Client Relationship & BD Manager Finance

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 and structure
Our Marketing team is integral to the setting and achievement of the firm’s business objectives, which includes supporting our partners and associates in their pursuit of becoming our clients’ trusted advisers, building and maintaining long-lasting, deep institutional client relationships, winning new clients, increasing the visibility of the firm globally, and positioning the firm as the thought leader and most advanced law firm among the global elite. The function works as one team across the globe with very close collaboration between the central groups – such as Communications – and professionals supporting offices, practice groups, sectors and clients. 

Role purpose
This role’s purpose is to support A&O Shearman’s Australian Finance partners in the strategic planning and business development execution for the firm’s Finance practice.  The position requires close work with the Australian Finance partners, together with cross-border collaboration with the global team, to execute sector and practice/product marketing and business development campaigns and initiatives.

Our global Finance practice is world-leading, topping global league tables every year and advising some of the world’s largest and most sophisticated clients on their most important and innovative financing transactions. In Australia, the Finance partners deliver A&O Shearman’s expertise to Australian and regional clients – including some of Australia’s largest corporations – on both domestic and cross-border financing transactions.

This is an excellent opportunity for someone looking to engage with A&O Shearman’s core finance offering and key sector groups in the Australian market (in particular across financial institutions, private capital, and energy/natural resources/infrastructure). The role demands both strategic thinking and a practical, hands-on approach to marketing and business development. The wider Finance Department in Australia attracts individuals who are curious to learn, dextrous across different products and sectors, execution focused and self-motivated.

Key relationships
Australian Market Lead
Australian Finance partners
APAC Sector Leads
APAC BDMC colleagues

Role and key responsibilities
The role centres on working with the Australian Finance partners in planning and execution of their marketing and client development – across local clients, global clients and our global firm.  It is a hands-on role with a dynamic group of partners and a diverse (and constantly evolving) product offering across a range of industry sectors. 
Key responsibilities will include:
Working with the Australian Finance partners to prepare go to market strategy and plans and executing upon them. 
Working with the pitch delivery team to prepare proposals, pitch presentations and credentials statements, develop base documents for the BD network to ensure consistent client materials, and track proposal outcomes while prompting fee earners to act on feedback.
Lead the creation of priority award and directory submissions to highlight the group’s successes and increase its market presence.
Work closely with the Australian Market lead and APAC and global industry sector leads to understand the overarching strategy for the group.
Client relationship management for the firm’s Australian bank relationships.
Ensure market/client intelligence is shared with partners and associates to identify engagement opportunities.
Drive and participate in client listening programs, conducting pitch debriefs, matter reviews, relationship reviews, and market studies to inform client and BD strategies.
Stay current on commercial and legal issues affecting the group to identify client opportunities and inform marketing collateral and campaigns.
Manage A&O Shearman’s engagement with market-facing opportunities, including conferences and industry associations, to boost market standing and profile.
Key requirements
Graduate degree / University degree
Relevant business development and marketing experience at an equivalent level within a professional services, financial services or similar organisation – minimum 6 years’ experience in a business development, marketing, legal or related role
Experience in and deep understanding of the Australian business environment and legal services market.
CRM experience and client focus with the ability to cultivate direct client relationships.
Commercially astute with a good understanding of financial metrics and profit levers.
Excellent interpersonal and influencing skills – with partners, key associates, business development colleagues in Australia and globally, clients and suppliers.  Ability to work with Partners and associates to develop and implement individual and team business development plans.
Business analysis and desk research experience.
Proven track record of achieving business objectives.
Has a proactive approach, balancing creativity, tenacity and energy.
Ability to work to deadline, juggle multiple projects and deliver under pressure. 
Excellent communication skills – both written and oral.
Strong technology skills with a high proficiency in MS suite of products and marketing technology stacks (CRM, EDM, PowerBI, understanding of AI and its application in marketing preferred)

Equal Employment Opportunity

A&O Shearman are 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.