Senior Client Development Manager – Peerpoint

Allen & Overy; Abu Dhabi; On-site; AED 180,000 - 250,000; Full time

Job summary

Allen & Overy recrute un responsable de développement affaires pour rejoindre l'équipe de Peerpoint à Abu Dhabi, gérant le processus de vente client et développant des relations stratégiques. Le rôle exige une solide expérience en gestion client et la capacité de travailler dans un environnement orienté vers les performances. Rejoignez une entreprise leader pour transformer la manière dont sont livrées les solutions juridiques.

Benefits

Exceptional training and development opportunities

Inclusive work environment

Qualifications

• Expérience dans un rôle de développement commercial en face-à-face.
• Compétences de négociation sur des processus de vente complexes.
• Capacité à travailler avec des objectifs de revenus.

Responsibilities

• Gérer le processus de vente client de bout en bout.
• Développer des relations avec les clients, y compris des conseils juridiques senior.
• Identifier de nouvelles opportunités de clients et participer à des négociations commerciales.

Skills

Commercial attitude

Client management

Negotiation

Analytical judgment

Leadership

Education

Experience in professional services or recruitment management

Job description

With the full backing of A&O Shearman and its global network, Peerpoint finds bespoke talent solutions that drive meaningful impact – for people’s careers and businesses alike. Our comprehensive understanding of each is our differentiator, enabling us to deliver outcomes that are unrivalled. Industry recognised, we are proud to be the leading platform for self-directed consultants, those seeking to develop a portfolio of experiences by taking on challenging roles working in-house with clients, A&O Shearman practice groups and select private practices. A dynamic, autonomous and significant business within A&O Shearman’s Advanced Delivery & Solutions (AD&S) portfolio, Peerpoint is a fun and rewarding place to work and is leading the way in introducing real change and opportunity for legal professionals and clients alike.

The Peerpoint Team in the Middle East comprises operational functions that span recruitment, consultant management and client development. The recruitment team attract, select and assess suitable high calibre talent to join the Peerpoint panel. The consultant management team is a commercial consultant and client focused team who sit at the heart of the business, at the intersection of panel talent and clients. The client team source and manage Peerpoint’s client opportunity book, both within A&O Shearman and externally.

The role is responsible for managing the end-to-end client sales process, which includes : sourcing and effectively qualifying new client leads; pitching to clients for business; establishing new and long-term client relationships; taking the client brief; sourcing suitable legal consultants; negotiating commercial terms; and closing the deal. It is a fast-moving sales process that requires an individual with drive, tenacity, strong organisational skills and excellent client management ability.

We are looking for an intellectually curious, commercially astute and client focused individual to join us for this very exciting next phase in the Middle East business’ growth. If you are excited by the prospect of working directly with Heads of Legal, Compliance and legal operations to help deliver resourcing solutions for their teams, if you like to see the impact of your work and enjoy working in a collaborative and team focused environment then we would love to hear from you!

Role and responsibilities

• Working closely with the Senior Business Manager and Head of Market for the Middle East to implement the Peerpoint strategy for the region, including the following :
• Acting as a Peerpoint ambassador in the Abu Dhabi office, building and developing the Peerpoint relationship with key internal stakeholders including partners, business development teams and lawyers.
• Working closely with partners and business development teams to ensure client engagement of Peerpoint is part of the wider A&O Shearman relationship. Identifying new client opportunities, sharing client insights and cross-selling to existing and potential clients.
• Acting as a senior champion and brand ambassador in the market at industry events. Delivering high growth strategic priorities for the business, including the development and management of Abu Dhabi accounts and associated engagement.
• Managing senior client relationships (General Counsel and Head of Legal) in a consultative and advisory capacity.
• Collaborating with the global Peerpoint client teams to cross-sell business and facilitate introductions to other regions where possible.
• Working closely with the Senior Business Manager and Head of Market, providing support with team management, operational and strategic priorities, and sales pipeline delivery.
• Taking an active role in identifying and delivering process improvements and efficiencies in our client sales process and placement delivery.
• Leading meetings with your key client contacts and developing strong relationships throughout the organisation.
• Effectively qualifying leads and new opportunities from existing and potential clients.
• Developing new business within your accounts and with new clients to drive growth.
• Taking comprehensive briefs from clients regarding their resourcing requirements.
• Sourcing and ‘matching’ suitable candidates from our panel of consultant lawyers to your client engagements.
• Running commercial negotiations with both clients and consultants.
• Alongside the consultant management team providing ongoing support to consultants whilst they are on placement.
• Creating and rolling out strategic business development campaigns to attract new clients, increase market presence and grow our existing client base.
• Maintaining visibility of global and cross team priorities to drive efficiencies and revenue growth within the client team.
• This role may involve line management responsibilities.

Key requirements

• Management experience in a client-facing business development role, ideally in a professional services environment or experience managing recruitment processes in a quality, high-touch environment in-house or agency side.
• Experience successfully managing a sales process and leading on complex negotiations, while delivering excellent client service and building strong peer-to-peer relationships in a consultative sales role.
• Ability to work in a high performing environment with revenue targets, while channelling the ethical values of Peerpoint in order to deliver the highest standard for our clients and consultants.
• A pragmatic and commercial attitude, with excellent communications skills and analytical judgement.
• An inspirational team player and leader with proven ability to lead a team with trust.
• Entrepreneurial outlook and passion for continually improving processes and client delivery.

A&O Shearman is a new global industry-leading law firm, with 48 offices in 28 countries worldwide. Our fluency in English law, US law, and the laws of the world’s most dynamic markets, enables us to provide unmatched insight and seamless delivery to clients. We work on challenging and important deals and disputes that have the potential to shape the future.

We offer exceptional opportunities for our people; opportunities to work for the world’s leading businesses; to transform the status quo, and to deliver your best work, helping you and your career to thrive, while delivering unparalleled outcomes for our clients.

Whether you're helping clients solve complex challenges, transforming the ways we manage our business, or ensuring the smooth-running of our operations, this is an environment where you can belong and excel. We provide first-rate training and development, we are committed to an inclusive environment, and we provide support and ways of working that help you optimise your wellbeing.

What truly defines a career with us? We recruit the best and ask for the best of you. And together, we will redefine success.