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About the role

Role Title

Global Client Pursuits Manager,  AP

Business Services Function

Business Development, Marketing & Communications (BDMC)

Role Type

Full-time

Location

Hong Kong

Role background and purpose

The Global Client Pursuits (GCP) team in AP requires strong managers with excellent panels and bids experience, to lead key client pitch processes, collaborating and sharing best practice, engaging in process development and training

The manager will become a permanent member of the high performing team of pitch professionals in AP who manage the firm's most strategic, pitches and panels for key clients and regional pursuits.

Pitches are high value, multijurisdictional (generally global) and multi-practice. Between managing large panels and complex proposals there is also a requirement to manage or oversee the management of "BAU standard" proposals working with more junior team members in collaboration with BDMC colleagues.

The team is part of the global GCP team which is undergoing a dynamic transformation and works with regional expert teams in EMEA and NA and "follow the sun" shared service centers in Manila, Tampa and Buenos Aires.

Main responsibilities

• Serve as the lead on key pitches, managing the proposals process from start to finish (writing and project management).
• Conduct opportunity assessment discussions, proactively develop and manage client-centric key messages/content and marshal resources to ensure that proposals of superior quality are delivered on time.
• Provide coaching/training for partners, lawyers and BD/marketing professionals around all aspects of pitch and presentation best practice.
• Conduct post-pitch debrief meetings feeding back key points to the business to facilitate further learning and development.
• Collaborate with Global Client Pursuits colleagues worldwide to follow the sun on pitches where needed and share best practice.
• Create detailed briefs and provide coaching for center-based team members to produce fit-for-purpose draft proposals and formatting/design requests leveraging pitch content automation technology and the Service Now tool.
• Coach, train, develop and oversee more junior team members.
• Contribute to best practice sessions and writing thought leadership for e.g. for the Pitchperfect blog and Baker World intranet pages
• Become deeply familiar with the Baker resources and team, leveraging the proposal process for bids/pitches and panel proposals for high value and key client opportunities.
• Team with GCP colleagues worldwide (within AP and across our other regional hubs in NA and EMEA) to deliver on pitches where needed following the sun and sharing best practice.
• Collaborate with BDMC professionals worldwide including client managers, industry and practice group BDMs and in-market BDMs to leverage client intelligence, practice and industry know how, case studies and credentials.
• Engage with other Professional Services teams e.g. pricing strategy, legal project management and knowledge to deliver profitable and added value solutions.

Travel requirements

Mainly office based; occasional travel

About the team

Function

The BDMC function works closely with our Partners and leadership teams to:

• Increase our revenue, profitability and share across markets, industries and clients
• Enable us to win, retain and grow business through powerful pitches, engaging thought leadership and strong relationship management
• Lead market & client intelligence efforts to create new service line opportunities in industry and practice groups
• Channel the Baker McKenzie brand, identity and culture through a single communications voice

You will report to

An AP Senior Manager, Global Client Pursuits

Your direct reports, if any

May have specialists and coordinators reporting

Key relationships

• Partners, lawyers
• Global Client Pursuits team colleagues
• BDMC colleagues
• Professional Business Services colleagues including Pricing, Legal Project Management, Finance, Human Resources and Knowledge Management

About the candidate

Technical skills, qualifications and experience

• Bachelor's degree
• Extensive experience in BD/ communications in the professional services, with significant hands-on experience in proposal development
• Organisation, project management and ability to handle multiple projects simultaneously
• Strong interpersonal skills to work with/manage remote teams of partners, lawyers and BD/marketing professionals
• Persuasive and diplomacy skills; ability to deal autonomously with highly intelligent and demanding stakeholders at all levels; manage multiple pitch requests, assess opportunities and provide direction
• Client service focus, flexibility, can-do attitude; motivated and enthusiastic; personal drive and energy
• Gravitas to coach and influence
• Serve as a role model for more junior team members

Personal qualities

These personal qualities represent the shared characteristics of high performers across Baker McKenzie, regardless of job level and location

Know how

• Keeps across key developments in all relevant areas and demonstrates  the ability to develop substantive authority in relation to the Firm's specialist fields
• Demonstrates the ability to identify the real issue, and to anticipate requirements and potential consequences; distils a range of possibilities by thinking in a considered, prudent manner
• Able to move through a variety of tasks requiring different approaches, knowledge, and expertise, with agility of mind and capacity for analysis and synthesis

Dedication

• Driven by a strong personal sense of integrity and upholds exemplary quality standards
• Prepares thoroughly, takes responsibility, uses initiative and is self-reliant to ensure work progresses to the fullest extent possible
• Hardworking and diligent with a keen understanding of client demands
• Demonstrates composure when dealing with difficult situations

Personal Impact

• Creates a positive impression at all times; develops relationships through collaboration and reciprocity
• Negotiates to achieve outcomes that are mutually satisfactory; shows good judgement on when to stand strong and when to compromise
• Invests in, nurtures and builds a network of productive relationships

Humanity

• Respectful to others, regardless of their position, and earns the respect of others by being transparent
• Has care and concern for others and a genuine interest in others as people
• Treats delicate or confidential issues with grace and discretion. 

About Baker McKenzie

Baker McKenzie helps clients overcome the challenges of competing in the global economy. We solve complex legal problems across borders and practice areas. Our unique culture, developed over 65 years, enables our people to understand local markets and navigate multiple jurisdictions, working together as trusted colleagues and friends to instill confidence in our clients. This is an exciting time to join us as we invest in and further develop our Professional & Business Services organisation, providing rewarding and challenging career opportunities in all of our world-class business functions.

We are committed to promoting diversity and inclusion for all. Our unique international culture is reflected in the drawing together of a worldwide family of individuals from diverse cultures and backgrounds in all of our offices. We encourage the best people - regardless of race, religion or belief if any, gender, gender identity, disability, sexual orientation or age - to fulfil their professional aspirations with us.