Bid Manager | Australia Pitches and APAC Panels

A&O Shearman is a leading global law firm operating in over forty countries. We work on some of the most challenging and important deals and have built a reputation for delivering exceptional legal solutions that help our clients grow, innovate and thrive. Our business teams work hand-in-hand with our lawyers, Consultants and other specialist teams, and are ambitious, driven and leaders in their field. The legal industry is changing, and we’re committed to leading that change by putting our people first, embracing new ways of thinking and integrating technology into our everyday work.

With us, you will constantly be learning and growing. We invest in you by offering exceptional professional and personal development – providing training, mentoring and practical support. We offer rewarding careers that are built around your strengths and designed to ensure you can achieve your personal and professional goals, recognising that those may look different for everyone.

We have a powerful commitment to inclusion. We’re determined to play our part in advancing a workplace where progress is made by harnessing our differences – whatever defines you, we ask you to bring your whole self to work.

What truly defines a career at A&O Shearman? We recruit the best and ask for the best of you. We provide challenge, support and a place for you to belong. And together we excel, working on meaningful projects of global significance.

Department purpose

This role is part of the Marketing function which contributes to the setting and achievement of the firm’s business objectives, including strengthening our client relationships, winning new clients, increasing the visibility of the firm and its brand positioning globally, and supporting our partners and associates in their pursuit of becoming our clients’ trusted advisers.

Role purpose

The objective of this role is to improve A&O Shearman’s approach to pitching and as a result, increase the proposal success rate. We are looking for an experienced pitch and proposal professional to support the biggest and most challenging pitches and panels across our APAC practice groups, sectors and geographies. This individual will help advance and improve our APAC pitch function by:

Leading and advising on the most strategic and high-profile pitches and proposals

Being a source of best practice for both APAC and the global pitch community, providing guidance, coaching and training to the local and regional pitch communities

Drive efficiencies into the pitch process by continuously reviewing and improving the methods, technology and practices we use in our cross border, cross practice group pitches and proposals

Support the firm with reporting and tracking pitch outcomes across APAC and on communicating wins and best practice to APAC Partners and BD team

Roles and responsibilities

Leading and advising on the most strategic and high-profile pitches, panels and proposals across Australia and the APAC region – driving the process, shaping the team, facilitating meetings, bringing best practice, agreeing strategy and messaging, drafting and reviewing content and coaching teams

Consult internally to support Australia and APAC partners and BD teams in their pitch activity by helping shape messages, providing guidance and reviewing proposals

Be a source of best practice for the Australia, APAC and Global pitch community and, through coaching and training, improve the team’s pitching skills and help improve our win rate

Help build the infrastructure and tools across Australia and APAC to improve efficiency and effectiveness in the pitch process

Evaluate and debrief the pitch outcomes for the major pitches and proposals, identifying win/loss themes and work with the APAC Pitch & Pursuit Team Lead, Head of BD, Marketing & Comms (APAC) and Global Head of Pitching to implement areas of improvement

Collaborate with A&O Shearman’s global pitch community to ensure new global pitch programmes, systems and processes are implemented to help drive innovation and efficiencies

Report on the regional pitch activity, performance and results

Work closely with Marketing Technology team to help identify, implement and socialise new technology into our pitching processes

Key Requirements

Have 5+ years’ proven track record of leading and advising on successful Australia and cross-border/complex pitches and proposals, preferably in a professional services environment

Ability to absorb, understand and communicate legal products quickly to tailor it to the clients and markets requirements.

Professional, proactive, high attention to detail and a commitment to quality.

Show strong project-management skills so that they can lead the firm’s most important cross-team pitches successfully

Have good commercial understanding of the markets in which the firm operates and be prepared to get up-to-speed on relevant products or sectors quickly

Show sensitivity to local nuances in terms of proposals best practice, and be effective at building rapport with partners and BD professionals based across A&O Shearman’s network

Be effective at managing virtual teams, involving and drawing on the resources and expertise of local BD teams

Demonstrate credibility and first-rate influencing skills so that they can influence partners/fee earners and shape their approach to pitches (due to the breadth of this role and the size of the firm, the role-holder may not know the partners involved in the proposal and will have to build credibility from a ‘standing start’)

Prioritise their time effectively and manage competing demands for support and advice

Enjoy working relatively autonomously, linking in with local BD teams (for whom pitching is a large part of their roles) and drawing on other central resources

Thrives on deadline with an ability to flex agreed processes appropriately to meet tight deadlines

Excellent verbal and written communication, presentation and persuasion skills with the ability to tailor pitch content and styles to different audiences

Strong organisational and problem-solving skills, with the ability to execute multiple and complex pitch projects simultaneously

Creativity – is able to think of and deliver new ways to differentiate the firm during the pitch/proposal process

Good communication skills – both written and oral.

Collaborative, team-oriented and client-focused attitude with the ability to work across diverse and cross-functional stakeholders.

Equal Employment Opportunity
 
A&O Shearman is committed to supporting a culture that drives inclusion. Every day, we’re working hard to create an environment where everyone feels that they can bring their authentic selves to work. To be comfortable and confident to be who they are in the workplace. To feel like they belong.

We welcome applications from people of all ages, genders, sexual orientation, cultural backgrounds, family or caring responsibilities, and people living with a disability.  If you need any support to fully participate in the application process, please contact Australian Recruitment for guidance.