Business Development Manager

Capsticks; Birmingham; On-site; GBP 65,000 - 90,000; Full time

Job summary

Capsticks seeks a senior Business Development Manager for Local Government to shape growth, drive client development and strengthen market position. You will partner with the Head of Local Government and sector leads to plan and execute campaigns, opportunities and major proposals.

You will lead integrated campaigns, manage client relationships at senior levels and collaborate with lawyers and the Bids team on strategic opportunities.

Qualifications

• Significant BD and marketing experience in legal, professional services or consultancy.
• Proven track record in growth strategies and account development.
• Experience leading BD input into complex bids, frameworks and major opportunities.
• Strong commercial acumen with budgets, pipelines and ROI.

Responsibilities

• Develop and implement the Local Government sector's growth strategy and annual plan.
• Lead sector campaigns, thought leadership, content, events and webinars.
• Advise on budgets, monitor pipeline, revenue and ROI for the sector.
• Own relationships with senior stakeholders and key clients.
• Collaborate with lawyers, Bids team and Framework Manager on major opportunities.

Skills

Strategic thinking

Stakeholder management

Leadership presence

Communication & presentation

Campaign management

Client relationship management

Data-driven decision making

Mentoring teams

Tools

CRM systems

Client intelligence tools

Management information dashboards

Job description

The Business Development Manager (Local Government) is the senior business development lead for one of the firm's fastest growing and most strategically important sectors. Working closely with the Head of Local Government, divisional sector leads, Framework Leads and Client Account Leads, the role is responsible for supporting the sector group to shape and deliver the sector's growth strategy, drive client development, strengthen its market position and generate sustainable revenue growth.

The role combines strategic advice with hands‑on delivery. Acting as a trusted adviser to senior stakeholders, the role will support business development planning, oversee major client development initiatives and drive market-facing campaigns. Working in partnership with the Head of Sector and divisional sector leads the role of the Business Development Manager is to:

• Support the development and delivery of the Local Government sector's business development and marketing strategy and annual plan, aligned with firmwide priorities, growth ambitions and investment objectives.
• Develop distinctive sector propositions, positioning and key messages, using market trends, client priorities, competitor activity and emerging opportunities to inform decisions.
• Advise on sector budgets, monitor pipeline, revenue and return on investment, and provide commercial recommendations to sector and business development leaders.
• Support monthly sector meetings with performance analysis, opportunity updates, client intelligence and clear action plans.
• Shape the approach for priority clients, strategic targets and growth opportunities, and drive the firm's Top Client Programme within the sector.
• Develop account, relationship and growth plans with Client Account Leads to deepen relationships, increase market share and support long-term retention.
• Partner with lawyers, the Bids team and Framework Manager on strategic opportunities, procurements, frameworks, panels and major proposals, including bid and stakeholder engagement plans.
• Support mobilisation and onboarding of major client wins, identifying opportunities for further growth.
• Lead integrated campaigns, thought leadership, content, events, roundtables, webinars and strategic engagement aligned with sector priorities and client needs.
• Work with Communications and Marketing colleagues to promote the sector, its lawyers and client successes, and coach senior lawyers on visibility and personal brand.
• Lead sector input into legal directories, awards and external recognition, while building relationships with Local Government bodies, membership organisations, influencers and stakeholders.
• Ensure Capsticks' social value credentials and wider proposition are represented consistently in campaigns, client development and strategic opportunities.
• Lead the sector's use of OnePlace and client intelligence systems, improving CRM adoption, data quality and accountability for client and opportunity information.
• Produce dashboards and management information, analysing client, campaign, pipeline and sector data to identify opportunities, risks and required interventions.
• Promote a data‑led, commercially focused approach and support pipeline forecasting and business planning.
• Act as principal business development adviser to the Head of Local Government and sector leadership, building trusted relationships with partners and senior stakeholders.
• Challenge and influence decisions constructively, focus activity on the greatest strategic and commercial impact, and drive accountability for agreed plans and objectives.
• Coach lawyers in client development, relationship management, networking and market engagement; identify cross‑selling opportunities; and share firmwide best practice.
• Lead, mentor and delegate effectively to junior Business Development & Marketing colleagues, ensuring consistently high-quality delivery.
• Strengthen team capabilities, tools and processes; share knowledge and best practice; and promote continuous improvement and innovation across the function.

Significant business development and marketing experience within a legal, professional services or consultancy environment.

• A strong track record of developing and delivering growth strategies within a sector, practice group or client‑facing business.
• Proven success in account management, client development and strategic relationship management.
• Experience of leading business development input into complex bids, opportunities, frameworks and major opportunities.
• Strong commercial acumen, including experience analysing financial performance, pipeline and growth opportunities.
• Experience managing budgets, business plans and performance reporting.
• Excellent understanding of the full range of business development and marketing disciplines.
• Experience using CRM systems, client intelligence tools and management information.
• Knowledge of Local Government, public sector organisations or regulated markets would be advantageous.

Skills and Behaviours

• Strategic thinker with strong commercial judgement.
• Exceptional stakeholder management and relationship‑building capability.
• Credible, confident and influential with senior stakeholders.
• Strong leadership presence and the ability to challenge constructively.
• Excellent communication, presentation and facilitation skills.
• Strong project and programme management capability.
• Analytical, insight‑driven and commercially minded.
• Innovative and opportunity‑focused.
• Highly organised, with the ability to manage multiple priorities simultaneously.
• Collaborative and team orientated.
• Resilient and comfortable operating in a fast‑paced environment.
• Passionate about client service, growth and continuous improvement.

Additional Requirements

• Flexibility to travel between offices, client locations and industry events.
• Occasional attendance at early morning, evening or external client events.
• Commitment to Capsticks' values and strategic ambitions.
• Willingness to act as an ambassador for the Local Government sector and the firm more