Business Development Manager

ABOUT GOWLING WLG

At Gowling WLG, our dedication to excellence and quality service begins with our people. As a global law firm with offices across Canada, the U.K., Europe, the Middle East and Asia, we pride ourselves on sourcing and retaining top talent who bring energy, passion and commitment to the delivery of outstanding client service.

Employee satisfaction is important to us. We work hard to ensure that our people are motivated, engaged and empowered. We are guided by our firm’s Core Values - The Power of Teamwork, Always Striving to be Better, We all Bring Something Different - in all that we do.

Diversity, equity, and inclusion are an integral part of our firm’s core values. We are always striving to build a more equitable, engaging and rewarding workplace by attracting and retaining talented people from a diverse range of backgrounds, cultures and experiences. Our aim is to help everyone reach their full potential and achieve their personal and professional goals.

PROFILE

The Business Development Manager plays a critical role in supporting the Firm’s revenue, profitability, client and market growth within specified industries. This role transcends traditional business enablement and coordination functions, focusing holistically on market intelligence, proactive opportunity identification, account strategy and planning, go-to-market, and the execution of high-value pursuits. The ideal candidate must be client-centric, a strategic thinker with strong business acumen and deep knowledge of industries, a skilled relationship builder, and a data-driven professional who can effectively translate market insights into actionable business development strategies that help grow the business.

RESPONSIBILITIES

1. Market Intelligence & Analysis:

• Conduct in-depth and ongoing market and client research and analysis to identify needs, emerging trends and competitive landscapes to inform potential growth opportunities within targeted sectors.
• Develop and maintain a comprehensive understanding of client and industry needs, legal practice areas, market dynamics, and competitor activities.
• Provide actionable insights and recommendations to industry and sector groups and leadership based on market analysis.
• Utilize CRM and other data sources to generate reports and dashboards that inform business development and growth strategies.
• Leverage existing financial systems to extract reports, develop in-depth business analysis and identify client, market and business growth opportunities.

• Proactively identify and recommend new business opportunities through market insights and analysis, go-to-market initiatives and cross-firm collaboration, mobilizing resources to drive action once aligned.
• Collaborate with partners to develop targeted outreach strategies and cultivate and deepen relationships with clients, prospects and key decision-makers.
• Build client programs and sales initiatives that align with the Firm’s profitability drivers and strategic plan to protect and grow the existing base, enable effective cross-sell and collaboration, and drive new revenue through must-win client opportunities and innovative pursuits.
• Monitor and track industry developments and regulatory changes that may create new business opportunities and swiftly seize them when they arise.
• Develop, manage and execute annual business and go-to-market plans for sector and industry groups, ensuring there is an aligned action/initiative roadmap that delivers on the sector’s growth goals.
• Measure and evaluate the effectiveness of business development strategies and initiatives with a focus on creating impact; adjust plans as needed to achieve desired outcomes.
• Represent the Firm at industry events, conferences, and seminars; engage in networking activities and develop strategic partnerships to promote the firm’s services and expand its client base.

• Build and execute strategic account plans for designated key clients within sectors, focusing on deepening relationships and expanding services.
• Conduct regular client reviews to assess satisfaction, identify needs, and explore opportunities for cross-selling and up-selling.
• Serve as a trusted strategic advisor to partners and primary contact for sector-specific inquiries and engagements, bringing insights, foresight, solutions, and measurable value to their growth efforts so they can focus on servicing client needs.
• Develop a strong understanding of clients, sectors and practices to facilitate collaboration between internal groups and stakeholders and bring the best of the full Firm to our clients.

• Lead and support the development of strategic pursuit plans for high-value opportunities in designated sectors, including proposal development and presentations; ensure pursuits align with client needs, solve business problems and uniquely showcase the Firm’s expertise.
• Collaborate with partners and associates to create innovative and compelling proposals, pitches and presentations that effectively communicate Gowling WLG's capabilities, value and differentiation - pursuits are sharper, more compelling, and more client-relevant because of your involvement.
• Manage the pursuit process with active involvement and accountability, ensuring timely and effective execution of all activities.
• Track and report on the success of strategic pursuits, analyzing wins and losses to identify areas for improvement.

• Support relevant sector and industry groups with initiatives that strengthen go-to-market execution, offer cross-sector collaboration, and deliver measurable ROI through events, conferences, and strategic recognition opportunities.
• Facilitate knowledge sharing and collaboration among practice groups and business development professionals.
• Support the implementation and adoption of CRM, reporting systems, sales training programs, and other tools and technologies.
• Bring a commercial lens, balancing ambition with pragmatism to create impact.

QUALIFICATIONS

• Bachelor's degree in business, marketing, or a related field; MBA or advanced degree preferred.
• 7+ years of experience in business development, sales, or marketing within a professional services environment; sector/industry experience considered.
• Proven track record of success in identifying and closing new business opportunities, including interpreting financial information to create actionable sales strategies.
• Possess deep industry knowledge and understanding of the designated sector or industry group(s) with the proven ability to navigate and leverage industry dynamics.
• Strategic thinker with a results-oriented mindset.
• Excellent communication, presentation, negotiation, and interpersonal skills – a skilled storyteller with the ability to persuade senior audiences.
• Highly accountable and proactive self-starter focused on delivering results.
• Ability to build and maintain strong relationships with clients and internal stakeholders.
• Superior analytical and problem-solving skills.
• Strong understanding of market research and analysis techniques.
• Skilled collaborator with the ability to connect and bring people and groups together, while also efficiently working independently.
• Deep understanding of marketing and go-to-market strategies and channels.
• Proficiency in CRM systems and other business development tools.

COMPETENCIES

• Strategic Thinking
• Client Focus
• Business Acumen
• Sales Methodologies
• Relationship Management
• Communication & Influence
• Analytical Skills
• Results Orientation
• Project Management

Gowling WLG employees benefit from a hybrid work environment.

The starting range for this role is $110,000 to $135,000. Starting salary will be determined based on an applicant’s individual skills, competencies and unique qualifications. Gowling WLG employees have the potential to exceed this range based on tenure and performance.

Gowling WLG is dedicated to building a diverse and inclusive workplace. If you have a disability or special need that requires accommodation at any time during the recruitment process, please let us know.

While we appreciate all applications received, only those candidates selected for an interview will be contacted.