Business Development Manager

Sacbar; Menlo Park, Northern (CA, KY); On-site; USD 120,000 - 180,000; Full time

Job summary

Exponent is seeking a talented Business Development Manager, Client Services to join our growing Business Development team in Menlo Park, CA or Los Angeles, CA. You will leverage your network to develop new opportunities and maintain key relationships to support the growth of Exponent’s consulting services, with a focus on the legal market.

Reporting to the Director of Marketing, you will connect leads to the Exponent consultancy, expand the legal client base with top law firms and in-house

Qualifications

• Bachelor's Degree; MBA, MS or JD preferred.
• Experience with engineering or scientific consulting, law, or management consulting preferred.
• B2B professional services sales experience, particularly to the legal industry.
• Track record of responsibility and success; minimum 8 years professional level experience in business development, client relationship management, sales and/or account management.
• Excellent communication (verbal and written), follow up, presentation and interpersonal skills.
• Ability to travel up to 30-60% of time, nationally and on some occasions internationally.
• Ability and interest in connecting with people, self-starter with ability to work independently.
• Experience marketing to attorneys; sales within the legal market.
• Familiarity with CRM, Vantagepoint (Deltek). Fluent in AI transformation and implementing basic LLMs for efficiency.

Responsibilities

• Learning what the Exponent consultancy does quickly and how to pitch their 90+ scientific and engineering disciplines.
• Leveraging your network and connecting leads to the Exponent consultancy.
• Expanding Exponent’s legal client base through targeting, prospect identification, and lead development.
• Developing, expanding and maintaining your portfolio of personal client relationships with top law firms and in-house counsel to drive substantial revenue growth for the firm.
• Supporting the execution of business development strategy for key corporate growth initiatives.
• Maintaining and updating client relationship management (CRM) system database and support analysis of marketing and sales activity reports as needed.
• Innovating account-based sales strategy and tactics, leveraging CRM data.
• Support client requests or inquiries and work to identify and connect qualified consultants to respond to these opportunities.
• Securing, coordinating and managing presentation of continuing education seminars for law firms, insurance carriers or other professional associations.
• Leading, organizing, and attending client-related professional and social functions
• Leading consultant activities regarding conventions and events as needed to promote the company and our services in all regions.
• Managing other members of the business development team.

Skills

Client relationship management

Sales leadership

Communication skills

Network leverage

Account-based selling

Presentation skills

Travel readiness

CRM (Vantagepoint/Deltek)

AI/LLM knowledge

Marketing to attorneys

Education

Bachelor's degree

MBA/MS/JD preferred

Tools

Vantagepoint (Deltek) CRM

Job description

Exponent is looking for a talented Business Development Manager, Client Services (BD Manager) to join our growing Business Development team in Menlo Park, CA or Los Angeles, CA.

Reporting to the Director of Marketing, the BD Manager will leverage their existing network, develop new business opportunities and maintain key business relationships to support the growth of Exponent’s consulting services and represent the Exponent brand in the marketplace, with particular emphasis on the legal market.

The BD manager will be client-facing without regional constraints. Their primary objective will be to create business outcomes, increasing market share by connecting their existing network to the Exponent consultancy, targeting new client prospects and developing relationships, effectively leveraging sponsorships or strategic organizational partnerships, supporting client pursuits and developing a new portfolio of client relationships with in-house and outside counsel to drive revenue growth.

You will be responsible for:

• Learning what the Exponent consultancy does quickly and how to pitch their 90+ scientific and engineering disciplines.
• Leveraging your network and connecting leads to the Exponent consultancy.
• Expanding Exponent’s legal client base through targeting, prospect identification, and lead development.
• Developing, expanding and maintaining your portfolio of personal client relationships with top law firms and in-house counsel to drive substantial revenue growth for the firm.
• Supporting the execution of business development strategy for key corporate growth initiatives.
• Maintaining and updating client relationship management (CRM) system database and support analysis of marketing and sales activity reports as needed.
• Innovating account-based sales strategy and tactics, leveraging CRM data.
• Support client requests or inquiries and work to identify and connect qualified consultants to respond to these opportunities.
• Securing, coordinating and managing presentation of continuing education seminars for law firms, insurance carriers or other professional associations.
• Leading, organizing, and attending client-related professional and social functions
• Leading consultant activities regarding conventions and events as needed to promote the company and our services in all regions.
• Managing other members of the business development team.

You will have the following skills and qualifications:

• Bachelor’s Degree. MBA, MS or JD is preferred.
• Experience with engineering or scientific consulting, law, or management consulting is preferred.
• B2B professional services sales experience, particularly to the legal industry.
• Track record of responsibility and success; minimum 8 years professional level experience in business development, one-on-one meetings, client relationship management, sales and/or account management.
• Excellent communication (verbal and written), follow up, presentation and interpersonal skills.
• Ability to travel up to 30-60% of time, nationally and on some occasions internationally.
• Ability and interest in connecting with people, self-starter with ability to work independently.
• Ability to learn relevant platforms used by the department, in particular our CRM, Vantagepoint (Deltek). Fluent in AI transformation and implementing basic LLMs for efficiency.
• Direct experience with marketing to attorneys.
• Experience with sales within the legal market.