Hogan Lovells

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Hogan Lovells is a leading global law firm, providing business-oriented legal advice and high-quality service across a wide portfolio of practices to clients around the world. Our distinctive market position is founded on our exceptional breadth of our practice, on deep industry knowledge, and on our 'one team' global approach. Hogan Lovells has over 40 offices in the Americas, Asia-Pacific, Europe, the Middle East and Africa. With a presence in the world's major financial and commercial markets, we are well placed to provide excellent business-oriented advice to our clients locally and internationally. Our people are the key to our success, which is why we seek to recruit and retain the most talented individuals in all regions of our global practice.

Our growing and dynamic M&BD team is looking for the right candidate to serve as the M&BD Director for the Americas Litigation, Arbitration and Employment (LAE) practice, based in the firm’s Washington, D.C. office. This position leads a marketing and business development team of ten in supporting the LAE practice in the Americas and reports to the Global Head of Business Development and Strategy for LAE. This role will create and drive the marketing and business development strategy in the Americas through internal and external profile raising, relationship nurturing programs and client development initiatives, as well as helping to define and execute on the global LAE business plan.

We have a well-established global M&BD team, which supports the firm on a wide range of business development, marketing and client relationship management activities. The team is divided into a number of key areas, including: practice M&BD, clients and industries, pitches and pursuits, which manage strategic global and regional pitches; corporate communications, which comprises public relations, brand, design, events, and digital; and marketing systems. There are also regional M&BD teams in the Americas, Continental Europe, and Asia with whom this role will interact.

The director will work closely with the Americas practice area lead partner for Commercial Litigation, and oversee the support of Americas practice area leads for Investigations, Employment, and International Arbitration through the work of direct reports aligned to those areas. The director will work with these leaders and team members to develop and implement the practice's M&BD plan in line with its business strategy and objectives. Collaboration is a priority for the LAE practice and, as such, the ability to team well with staff and lawyers, communicate in a manner that builds trust and confidence and work with myriad direct and indirect team members to achieve the group’s strategic priorities is paramount. The director will also sit on the Americas M&BD Leadership team.

JOB DESCRIPTION

The role is integral in helping to drive forward our global LAE practice strategy to ensure we:

• 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.

This position, reporting to the Global Head of BD and Strategy for the LAE practice group and working closely with the LAE M&BD team in the Americas and globally, will ensure a structured approach to targeting and client development, pitching, profile raising, and marketing campaigns including deployment of global initiatives across the Americas region. In addition, the role acts as “account manager,” coordinating activities with the central marketing communications functions to ensure prompt, seamless service delivery in areas such as analysis, press and publications and event organization.

Specific responsibilities and tasks will include:

LEADERSHIP

• 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.

BUSINESS AND CLIENT DEVELOPMENT

• 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.

PITCHING, TARGETING & NEW BUSINESS GENERATION

• 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.

PROFILE RAISING AND MARKETING CAMPAIGNS

• 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.

PLANNING & BUDGETING

• 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.

INTERNAL COMMUNICATION & KNOWLEDGE SHARING

• 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.

WIDER MARKETING & BUSINESS DEVELOPMENT PROJECTS

• 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.

QUALIFICATIONS

• 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.

HOURS

Core hours are Monday through Friday, 9:00 a.m. to 6:00 p.m., including one hour for lunch. Must be flexible to work additional days/hours.

This job description sets forth the authorities and responsibilities of this position and may be changed from time to time as shall be determined. 

Hogan Lovells is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, age, national origin, disability, sexual orientation, gender identity or expression, marital status, genetic information or protected Veteran status.