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Function

The BDMC function works closely with our Clients, 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 client relationship management
• Lead market & client intelligence efforts to identify growth opportunities and drive business development through these, creating new service line opportunities in industry and practice groups
• Channel the Baker McKenzie brand, identity and culture through a single communications voice

Role purpose

To manage the strategic focus of revenue-driving activities of a cross-section of practice areas within the Asia Pacific (AP) Transactional Practice Group (TPG) – M&A, Private Equity, Real Estate & Capital Markets. This role is instrumental in developing a strategic, market-leading BDMC business-partnering capability that enables the practice groups to win, retain and grow business through consistently high standards, tailored pitches, as well as strong key client relationships, and account management

Main responsibilities

• Work with the AP Practice Group Leaders and Steering Committees, Fee Earners as well as Expert Functions and Global End-to-End Services to proactively plan and deliver a compelling BDMC strategy for the Practice Groups across AP offices; understanding regional market needs and dynamics.
• Develop and deliver high quality cross-border client events to position the Firm as a market leader in specific areas of Transactional Practice Groups, targeting carefully selected existing key clients and new clients, with strong focus on ROI tracking, profitable revenue generation and increasing brand profile.
• Working with the AP Proposals team and other BD colleagues to deliver winning major cross-border pitches and proposals for the regional Practice Groups and engage with other team members as appropriate
• Drive revenue opportunities by deploying cross-practice products, prioritised industry groups and client solutions ensuring that the appropriate key Practice Group clients are being targeted with thorough ROI tracking
• Working with the Practice Group Steering Committees to regularly review activities during conference calls and face to face meetings; produce analyses of activity versus plans, demonstrating value add of activities undertaken; producing and interpreting financial/fee reports; monitoring expenditure against budget. Input to Practice Group strategy meetings.
• Focus on growing PG specific work from key clients and contribute proactively towards client development strategies, identifying growth opportunities and working closely with client managers
• Partner closely with our expert BDMC functions (Key client management, Communications, Pitch Excellence & Pursuits, Pricing Excellence, Global Practice Groups) to ensure our in-region media engagement, proposal preparation and pitch training for attorneys, pricing options and alternative fee arrangements strategies align with the requirements of the regional business as well as global best practice
• Stay on top of business, industry, clients and competition intelligence and keep Partners informed of recent trends and opportunities which are helpful for developing business
• Ensure regular best practice and success stories sharing with GPGs and in-market BD colleagues, providing guidance on regional priorities and proactively exploring collaboration and alignment efforts
• Provide mentoring and coaching to the dedicated BD Coordinator and other junior members of the team
• Provide guidance to our Communications professionals to drive both internal and external communications for practice development in locations across AP, local and social media to channel the Baker McKenzie brand, identity and culture through a single, uniform and strategically consistent communications voice

Travel requirements

Occasional travel to AP offices

Technical skills, qualifications and experience

• Technical corporate knowledge, experience in professional services would be an advantage
• Masters or equivalent degree in business administration, marketing,  or similar qualification an advantage
• Fluent English essential, both written and oral English fluency
• Excellent organisational and project management skills
• Team spirit essential, ability to work collaboratively across teams