, energy transition, oil and gas, PPPs, social infrastructure, metals, water and waste and transport. Our practice spans a number of jurisdictions in the region including the UAE, Saudi Arabia, Oman, Jordan, Bahrain and Kuwait and well as extending into Central Asia and Africa.

Our team comprises six partners and nearly 30 lawyers in Dubai and Abu Dhabi, enabling us to handle multiple projects simultaneously with experienced teams. In addition to the core regional team, lawyers from across our global network continue to be involved in matters across the Middle East.

Role purpose
This role is focused on business development for A&O Shearman’s Middle East ENRI practice. The role will involve supporting the practice to win more work and the practice’s broader ENRI activities working collaboratively across borders on sector driven BD activities (focusing on pitches), CRM, campaigns and initiatives.  This is a great opportunity for someone with an interest in the energy and infrastructure sectors looking for a broad role that spans one of A&O Shearman’s core products.  The role requires a ‘hands-on’ approach to marketing and BD and previous experience managing a high volume and variety of pitches and proposals.  Being adept at achieving results through detailed work and building relationships and influence within the practice will be essential to success.

This role will report into the Head of BD for Middle East, Turkey & Africa. You will work closely with the Senior Business Development Manager based in London who also supports the Middle East ENRI team.  We have a global BD team embedded in, and dedicated to supporting, the global ENRI practice who you will be in close coordination with on a daily basis.

Role and responsibilities
Winning (pitching) and showcasing work
Lead on coordinating RfP responses with partners and other stakeholders, as well as leading the entire creation process for developing client pitches, panel proposals and credentials statements, producing high quality materials to our clients.
Alongside capturing proposal outcomes and prompting fee earners to act upon feedback and lead on client listening as and when necessary.  
Work closely with team members in our Belfast office on client pitches and maintenance of marketing collateral such as credentials, lawyer CVs and brochures.
Support development of junior team members.
Lead on creating directory and award submissions and coordinating league table entries in an effort to increase the market presence of the practice.

Strategy and marketing campaigns
Working closely with the Head of BD for Middle East, Turkey & Africa, the wider partner team and the Senior BD Manager to execute the strategy for the ENRI practice.
Market and client research to track market, client and competitor trends and developments to inform our ENRI strategy and help identify opportunities for revenue growth.
Work with the partners and associates on campaigns and client targeting initiatives, alongside the CRM team as appropriate.
Liaise with the Communications/PR team to develop stronger external profile for the Middle East ENRI team which will include the use of social media, press releases, thought leadership articles and external press opportunities.
Working alongside the Dubai Events team to manage Middle East ENRI client events and conference sponsorship. 
Identify appropriate industry events at which to showcase our expertise, coordinating our involvement where appropriate.

Marketing operations and administration
Own and update relevant Dubai ENRI marketing collateral.
Be responsible for the timeliness, consistency and quality of BD tools. 
Work with PAs to ensure email distribution and target lists are kept up to date and track and ensure deal information is regularly and accurately captured in the firm’s experience system.

In addition, you will be expected to develop and maintain strong relationships with partners, associates and BD colleagues.

Key requirements
Relevant business development and marketing experience at an equivalent BD Manager level within a professional services organisation.
Experience and understanding of the Middle East market including the political and business climate focus would be desirable.
Previous experience in the Project Finance and Development, Energy and/or Infrastructure sectors with a regional focus would be desirable.
A willingness to develop an understanding and keep up-to-date with industry trends and developments is critical.
Thorough understanding of developing pitches and proposals, with the ability to manage multiple pitches at one given time. Knowledge of e-portals would be desirable.
Excellent communication skills – both written and oral.
Excellent interpersonal and influencing skills with partners, key associates, and business development colleagues, clients and suppliers. 
A proactive approach, balancing creativity, tenacity and energy.
Self-motivated with high attention to detail and strong client focus.
Ability to work to deadlines, juggle multiple projects and deliver under pressure.
Strong project and time management skills with the ability to plan ahead, anticipate one’s own workload and knowing how to work with busy fee earners, balancing conflicting priorities and closely managing expectations.
A commercial and ambitious individual with a global mind-set and a proven track record in a similar professional services environment, driven to work in a high performance business development team at a global law firm where commercial insight, developing strong personal relationships and achieving tangible results are valued and recognised.