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Head of Business Development

2 months ago

Montreal Quebec, Québec, Canada CALIBRATE Full time

We are working with IPH in their search for a Head of Business Development to join their dynamic team in Montreal. This newly created role will drive growth at ROBIC, a leading intellectual property law firm based in Canada’s Quebec province and member firm of the IPH Group. Reporting to the Chief Commercial Officer (CCO), the Head of Business Development leads and delivers the strategic business development, client, and growth strategies required for their firm to reach its growth objectives.

As part of the broader Business Development and Marketing team, you will work collaboratively with the firm’s Managing Director, IPH’s CCO, the central Marketing team, the firm’s Practice group leaders (PGLs), the principals and the team across the firm.

In this role you will have the opportunity to:

  • Support revenue generation and growth of several priority clients and foreign associates.
  • Support development of client development strategies including assistance with proposals for these clients.
  • Support a major change program in collaboration with principals and senior associates to develop their business development and account management skills.

Why join ROBIC?

  • To have a strategic impact, in a firm that is open to new ideas.
  • To take on major challenges, while enjoying a quality of life.
  • To be part of a human, innovative and dynamic team.
  • To build a new role based on your aspirations and strengths.
  • To join an employer who strongly believes in your professional development and in creating a career tailored to you.
  • To benefit from a customized compensation system, as well as various benefits (5 weeks vacation, group insurance, half-Fridays program, years of service recognition program, employee assistance program, telemedicine, public transport discounts, sick days, team building activities, etc.).
  • To collaborate with some of Canada's most respected intellectual property lawyers, engineers and scientists.
  • To benefit from the flexibility of working remotely a few days a week (eight days of presence per month are required).

Responsibilities

  • Help identify and pursue opportunities for business development and promotion of the business, with a healthy reliance on data and analytics, providing regular reports on plans and activities to the Managing Director.
  • Ensure the CRM system is the primary tool for planning and reporting on business development activities, opportunities, pipeline tracking and ROI on business development activities for the BD team and Lawyers/Patent Agents.
  • Actively support the Global Client Program working with the Head of Global Clients to ensure engagement of CRPs and firm in managing those relationships.
  • Support the business and its Principals to ensure that relationships with the firm’s key clients and target clients are effectively developed and managed, and relationship-related risk is mitigated.
  • Establish and implement appropriate business development and marketing methodologies to support the increase of Patent, Trademark and Design filings.
  • Build relationships with strategic foreign associates to direct their filings to the firm.
  • Collaborate across the practice groups with a primary focus on-selling and cross-selling all our services.
  • Implement and execute key client and industry strategies as directed by the IPH group.
  • Oversight of key opportunities and pursuits, providing both strategic and hands-on input on client material, bids and tenders, content and presentations.
  • Manage the Reciprocity Program to increase share of wallet from Associate firms in primary markets to deliver results.
  • Implement the IPH BD Training program for all fee earner cohorts ensuring BD capability development begins at the most junior level and is scaled with maturity and career levels as appropriate to support the organic growth requirements of the firm.
  • Provide ongoing leadership and coaching to Lawyers/Patent Agents and the BD team to embed best practice BD principles to improve business development capabilities and confidence.
  • Manage the firm’s BD budget to ensure appropriate expenditure and suitable return on investment.
  • Implement the IPH Client Feedback Program including leading relationship reviews with the firm’s key clients and administering the Annual Online NPS Client Survey.

Work collaboratively with the central Marketing team to:

  • Market the expertise of the firm and be progressive with content, thought leadership and profile-raising activities,
  • Drive media campaigns; award submissions; online and social media activities; and other relevant communications activities and materials,
  • Ensure brand activities align with related business development activity and overall strategic vision of the firm,
  • provide ideas and assistance in organising business development and client events, seminars and webinars/podcasts.

The central Marketing, Brand and Communications Team will be executing on the activities above.

Core Competencies

  • Commercial leader, with a background in a professional services environment and a good understanding of the nature of professional services.
  • Experience leading and driving growth and client experience strategy hands on, with a willingness to engage actively in the market with clients and referral partners, actively seeking opportunities to win new work for the firm and acting as a peer and mentor to Principals.
  • Strong commercial acumen, with a consistent track record of delivering exceptional ROI.
  • Excellent written and verbal communication skills, with attention to detail and strong analytical skills.
  • Resilience, initiative, drive and flexibility, with a strong ability to strategically drive the business to achieve growth targets, whilst holding the capacity to identify opportunities and risks through market knowledge and insights to effectively make decisions.
  • Refined relationship management capabilities, with an ability to influence, consult and build credibility with numerous internal and external stakeholders, with the appropriate level of diplomacy, to achieve business objectives in a team-centric environment.

Conclusion

We are looking for someone who will bring their strategic expertise to contribute to ROBIC's growth and development. The firm offers a competitive salary and a full range of distinctive benefits, in a warm and stimulating work environment.

We thank you in advance for your interest in joining the team