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NIXON PEABODY LLP - Business Development Manager: Energy, Environmental, and Infrastructure Projects

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Nixon Peabody LLP Published: June 20, 2016 (4 months ago)

Description

This Manager serves as the primary business development and marketing strategist responsible for developing, leading and implementing marketing and business development activities for the firm’s Energy & Environmental Practice and the firm's exciting new Energy and Infrastructure Projects Team. The Manager will serve as the subject matter expert for their practice and industry team; therefore, a high degree of expertise and knowledge of the energy sector and project financing is required.

A career at Nixon Peabody is the opportunity to do work that matters. It’s the chance to use your knowledge to shape what’s ahead. To share, to innovate, to learn at a firm that taps the power of collective thinking.

We’ve created a dynamic, energizing environment that promotes success for our clients and each other. We offer fast growth, connectedness and training in business as well as law. And our rigorous standards assure you are part of a diverse team of top talent at every turn.

If you’re someone who’s looking toward the future, we’d love to hear from you.

Location: Washington, DC; New York, NY; Boston, MA; or Rochester, NY

General Summary:

  • The Manager works with firm-wide industry and practice group leaders, partners and other departmental managers to generate business leads, expand existing client matters and drive cross-selling and new business development. The Manager also works to develop and implement marketing plans and strategies for attorneys/groups. The Manager works collaboratively with all other marketing team members to achieve the firm’s marketing and business development objectives.
  • Guided by firm management, the marketing department, and practice groups, the Manager will identify opportunities to increase visibility for the Energy & Environmental Practice and the Infrastructure Projects Team and expand the client base by proactively seeking opportunities for proposals, presentations, pitches, marketing materials, seminars, appropriate affiliations, events and other targeted methods that drive new business development and cross-selling. The Manager will be expected to work closely with all practice groups and offices to ensure effective deployment of practice group initiatives in local markets and to attain synergies for all marketing programs. Of critical importance will be the Manager’s ability to ensure that client service and satisfaction are attained in all relevant areas.

Responsibilities:

The Manager will manage the performance and execution of a few essential functions.

  • With practice group chairs, team leaders, Marketing & Business Development leadership, and others, develops strategic plans to drive the business development and marketing goals of the Energy & Environmental Practice and the Energy and Infrastructure Projects Team.
  • Incorporate in-depth knowledge of the energy sector, including renewable energy, and project financing into firm-wide business strategies; anticipate client needs and trends and develop responsive solutions to support practice groups and individual attorneys.
  • Develop strong, responsive relationships with practice group and team leaders to gain consensus on and to direct strategies.
  • Collaborate closely with marketing managers and others to ensure marketing plans integrate with and support firm-wide marketing strategies and strategies of other practice groups.

Business Development and Marketing Programs Implementation:

  • Working closely with practice group and team leaders and marketing to (a) produce client development seminars, firm-sponsored events, conferences and trade shows. Take seminars from concept through all stages of implementation and presentation, including identifying attendees, locations, materials development and production, facility liaison, etc.; (b) identify speaking and sponsorship opportunities, target appropriate membership opportunities, etc., to create visibility and to advance new business goals; (c) working closely with tactical specialists, ensure that new lateral partner hires are effectively promoted; that their expertise and association with the firm is strategically communicated to clients and business communities, etc.; (d) draft responses for and provide strategic direction into relevant surveys and promotional opportunities to increase awareness and recognition of select practice groups; (e) provide thought leadership executed through direct mail and email, including Client Alerts, digital and social media, etc.; (f) develop effective, strategically focused marketing materials; ensure that practice group descriptions, attorney bios, etc., present a consistent image, are aligned with practice group strategies and are continually updated to reflect changes.
  • Research, competitions, beauty contests and convergence studies. The Manager works closely with the firm’s Proposal Development and Competitive Intelligence teams to conduct research and obtain market intelligence on industries, trade associations, clients, prospects, and prepares tailored promotional letters, pitches, PowerPoint presentations and proposals to clients and prospects. Also offers guidance in the preparation of tailored responses to RFPs, RFIs and RFQs.
  • Develop and maintain collateral materials including deal or case lists, practice area descriptions, and website content.
  • Plan and participate in practice group, team, and industry initiative meetings and attend practice group, team, and industry initiative leader meetings.
  • Develop and monitor budgets for the practice group and industry team.

Collaboration with Marketing Department:

  • Work closely with Marketing & Business Development Department and professional staff firm-wide to ensure seamless deployment of practice group and team marketing programs and strategies.
  • Partner with functional marketing specialists in public relations, advertising, events, transaction database, and website to ensure strong intra-practice group communication and client service.
  • Work closely with the Directors of Media and Public Relations and Communications and Design in developing strategies and written communications, press releases, etc. to promote the practice groups and firm’s successes. The Manager also provides content for the website, firm collateral, and internal communications such as the firm’s Intranet Reporter.

Professional Expertise:

  • Remain highly informed of relevant industry trends and developments, of relevant business practices and structures, and develop this knowledge into targeted and strategically focused programs and recommendations for the Energy & Environmental Practice and the Energy and Infrastructure Projects Team.
  • Remain highly informed of and regularly expand knowledge on forums and opportunities relevant to clients and potential clients that could promote business development and marketing strategies their group and team.
  • Ensure expertise in technology relevant to the position; proactively use most current technology to further teamwork, client service, and efficiency; strategically use marketing tools to regularly identify, source and expand opportunities for realization of marketing plans.

Client Service and Satisfaction:

  • Consistently promote and model the firm’s client service principles in leadership, teamwork, work product, and personal interaction.
  • Promote client service throughout the practice group, team, and Marketing & Business Development Department; ensure client service standards are set and achieved by team; provide coaching and mentoring to staff to ensure client service is accomplished individually and through teamwork.
  • Ensure exemplary client service to managers and supervisors, demonstrating that results for clients and the firm are achieved through collaboration, shared resources, and effective knowledge exchange.

Confidentiality:

  • Safeguard and keep confidential any information, observations, or viewpoints regarding the firm and client business matters.
Job Requirements:

  • Bachelor’s degree and a minimum of 5 - 8 years of marketing or business development experience, preferably in a major law firm and/or professional services environment with minimum 3 years in a management role. MBA a plus.
  • Knowledge of the energy industry and/or project financing is highly preferred.
  • Experience with a multi-office U.S. company with an international presence is a plus.
  • Strong business acumen.
  • Creative, forward thinker capable of bringing new ideas to practice areas and client service teams.
  • Results oriented team player with ability to develop deep knowledge of sources of business and resources (e.g. professional organizations, publications, referral sources) for the practice areas.
  • Ability to adapt writing style to reflect the firm’s verbal/written brand. Excellent oral and written communication, organizational and interpersonal skills. Detail oriented.
  • Proven ability to strategize, plan and execute events and webinars.
  • Leadership, mentoring, coaching and client-service skills.
  • Familiar with and comfortable using marketing databases. Knowledge of InterAction (CRM) a plus. Must be able to manage heavy workload, prioritize responsibilities and meet deadlines.
  • Must be a self-starter who knows how to motivate people, possesses initiative and a positive attitude, and is able to pay strong attention to details.
  • Must be willing and able to “rollup the sleeves” and handle any aspect (from administrative to supervisory) of the marketing task at hand to accomplish the job, including, as necessary, providing assistance for other marketing projects that may be initiated out of another office.
  • Upbeat, enthusiastic, cheerful personality.
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