Business Development Manager

Profile

The Business Development Manager will be an energetic, proactive, highly visible leader on Goulston & Storrs’ Strategic Growth team. This business development-focused professional will provide attorneys across practices, industries, and key client teams with the strategy and support they need to generate revenue. Strong interpersonal skills and a track record of successfully applying the sales cycle in professional services are critical for leading collaborative pursuit teams to identify, develop, and execute business development activities. Helping create and pursue revenue growth opportunities at the intersection of our target markets, services, and competitive advantages are at the core of this role.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Business Development:

Work with attorneys to identify, qualify, approach, build relationships with, strategize, and pitch to clients, prospects, and referral sources, ensuring alignment with the firm’s go-to-market strategy

Lead new business opportunity pursuit teams, including: managing preparation of customized research/analysis;

coaching attorneys on strategy;

ensuring diversity, equity, and inclusion within proposed teams;

developing targeted presentation materials and responses to RFPs in collaboration with attorneys and business operations team members;

preparing sales teams for external meetings (i.e., “dress rehearsals”);

participating in new business meetings alongside attorneys, as appropriate; and

conducting regular follow-up on opportunities, including win/loss analysis.

Coach individual and small groups of attorneys on creating business plans and applying the sales process to their clients, prospects, and referral sources

Oversee the firm’s pipeline of opportunities, including by providing periodic reporting and analysis on KPIs such as number and type of opportunities and conversion rates

Ensure entry of accurate and complete data in the firm’s CRM software, using standard processes within the department, with respect to client development activities and new business opportunities

Work with leadership to create, implement, and support business development and sales training programs and resources, and work to raise internal awareness of same

Collaborate with practice management and client relations colleagues to ensure that the the firm’s experience database is updated in an accurate, efficient, and timely manner

Serve as key point of contact (internally and externally) for the firm’s two primary global referral networks, Meritas and Pragma

Coordinate with department colleagues and the Legal Talent team to identify, evaluate, and help maximize our investment in various external industry associations, conferences, and other organizations, which may include direct communication and relationship management with same, as well as working with attorneys to prepare for upcoming conferences and events at which we expect clients, prospects, and referral sources to be in attendance

Develop, implement, and measure the firm’s account-based marketing program, working in collaboration with client relations and marketing communications colleagues

While business development will be the primary role and responsibility of the Business Development Manager, our team members are sometimes called upon as generalists to work on marketing communications, practice/industry group initiatives, and client relations

Requirements

Advanced leadership and management skills for team and business growth

Demonstrated understanding of consultative business development and sales, and ability to teach these skills to others

Innate, continuous drive to learn the firm’s capabilities in order to effectively and proactively manage every step of the new business opportunity lifecycle

Ability to manage a heavy workload, prioritize responsibilities, and meet deadlines

Self-starter who knows how to motivate people, possesses initiative and a positive attitude, and is able to pay strong attention to details

Client service is a core value of the firm, a strong emphasis is placed on same at all times, and the manager must emulate this characteristic both to the firm’s external clients and also to its internal stakeholders; this means being willing and able to “roll up sleeves” and handle all aspects (from tactical to strategic) of the task at hand

A bachelor’s degree is required, as is a minimum of four years in a sales leadership role, with overall work experience exceeding 10 years

Proficient in the use of Microsoft Office and database applications

This job description is intended to be general and may evolve over time. It is subject to periodic updating and is subject, at the firm’s discretion, to the assignment of different or additional duties.

Goulston & Storrs provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, marital status, national origin, age, handicap, disability or veteran status in accordance with

applicable

state and federal laws. In addition, Goulston & Storrs complies with applicable federal, state and local laws governing nondiscrimination in employment.

For more information: Please email PMorgan@goulstonstorrs.com

Company info

Goulston & Storrs PC
Website : http://www.goulstonstorrs.com