Director of Marketing & Business Development
Hogan Lovells
- Washington DC
- Permanent
- Full-time
- Maximize our opportunities to grow our revenues from existing and prospective clients
- Raise the firm’s profile and position within our key markets across the Americas
- Leverage and coordinate our people, knowledge and resources in an effective and efficient manner.
- Working with the Americas LAE practice area leaders to develop the Americas business plan and drive its implementation through the practice.
- Serving as the regional Americas M&BD lead for the practice and sitting on the M&BD Americas Leadership Team.
- Serving as the M&BD subject matter expert for the LAE practice group.
- Leading the Americas LAE M&BD team, including managing ten direct reports and other M&BD team members in regional offices.
- Serving as a role model of firm values and marketing and business development best practice while providing direction, training, coaching, and professional development opportunities to direct reports.
- Designing business development strategy that taps into current market trends or incidents
- Identifying cross-selling opportunities across practice areas and industry sectors, working with practice leaders, client relationship partners, and the wider M&BD team to expand client relationships.
- Working with partners to develop client targeting plans and ensure the diligent pursuit of new work.
- Thinking broadly and inclusively to leverage relevant content and events for client relationship nurturing.
- Scanning the horizon or conducting pointed research to identify pitch opportunities to bring to partners proactively, ensuring appropriate support on effective pitch development.
- Leading the LAE Americas pitch strategy from the M&BD team, including delivering on the sales transformation plan and global pitch coordination.
- Creating and maintaining compelling credentials for the practice.
- Crafting compelling responses to RFPs, customized pitches, and business development presentations.
- Ensuring the timely and accurate capture of experience using the firm’s tools.
- Creating and implementing integrated, content-driven campaigns to help raise the practice’s profile in the Americas – both across the firm and among our key target audiences.
- Planning and managing the implementation of marketing and communications programs in support of the wider M&BD plan through a disputes lens, including client events, targeted seminar programs, client-facing material production, website development, digital and social media, etc.
- Overseeing and coordinating the directory submission process in conjunction with other colleagues globally, ensuring consistent messaging across markets.
- Overseeing the creation of digital and print marketing collateral and social media campaigns.
- Developing and optimizing relationships with relevant industry associations and organizations, activating those sponsorships to drive value and client engagement.
- Consulting with the practice leaders, partners, and core team members to develop and implement strategic M&BD plans and budgets, setting long and short-term goals, proactively reporting on progress.
- Delivering meaningful market, client, and competitive intelligence, research, and analysis to support the planning process and other M&BD initiatives.
- Driving use of best practices, business cases, and KPIs to justify marketing investment in alignment with practice and firm strategic and achieve greater cost efficiency.
- Facilitating and participating in regular meetings of practice teams and their relevant sub-groups.
- Working with the leads of the LAE Americas practice to ensure that there is an efficient framework for internal reporting and communication of M&BD activities and successes, including the provision of information for wider management reporting;
- Ensuring there is a structured approach in place for maintaining up-to-date M&BD information and knowledge, such as credentials and pitches. This includes gathering and maintaining information on practice experience for inclusion in marketing collateral across practices and sectors.
- Working with the partners to promote cross selling and spotlight practice capabilities across the firm, through presentations, practice and other internal newsletters and developing the practice intranet sites.
- Liaising with other M&BD managers and colleagues across the M&BD team to ensure communication of best practice in areas such as new business pitches, business generation, thought leadership, and client care.
- Managing and contributing to wider M&BD projects, including Global LAE practice group projects, as required.
- Specific duties or responsibilities may be reviewed from time to time to reflect changes in personnel and management structure, staff location, and services.
- All members of the firm are encouraged to participate in our Responsible Business program and support the firm’s diversity, equity, and inclusion programs.
- Ten (10)+ years of relevant experience in the legal or other professional services industry. Familiarity with litigation strongly preferred.
- Bachelor’s degree required; master’s degree preferred.
- Ability to think strategically, creatively, broadly, and resourcefully and demonstrate a high level of initiative.
- High level of emotional intelligence with an ability to adapt quickly, diplomatically and resiliently to different situations and personalities.
- Strong organizational and program management skills with impeccable judgment to ensure quality and on-time delivery of programs while reconciling competing priorities.
- Track record of success working in cross-functional teams, in a collaborative, professional environment and leading without positional authority.
- Ability to inspire and guide a high level of performance and engagement among direct reports, lawyers, and business services colleagues.
- Strong people development and management skills with a history of cultivating high performing teams of at least 4 FTE in a geographically dispersed setting.
- Commitment to continuous improvement and ability to receive, apply, and impart constructive feedback.
- Excellent writing, speaking, and presentation skills and an exacting attention to detail in all work product.
- Excellent analytical, critical thinking and research skills.
- Proficiency in Microsoft Office (Word, Excel, PowerPoint); knowledge of CRM systems.