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Business Development Manager – Insurance - United Kingdom

Ref: 582 Date Posted: Tuesday 07 May 2019
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Purpose of the role

Our client is a national law firm with offices in Nottingham, London, Manchester and Birmingham offering a range of services to sectors including health, education, insurance, government, and retail. Our client has long-standing relationships with an impressive range of clients and aim to truly understand their needs.

The Business Development Manager for Insurance focuses on developing sector strategy with the sector head and core sector strategy group. They drive key client development, new business development, and lead on sector activity such as campaigns. To the extent that it is efficient, the BD Manager is the key point of contact between the Client and Marketing team and the lawyers and takes ownership of the marketing initiatives.


  • Sector knowledge: Has a deep understanding of the sector, proactively reading and attending sector events to immerse themselves in the sector.
  • Sector strategy development develops the sector strategy and offer to clients, in conjunction with the sector head and core sector strategy group. Ensures that this is in line with firm strategy and differentiating. 
  • Business development:
    • Monitors the sector financials and supports the development of all key areas.
    • Identifies opportunities, and provides pro-active, expert BD advice on how we can best target specific new business opportunities, promoting our services and brand. Appropriately challenges suggestions from lawyers, making recommendations.
    • Manages client development, including driving cross-selling.
  • Client retention:
    • Determines key clients, and actions re. at risk clients.
    • Determines clients to be interviewed, ensuring that client feedback is swiftly actioned.
  • Profile raising / promotion:
    • Drives the marketing activity for the sector, focusing on coordinated campaigns to hit sector targets. Ensures that content focuses on client challenges, and our solutions. This requires a thorough knowledge of the sector and related service lines. Success should be measured, with subsequent recommendations communicated to the sector team.
    • Supports key sector events and conferences.
  • Profitability:
    • Works with the sector lead to determine and resolve profitability issues.
    • Inputs into sector/client pricing discussions. This requires a thorough understanding of pricing.
  • Bids:
    • Supports the Bids team in developing content for materials and pitches, using sector knowledge and target insights to successfully tailor bids. Ensures bids are innovative and focus on the client issues.
    • Ensures that post pitch reviews take place.
  • Focus: Understands that there is an opportunity cost (cost/resource) for every activity that we engage in. Focuses on those initiatives that will best support firm and sector targets.
  • Relationship management:
    • Stakeholder management: Manages the relationships with the sector lawyers in order to successfully drive the sector forward.
    • Actively seeks to involve and mentor associates and trainees in Client and Marketing as appropriate, giving them opportunities to learn and raise their profile in the firm.
    • Collaborates with the wider Client and Marketing team, and with other operations teams to deliver effectively.
  • Reporting: ensures that reports are produced on time and with insights and recommendations.
  • Budget management: Ensures that projects are delivered on time and to budget.
  • Legal compliance: Including GDPR.
  • Any other duties that may be reasonably requested from time to time.

Technical Skills

  • Strategic business development and marketing expertise.

Person specification

As part of the Client and Marketing team, you would be expected to have the following skills and experience:

  • Trusted Advisors: To be positive, credible, trusted advisors to the business, treating colleagues outside the team as clients, challenging constructively, and making things easier for them. Leading the way in best practice learning from inside and outside the sector and ensuring quality deliverables within deadlines.
  • Focus: Reducing volume, increasing quality, and improving results. Strong organisation/ project management.
  • Collaborating: Working as a seamless team from a business perspective and advocating and supporting colleagues.
  • Facilitating collaboration: Helping the business join-up and collaborate (across departments, sectors and regions), for example, cross-selling profitable work to current clients, and communicating the availability of specific products.
  • Communication skills: Strong communication skills (written and verbal) and attention to detail.
  • Supporting innovation: Developing product and other client driven innovation based on regular and current client insights.
  • Measuring success: Regularly measuring effectiveness (output/ROI), rather than activity, and feeding back subsequent recommendations to the business, raising awareness of our value.
  • Flexible: For example, spending time in other offices, if required.

This excellent opportunity to join a national law firm, who offer a unique collection of specialisms across the commercial, public, health and insurance sectors, with offices across the country. They have long-standing relationships with an impressive range of clients and aim to truly understand their needs to deliver an exceptional service which exceeds their expectations and makes their life easier.






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