CRM Manager - Private Equity and Private Capital
A&O Shearman

Job Info

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DEPARTMENT PURPOSE AND STRUCTURE
The U.S. Marketing & Business Development team is a sophisticated group of experienced professionals charged with guiding the Firm's fee earners to grow U.S. and global revenues, expand existing client relationships and strategically tackle new client pursuits.

ROLE PURPOSE
The CRM Manager - Private Equity and Private Capital will take a lead in driving and shaping the private equity and private capital (PE/PC) sectors in the U.S. including identifying and managing priority clients, analyzing emerging trends, developing, and executing campaigns and reporting back to senior management on the progress and performance of the sector. The role involves 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 BD support for Private Capital (incld Private equity), 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; and other ad-hoc business development support.

As a manager within the team, you will provide client relationship management (CRM) leadership and support for a portfolio of identified priority PE/PC clients, alongside your global counterparts, as well as the sector as a whole, and will have responsibility for certain key projects and initiatives run by the PC Group.

You will be aligned with the global CRM and PE/PC sector teams and collaborate closely with colleagues across all practice areas in the region to help relationship partners and teams market the firm to key clients. You will have the ability to articulate key issues facing the PE/PC industries and the implications for A&O Shearman.

The candidate will be the main point of contact and oversee all day-to-day PE/PC business development support for our U.S. partners. This is an excellent opportunity for an experienced business development professional to take a lead role in a sizeable and strategically central practice area.

KEY RELATIONSHIPS

• Director of FI and PC (based in Boston)
• All U.S. business and practice development
• Global CRMs especially the PE/PC CRMs
• Global Head of Business Development - PC (based in London)
• Global Head of Client Insights (based in London)
• All partners and fee earners working in the PE/PC sector (North America)
• U.S. business development team as well as peers across the global business development, marketing and communications team

The role will involve practice strategy, pitches, market research, events and PR. There is also involvement in the day-to-day running of the business from a BD perspective, especially in relation to marketing processes management, planning, and execution.

ROLE AND RESPONSIBILITIES

• Play a key role in shaping the strategy and direction taken with the U.S. and Global PE/PC sectors including supporting priority client relationships.
• Work alongside the Relationship Partners (RPs) to implement retention and targeting initiatives to strengthen the relationship between the client and firm.
• Develop and execute client account plans to lend some structure to the relationship building efforts, and to map out the opportunities and coverage. Produce client-related business analysis including client strategy, client structures, revenue, and profitability (including gap analysis), relationship mapping, market share, competitor activity, developments in the client's markets and client needs analysis. Oversee the maintenance of a flow of market/client intelligence (including key client contact moves and developments) to partners and associates to help identify client talking points and engagement opportunities.
• Take the lead role in or oversee a BD Co-Ordinator in preparing proposals, pitch presentations and credentials statements for. 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.
• Support client listening programs with the Global head of Client Insights; carrying out pitch debriefs, matter reviews, relationship reviews and market studies to inform our client and BD strategies. Assimilate the feedback into reports for the relevant partners, and proactively work with the partners to ensure that the feedback in the report is actioned appropriately.
• Reporting to senior management and client teams on the progress and achievements of the PE/PC sectors and priority clients in the region.
• 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.
• Lead the development of regional PE/PC campaigns, content, and knowhow by feeding back client intelligence and perspectives on key hot topics, priorities, and strategies. Work with the global PE/PC sectors BD team and other BD peers to assess and implement suitable PE/PC focused campaigns to build the firm's profile.
• Market and client research in supporting business-planning activities and ensure partners are briefed in advance of client meetings.
• Develop an understanding of the firm's alternative delivery offerings and work with the relationship management team to recommend the right solutions for PE/PC clients.
• Assist in developing secondment strategies and managing secondees for our clients.

KEY REQUIREMENTS

• Minimum of 5 years of professional services or sector experience working in a high-profile, fast-paced environment.
• Excellent written and verbal communication skills; high attention to detail and strong client focus.
• Excellent interpersonal and influencing skills - with partners, key associates, and business development colleagues, clients and suppliers, including selling concepts and presenting to senior management.
• Strong project management skills with the ability to prioritize effectively while working on multiple conflicting deadlines.
• Proven track record of achieving strategic business objectives and using this experience to determine people and financial resources required for specific projects.
• Experience with budgeting, including writing business cases, is a plus.

This role is open for individuals based in New York, Boston, Dallas, or Houston. For individuals assigned to or hired for this opportunity in New York, the estimated annualized base salary range for this position is $157,000 -$206,000. The actual base salary offered will depend on the overall qualifications of the individual applicant for the position and other job-related factors permitted by law.

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