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Senior Client Growth Manager - Intellectual Property
Minneapolis,MN
SUMMARY: Barnes & Thornburg's Client Growth team is focused on enhancing and enabling revenue creation for the firm and its attorneys though inside sales and business development support throughout the sales lifecycle. The Senior Client Growth Manager – Intellectual Property will serve as a key professional in the Client Growth department in the execution of the firm’s strategic growth plan. This position is responsible for determining strategic initiatives for the Intellectual Property Department that are needed to drive revenue. This role leads a team of business development professionals that will work alongside the Senior Client Growth Manager – Intellectual Property to execute strategic objectives and key results necessary to help attorneys make efficient and informed decisions on how to target new business and cross-sell existing clients within the firm. This individual will supervise a Client Growth Manager – Intellectual Property and a Client Growth Specialist to assist with client growth initiatives.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Leads and supervises a cohesive, high-performing team that will work proactively and collectively with the assigned practice areas to develop and support initiatives that help drive new business from existing clients and prospects and works with other Senior Client Growth Managers to adopt best practices across all supported groups.
Serves as the primary point of contact for the Intellectual Property Department chair and practice group leaders with respect to client growth efforts. Plays a critical role in determining important projects that require additional department and Firm support – and advocates as necessary for appropriate strategic initiatives. Additionally, this person will work in a peer relationship with the department’s Practice Director on cross- discipline projects identified in the strategic plan.
Responsible for having a robust understanding of supported departments and practice groups, including the products and services they offer to the firm's clients, to effectively relay this experience and identify potential synergies where existing experience can be applied to other clients and prospects including alignment and introduction of key practitioners able to meet niche needs.
Consistently provides business development advice and guidance to attorneys that demonstrates a sound understanding of the nature of the work and experience of the lawyers in the assigned practice groups and working groups; including but not limited to coaching (holistically and for specific leads).
Drives business development goals of assigned groups, including support in identifying business leads and opportunities, expanding existing client matters, and identifying and pursuing cross-selling.
Participates in the creation of department and practice specific business development plans as required by the Intellectual Property Department leadership team and serves as the primary point of contact for the execution of all objectives and key results identified within that plan.
Annually and as needed, helps guide attorneys in setting strategy for increased exposure on the national stage, including with conference participation, speaking engagements, panel appearances and in-house client programs that have clear directives and methods for measuring return on investment.
Invests significant support time in onboarding lateral attorneys to ensure access, resources, and coaching are provided; thereby, ensuring immediate production of revenue by the new attorney. This includes participation as deemed appropriate by practice leadership in the direct interviewing of potential lateral candidates.
Remains up-to-date on legal and industry trends to proactively identify ways for the groups to differentiate themselves within the marketplace and identify new, niche, areas for the firm to explore.
Regularly prepares pitches and proposals for the assigned group to ensure that Barnes & Thornburg is putting forward its best experience, frequently working with the Legal Operations department to incorporate pricing proposals. Serves as quality control to content and collected experience management of each area of support. Executes RFP responses and provides post-response coaching on closing and panel awards.
In many cases, works with the firm's Client Growth and Marketing Team, which includes sub-teams for Communications, Public Relations, Event Management, and Graphic Design, to identify ways to deliver information to different audiences.
Strategizes and counsels the department and practice groups on appropriate client growth budget spending. Works closely with client growth team to accurately track ROI on spend and make recommendations on future spending.
The employee must be able to perform all essential job duties and responsibilities of this position satisfactorily and as outlined, with or without reasonable accommodations. Reasonable accommodation requests may be accommodated, absent undue firm hardship
KNOWLEDGE, SKILLS AND ABILITIES REQUIRED:
The position requires a minimum of (5) years of increasingly responsible, directly related experience in legal or similar consulting or Intellectual Property service industries during which the necessary knowledge, skills and abilities were attained
Strong business and business development acumen
Demonstrated project management experience is an asset to this role
The position requires a Bachelor’s Degree, or in lieu of a degree, 10+ years of progressive experience in a similar role
A JD, MBA or other related advanced degree may substitute for required experience
Demonstrated ability to build strong working relationships across all levels of the organization and work effectively both independently and with others in a cooperative, enthusiastic and friendly manner to accomplish position functions and participate in team efforts
Ability to adapt to changing priorities and maintain a productive and committed work effort, meeting deadlines and managing workload
Demonstrated ability to communicate persuasively, both orally and in writing, on a prepared and extemporaneous basis with clients, lawyers, and staff
Ability to leverage research and competitive intelligence to identify business opportunities and support go-to-market strategies
Ability to appropriately delegate work to others to meet deadlines, goals and objectives, develop skills and knowledge of others, build capacity and productivity of department
Strong knowledge of and familiarity with legal and business environments
This job description is intended to describe the general requirements of this position. As such, it is not designed to cover or contain a comprehensive listing of job duties or responsibilities required in this job. Subject to firm needs, duties and responsibilities of this position may change at any time, on a temporary or permanent basis, and with or without notice.
WORKING CONDITIONS:
Normal office environment with little exposure to excessive noise, dust, temperature and the like.
On-site presence is required.
The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of essential functions, responsibilities or requirements.
Equal Employment Opportunity and Diversity Statement
Barnes & Thornburg is committed to equal employment opportunity in both principle and as a matter of policy. We will recruit, hire, train, promote, compensate and provide benefits to all applicants and employees without regard to ancestry, sex, race, color, ethnicity, national origin, gender, age, religion, religious creed, mental and/or physical disability, medical condition, military and/or veteran’s status, genetic information, marital status, sexual orientation, gender identity and/or expression, or any other basis protected by applicable federal, state and local laws. This policy applies to all recruiting, hiring, promotions, upgrades, layoffs, compensation, benefits, terminations and all other privileges, terms and conditions of employment. The firm complies fully with all federal, state and local equal employment opportunity laws. Job Ref: 15096