Client Relations Manager

Covington & Burling LLP; Greater London; On-site; GBP 60,000 - 90,000; Full time

Job summary

Covington & Burling LLP in London seeks a strategic Client Relations Manager to identify opportunities to expand key client relationships. You will work closely with senior lawyers and the global BD team to support programs that maximize value across regions.

The role requires 5+ years in professional services marketing or business development, excellent communication, and leadership. You will manage client plans, prepare pitches, and use dashboards and Salesforce to drive measurable growth and

Qualifications

• Bachelor's degree in business, marketing, communications or related field.
• MBA a plus.
• Minimum of 5 years of experience in professional services marketing and business development, law firm experience desirable.
• Substantial involvement in client targeting or business generation initiatives is preferred.
• Excellent interpersonal, written, and oral communications skills.
• Demonstrated leadership, initiative and ability to work under deadlines with competing priorities.
• Advanced knowledge of Excel, PowerPoint, and Word; Salesforce experience a plus.

Responsibilities

• Support relationship managers to meet benchmarks and implement best practices for key account management.
• Develop, execute, and benchmark annual client plans to expand in strategic growth areas.
• Facilitate regular meetings between RMs, senior stakeholders, and key clients.
• Identify opportunities with individual clients and connect lawyers to pursue them.
• Promote use of marketing dashboards to spot opportunities and drive annual plan objectives.
• Collaborate with BD/Marketing teammates for coordinated RM approaches.
• Analyze industry and client data to identify potential client needs and support RM initiatives.

Skills

Relationship management

Business development

Marketing & BD

Salesforce

Excel

PowerPoint

Communication

Education

Bachelor's degree in business/marketing/communications

Tools

Salesforce

MS Office

Job description

We are looking for a strategic, detail and results-oriented Client Relations Manager to identify and pursue opportunities to expand key client relationships. This high visibility role works closely with senior lawyers, and collaboratively with the firm’s global business development team, as well as other internal departments to support systematic programs and initiatives to leverage the highest value expansion efforts globally.

The position sits in London and reports to the Associate Director of Client Relations, based in New York.

Duties & Responsibilities

Relationship Management Program

• Support relationship managers (RMs) to meet established benchmarks and implement industry best practices for key account management.
• Work with RMs to develop, execute, and benchmark against annual client plans to expand in strategic growth areas.
• Facilitate regular meetings between RMs, senior stakeholders, and key clients.
• Identify opportunities with individual clients and connect appropriate firm lawyers to pursue these opportunities.
• Evangelize use of marketing dashboards as a daily management tool to spot opportunities for collaboration and pursue objectives in annual plans.
• Collaborate with other Marketing & Business Development (BD) team members to assure coordinated approaches to RM clients with key firm initiatives.
• Analyze industry, client, legal, and market data to proactively identify potential client needs. Support RM-related initiatives, including client events, CLEs, and briefings.

Business Development & Marketing

• Project manage efforts around new business generation with existing and new clients.
• Proactively work with the BD team on pitches, RFPs, and RFIs including relationship overviews, applicable successes, and experience lists.
• Conduct preparatory sessions with attorneys prior to client meetings. Track win/loss record.
• Create compelling pitch materials, including by managing contributions of junior members of the client relations team.
• Leverage market research, data, and digital tools to analyze market opportunities and to assist attorneys/groups in preparation for client meetings.
• Teach junior client relations team members the correct protocols for organizing and maintaining RM and key client plans, notes, emails, and details in Salesforce. Monitor compliance.
• Other responsibilities as assigned and required. Timely and regular attendance.

Qualifications

• Bachelor’s degree required, ideally in business, marketing, communications, or related field. MBA a plus.
• Minimum of 5 years of experience in professional services marketing and business development. Demonstrated background of accomplishment in marketing and business development. Previous law firm experience is desirable.
• Substantive involvement in client targeting or business generation initiatives is preferred.
• Excellent interpersonal, written, and oral communications skills.
• Demonstrated leadership and initiative.
• Creative, value-added orientation.
• Proven ability to work effectively and collaboratively and to provide high-quality work product while managing tight deadlines and competing priorities.
• Advanced knowledge of Excel, PowerPoint, and Word. Experience with Salesforce is a plus.

Status: Exempt

Location: London

Reports To: Associate Director of Client Relations