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Client Relationship Manager, Global Clients and Industries

4 months ago

Old Toronto, Canada White & Case Full time

Firm Summary

White & Case is an elite global law firm serving leading companies, financial institutions, and governments worldwide. Our long history as an international firm means we are perfectly placed to help our clients resolve their most complex legal challenges wherever they may be. With lawyers operating from more than 40 locations, working in virtually every country of the world, we have invested heavily in building a high-quality full-service practice competing at the top of the market. We are distinguished by our on-the-ground presence in the world’s key financial markets and our strengths in handling complex cross-border work. It’s not just about our global network of offices; it’s the global interconnectedness of the Firm that our people, and our clients, value most. We work well together across geographic and practice boundaries. It’s one of the reasons we attract and retain cross-border work. And why we attract a diverse group of people.

Position Summary

This role will be the business development lead in developing select Key and/or Priority Clients as part of the broader Clients & Industry program. This person will be required to work with lead Partners and the Director, Global Clients & Industries, to develop and execute business development and marketing activities that leverage the Firm’s capabilities to develop institutional client relationships and drive profitable revenue growth. This role sits within the Global Clients and Industries BD Team.

Duties and Accountabilities

  • Be responsible for select Global Key and/or Priority Clients business development initiatives
  • Work with Global Relationship Partners (or equivalent) to set and deliver business and relationship development goals through strategic planning
  • Act as the central point of contact and resource on the relationship internally and externally, within the client team primarily, and with the larger firm and other internal or external stakeholders (e.g., internal BD leadership, client outside counsel engagement team)
  • Understand the client’s business, relevant markets, product areas, and issues and strategy to proactively identify opportunities to develop the relationship and grow revenue
  • Work closely with lawyers and BD colleagues across the White & Case network to best understand the global capabilities across the Firm with the aim to introduce White & Case specialists who can meet client needs
  • Drive business development initiatives to pursue new profitable revenue opportunities in new locations and practice areas
  • Manage the entire secondment process (from creating the business case to prepping the candidate, to checking in, to debriefing and following up on agreed action items)
  • Where appropriate, meet regularly with client contacts at varying levels to develop relationships, gather intelligence, and ensure quality control
  • Coordinate efforts across business services to support ongoing relationship efforts through value-add services (e.g., pro bono, D&I, trainings, etc.) and related cross-functional management
  • Undertake effective client feedback as part of the firm client feedback program
  • Maintain an overview of financial management of the practices and clients and recommend/take action to address financial targets
  • Participate in and/or lead on significant proposals/panels as they relate to the clients this role is responsible for
  • Work with wider business services teams to implement and manage IT tools for use in communicating our relationship with clients, e.g., Firm’s global CRM, LinkedIn Sales Navigator, Market Research, internal intranet page
  • Develop engagement ideas and support industry associates in various BD projects, including training

Qualifications

  • A sound track record of business development experience, preferably at an experienced manager level and within a law firm and/or large international organization
  • Comfortable working across multiple cultures and time zones
  • Experience managing key accounts in an international professional services context, with a focus on the financial services sector preferred
  • Experience working with relationship partners in an international law firm or professional services firm on client development activities
  • High professional standards
  • Strong attention to detail, which should be balanced by a big picture vision
  • Excellent drafting and research skills
  • Well-developed organizational and communication skills
  • Effective interpersonal skills and the ability to interact with people at all levels
  • Pragmatic, self-motivated, flexible, and able to work both in a team and individually as required
  • Willingness to take on additional tasks as and when required
  • Excellent IT skills, including proficiency in MS Office, ideally experience of iManage/document management systems
  • Excellent communicator – both orally and in writing – with a diplomatic approach
  • Impactful and assertive
  • Energetic with a positive outlook
  • Good team player and team/project management experience

Location and Reporting

  • This is a hybrid in-office/remote role based in our New York office.
  • This role reports to the Senior Manager, Client Relationship.

Equal Opportunities

White & Case is an Equal Employment Opportunity (EEO) employer and is committed to creating a diverse and inclusive workplace. It is our Firm’s policy to recruit, employ, train, compensate and promote without regard to race, color, religion, creed, national origin, age, gender, sexual orientation, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable law.

Applicants who are interested in applying for a position and require an accommodation during the process should contact talent.acquisition@whitecase.com

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