Senior BD Manager - ENRI

at  AO Shearman

We are currently recruiting for a Senior BD Manager for ENRI to join our Marketing team in London.

Key requirements

• Experience and understanding of the Energy, Natural Resources and Infrastructure market.
• Relevant business development and marketing experience at an equivalent BD level within a professional service organisation or in the sector.
• Enthusiasm to develop an in-depth understanding of the projects, energy and infrastructure sectors (in terms of the market, the deals, the key players, the competition, and the actual structures and approaches involves in this area).
• Excellent communication skills – both written and oral
• 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.
• A proactive approach, balancing creativity, tenacity and energy.
• High attention to detail and strong client focus.
• Proven track record of achieving business objectives.
• Professional, creative, good humoured and enthusiastic approach to all work and interactions.
• Ability to motivate, develop and inspire both the team and fee earners to deliver business goals and change behaviour where required. Draws on experience to manage change.
• Ability to work to deadline, juggle multiple projects and deliver under pressure. Ability to plan ahead, anticipate one’s own workload and knowing how to work with busy fee earners, balancing conflicting priorities and does not over commit to unrealistic deliverables – always manages expectations

This role is focused on the strategy and the related BD and marketing activities supporting A&O Shearman’s preeminent projects, energy and infrastructure group. The role will involve demonstrating a commitment to win more work and support the firm’s broader global activities working collaboratively across borders on sector driven BD activities, campaigns and initiatives. The role will play a pivotal part in the execution of the global projects, energy and infrastructure strategy across the A&O Shearman network.
This is a great opportunity for someone looking for a broad role that spans one of A&O Shearman’s core products and two of its priority sector groups. The role requires both a strategic perspective and a “hands-on” approach to marketing and BD. Being adept at achieving results through collaboration and influence will be essential to success.

Role and responsibilities

• Strategy – work closely with the partner sector head and Head of ENRI BD to develop a comprehensive and actionable strategy to for the ENRI group.
• Proposals – leading in preparing proposals, pitch presentations and credentials statements. Creating base documents to support the wider ENRI BD network to facilitate consistent go-to-market client materials. Capture proposal outcomes and prompt fee earns to act upon feedback.
• People Management – dotted line management of two reports focussing on Infrastructure.
• Systems/Processes – liaise with the wider ENRI group to manage internal marketing systems and tools, including 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 ENRI 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 – 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.
• 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. Plan relevant roundtables and client seminars to raise awareness of our expertise in hydrogen and energy transition. Liaise with the Communications/PR team to develop stronger external profile for the selected product areas.
• Additional projects – opportunity to assist in firm wide, local, departmental or practice area projects.
• Market and client research – to support business planning activities.
• Client account management – assist partners, associates and BD colleagues in the management of strategic client relationships and coordinate client targeting efforts across energy transition. Work with the central client relationship management (CRM) team on specific client tactics, including secondee briefs, client presentations and training etc. Develop an in-depth knowledge of the key clients in the market. Ensure regular sharing of information on client activities across the product groups.

Key requirements

• Experience and understanding of the Energy, Natural Resources and Infrastructure market.
• Relevant business development and marketing experience at an equivalent BD level within a professional service organisation or in the sector.
• Enthusiasm to develop an in-depth understanding of the projects, energy and infrastructure sectors (in terms of the market, the deals, the key players, the competition, and the actual structures and approaches involves in this area).
• Excellent communication skills – both written and oral
• 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.
• A proactive approach, balancing creativity, tenacity and energy.
• High attention to detail and strong client focus.
• Proven track record of achieving business objectives.
• Professional, creative, good humoured and enthusiastic approach to all work and interactions.
• Ability to motivate, develop and inspire both the team and fee earners to deliver business goals and change behaviour where required. Draws on experience to manage change.
• Ability to work to deadline, juggle multiple projects and deliver under pressure. Ability to plan ahead, anticipate one’s own workload and knowing how to work with busy fee earners, balancing conflicting priorities and does not over commit to unrealistic deliverables – always manages expectations.

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.