BD Manager - Private Equity (12 month FTC)

at  AO Shearman

We are currently recruiting for a BD Manager (Private Equity) to join our Marketing department in London on a 12 month FTC.

Key requirements

• Substantial relevant BD and marketing experience at an equivalent BD Manager level within a professional services organisation or in the sector, where the individual frequently worked with management of individual practice or service lines.
• A genuine interest and enthusiasm to develop an in-depth understanding of the Private Capital/Private Equity sector (in terms of the deals, the key players, the competition, and an understanding of the designation market on debt transactions).
• Proven track record of achieving product-line business objectives.
• Excellent communication skills
• Excellent interpersonal and influencing skills – with partners, key associates, and business development colleagues, clients and suppliers. Ability to motivate fee-earners to engage on BD projects and to work with them to develop and implement BD plans.
• A proactive approach, balancing creativity and tenacity.
• High attention to detail and strong client focus.
• Ability to motivate, develop and inspire both team and fee-earners to deliver business goals and change behaviour where required. Draws on experience to manage change.
• Ability to work to deadlines, juggle multiple projects and deliver under pressure

This role provides business development support for components of the Private Equity group spanning both M&A and Debt Finance. It provides practice, product, and sector coverage in an area of strategic importance for the firm that is growing rapidly. This role is responsible for the day-to-day business development support for these areas, including working with the lead partners on their client development plans; leading pitches for the relevant product area and contributing market insight into cross-practice and cross-border pitches; coordinating practical marketing support for profile-raising activities, such as speaking at industry conferences, thought leadership, appropriate events/webinars, and hospitality; managing the process of experience collection, league tables, credentials, and CVs; supporting associates in executing their BD plans and other ad-hoc business development support. The BD manager in this role must have the ability to articulate the key issues facing the sector and the implications for A&O Shearman.

Role and responsibilities

• Practice strategy, planning and execution – working closely with the partners to develop and implement the business development strategy.
• Business planning and advice – provide focus to the delivery and direction of BD activities. Play a key influencing role in partner meetings, bring ideas forward and implement and execute projects.
• Client account management – assist partners and associates in coordinating client targeting efforts across the relevant product groups, including cross-selling initiatives with our Private Capital clients. Client relationship management (CRM) responsibility for a small number of private equity clients, working on specific client tactics, including secondee debriefs, client presentations and training, etc. Develop knowledge of the key clients in the market. Ensure regular sharing of information on client activities.
• Proposals – take the lead role in or oversee a BD Assistant in preparing proposals, pitch presentations and credentials statements for London-based product areas referenced above. Coach partners on their presentations and ensure the teams follow best practice. Input into documents prepared by other practice groups and offices requiring the relevant product expertise. Capture proposal outcomes and prompt fee earners to act upon feedback. Liaise with the creative services team as appropriate to produce high impact pitches, proposals and presentations.
• Client events and hospitality (including virtual events) – proactively identify appropriate client entertainment opportunities with fee earners and the CRM team. Challenge partners where appropriate on best use of hospitality opportunities and marketing budget spend. Track marketing spend against clients and individuals/teams within clients to ensure activities are aligned with overall strategic priorities. Work with and oversee Events support team members on delivery and execution.
• Client listening – identify opportunities to conduct client listening as appropriate (i.e. matter debriefs, pitch reviews); carry out client listening sessions with key clients with support of Senior Manager or Client Listening team. Assimilate the feedback into reports for the relevant partners. Work with the partners to ensure that the feedback in the report is actioned appropriately and presented back to the client.
• Market and client research –support business-planning activities and ensure partners are briefed in advance of client meetings.
• 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 and thought leadership – work with the partners, senior associates and the Knowledge team to develop and execute integrated business development campaigns, where appropriate. Plan roundtables and client seminars to raise awareness of our expertise in key product areas. Liaise with the Communications/PR team to develop a stronger external profile for the selected product areas.
• BD tactics – responsible for the timeliness, consistency and quality of BD tools: Work with PAs and any available Senior BD Assistant resource 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.
• Additional projects – opportunity to assist in firm wide, local, departmental or cross-practice projects, in particular on-going merger integration projects.

Key requirements

• Substantial relevant BD and marketing experience at an equivalent BD Manager level within a professional services organisation or in the sector, where the individual frequently worked with management of individual practice or service lines.
• A genuine interest and enthusiasm to develop an in-depth understanding of the Private Capital/Private Equity sector (in terms of the deals, the key players, the competition, and an understanding of the designation market on debt transactions).
• Proven track record of achieving product-line business objectives.
• Excellent communication skills
• Excellent interpersonal and influencing skills – with partners, key associates, and business development colleagues, clients and suppliers. Ability to motivate fee-earners to engage on BD projects and to work with them to develop and implement BD plans.
• A proactive approach, balancing creativity and tenacity.
• High attention to detail and strong client focus.
• Ability to motivate, develop and inspire both team and fee-earners to deliver business goals and change behaviour where required. Draws on experience to manage change.
• Ability to work to deadlines, juggle multiple projects and deliver under pressure.

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.