BD Manager - ENRI, Africa

at  AO Shearman

We are recruiting for a BD Manager to join our London office and support our ENRI practice.

Key requirements

• Deep experience and understanding of the Africa market (or any other emerging markets or regions) including the political and business climate.
• Substantial relevant business development and marketing experience, likely to be within a professional or financial services organisation, notably marketing to a business audience and where the individual frequently worked directly with senior management. Previous experience in the Project Finance, Energy and/or Infrastructure sectors with an Africa focus would be desirable.
• Enthusiasm to develop an in-depth understanding of the ENRI sectors (in terms of the market, the deals, the key players, the competition, and the actual structures and approaches involves in this area).
• Excellent interpersonal and influencing skills – with partners, key associates, and business development colleagues, clients and suppliers. Ability to motivate fee-earners to engage on business development projects and to work with them to develop and implement business development plans. Draws on experience to manage change.
• Proven track record of achieving business objectives.
• Exceptional people management skills with experience of managing and developing the careers of a high performing team.
• Requires occasional global travel with the Head of Africa Group, visiting offices for practice and sector reviews, business planning and client strategy meetings

DEPARTMENT PURPOSE

Our business development, marketing and communication teams contribute 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 law firms. The function works as one team across the globe with very close collaboration between the central groups – such as Communications or Events – and professionals supporting offices, practice groups, sectors and clients.

ROLE PURPOSE

This role is focused on the implementation of the BD strategy for A&O Shearman’s Africa ENRI practice. The role will involve supporting the practice to win more work and the practice’s broader Africa activities working collaboratively across borders on sector driven BD activities (focusing on pitches), campaigns and initiatives. The role requires a ‘hands-on’ approach to marketing and BD. Being adept at achieving results through detailed work and building relationships and influence within the practice will be essential to success.

Role and responsibilities

• Strategy – working closely with the Head of Africa and Head of BD - ENRI to execute the refreshed strategy for the Africa practice.
• Proposals – leading in preparing proposals, pitch presentations and credentials statements for Africa ENRI proposals (and the wider Africa group when necessary)
• tracking and reporting marketing budget spend, maintaining effective mailing lists, ensuring team members are prompted to review and update intranet and internet pages and coordination the reporting of statistics on completion of EPIC experience records. The role holder will have a key part to play in making suggestions to enhance the efficiency and operation of these tools across the Africa BD team.
• Directories and awards – lead in creating directory and award submissions in an effort to increase the market presence of the practice.
• BD Tactics – responsible for the timeliness, consistency and quality of BD tools. Works with PAs to ensure email distribution and target lists are kept up to date, maintain updated collateral, credentials, contact cards and CVs, and track and ensure deal information is regularly and accurately captured in the firm’s experience system EPIC.
• Client events and hospitality – to lead and manage Africa client events and conference sponsorship.
• Internal communications – oversee the maintenance of a flow of market/client intelligence (e.g. pipeline deals, major players, market shares, key client contact moves and developments) to partners and associates.
• Campaign management – work with the BD and Communications team plus the partners, senior associates and the PSL team to execute integrated business development campaigns, where appropriate. Liaise with the Communications/PR team to develop stronger external profile for the Africa ENRI team which will include the use of social media, press releases, thought leadership articles and liaising with the media/ PR agency on external press opportunities.
• Additional projects – opportunity to assist in firm wide, local, departmental or practice area projects. These will include (but are not limited to) leading on our Nigeria strategy, working with the Head of the Lusophone Desk to implement the Lusophone Africa strategy, being the ‘go-to’ for all things Africa ENRI, instilling best practice across international offices and taking a global lead on wider firm-wide projects relating to Africa ENRI.
• From time to time, this role will also support the London ENRI practice and will assist the Global Head of BD, ENRI and the wider team with practice wide initiatives.

Key requirements

• Deep experience and understanding of the Africa market (or any other emerging markets or regions) including the political and business climate.
• Substantial relevant business development and marketing experience, likely to be within a professional or financial services organisation, notably marketing to a business audience and where the individual frequently worked directly with senior management. Previous experience in the Project Finance, Energy and/or Infrastructure sectors with an Africa focus would be desirable.
• Enthusiasm to develop an in-depth understanding of the ENRI sectors (in terms of the market, the deals, the key players, the competition, and the actual structures and approaches involves in this area).
• Excellent interpersonal and influencing skills – with partners, key associates, and business development colleagues, clients and suppliers. Ability to motivate fee-earners to engage on business development projects and to work with them to develop and implement business development plans. Draws on experience to manage change.
• Proven track record of achieving business objectives.
• Exceptional people management skills with experience of managing and developing the careers of a high performing team.
• Requires occasional global travel with the Head of Africa Group, visiting offices for practice and sector reviews, business planning and client strategy meetings.

Should you require additional support at any stage of the recruitment process due to a disability or a health condition, please do not hesitate to contact a member of our recruitment team who will work with you to provide any adjustments as required.
We are an equal opportunities recruiter and do not discriminate on the basis of race, colour, sex, religion, sexual orientation, national origin, disability, or any other protected characteristic.
We recognise that our people are our most valuable asset, which is reflected in the wide range of benefits that are available to our employees. Some of these benefits include: our occupational pension scheme, group income protection cover, private medical insurance, mental health resources and free apps, health and wellbeing services encompassing an onsite gym, wellbeing centre and GP service, emergency back-up care support, parental and special leave, holiday entitlement increasing with length of service, holiday trading, season ticket loans and online discounts and lifestyle management services.
We recognise the value of flexible working and embraces hybrid working, allowing our people to work from home up to 40% of their working time. We do however remain committed to working together in person for the remaining 60% of time so that we can learn, grow and succeed together.