Group Business Development Manager
Location: Midlands, UK-wide travel
Reporting to: Marketing Director
Reporting to the Marketing Director, you will be responsible for the business development for all firms across the Metamorph group to enable the firms to gain competitive advantage and generate sales. You will lead the change in sales behaviour at Metamorph, with on the ground management (coaching and mentoring client facing teams) of generating sales through client-facing people and also leading the project on enquiry to sales conversion. This role is 95% focussed on sales in the private client legal sector, through lawyers not sales teams, and is focussed on changing behaviours.
You will lead business development (sales), and the role encompasses four areas:
- Sales strategy – work with practice heads on how to convert clients and look for other sales opportunities
- Coach & tutor client facing teams on sales techniques for their own practice areas, cross selling and new financial services
- Own and manage the Pre Sales process – working with client facing terms to convert enquiries and seek out conversion opportunities
- Sales framework – working with Marketing Manager to produce and roll out sales playbooks on selling into the client base (lifetime value)
B2B – work with B2B teams on sales strategy, in conjunction with inbound strategy, develop an outbound strategy and account management strategy
Sales Strategy
- Own the sales strategy, in conjunction with the Marketing Director, on sales conversions (new) and increasing sales into the client base (lifetime value)
- Develop with the practice heads and local office leaders the appropriate structures for how sales should look in their teams
- Work with senior leaders on the mix of inbound and outbound sales and develop roles for client facing teams (lawyers) and sales teams (if appropriate)
- Work, in conjunction with the Marketing Manager, on the selling into the database of lapsed clients, managing both inbound leads and outbound sales strategy
Coach and Tutor
- Working with individual lawyers to help them develop and deliver their personal business development plans, including coaching them on converting techniques and future sales (business development) opportunities – what to look out for and when
- Set training and development sales plans for both teams and individuals for what good sales looks like, both short term conversions and long term relationships
Pre Sales Process
- Work with teams to set conversion targets and outbound (chasing) protocols for sales leads (enquiries) once they’re on the system
- Work with individuals on training and structure for inbound calls and sales structure of how to manage objections – change the culture of indifference to new enquiries
- Manage inbound sales team (if appropriate) on converting client enquiries
- Work with Marketing Manager on what elements of the sales process are automated through CRM and where sales and client facing colleagues fit into it all
Sales Framework
- Input into the sales playbooks, on how to document the sales process
B2B
Work with B2B sales teams (SLC) and local commercial clients on what is required for B2B sales strategy and activity
Measurement
These are indicative measurements that will be specifically outlined in annual & quarterly SMART objectives.
- Enquiry conversion improvement from x to x, approx. £500k target
- Referrals from x to x. Approx £1.1m target
- New service (MFM) referrals. Approx £1m target
Key Attributes
- Inclusive and Open – engaging, encourages others, approachable, motivational in sharing their own knowledge and experience, embraces others
- Team Oriented – Reaches out to peers and cooperates with supervisors to establish an overall collaborative working relationship. Believes in there being no ‘I’ in team
- Results Focused – Plans, organises, schedules and budgets in an efficient, productive manner; Prioritises to achieve key objectives; Lives up to verbal and written agreements, regardless of personal cost; Moves quickly and takes a forceful stand without being overly abrasive
- Learning mindset – always looking to improve, finding different ways of doing things; developing self, efficient; Demonstrates ability to quickly and proficiently understand and absorb new information; Brings new ideas to the company
- Strong Work ethic -Possess a strong willingness and track record of working hard, prepared to go the extra mile to get the job done. Expects personal performance and team performance to be nothing short of the best
- Strategic thinking/visioning – Able to see and communicate the big picture in an inspiring way, Determines opportunities and threats through comprehensive analysis of current and future trends
- Experimental – Generates new and innovative approaches to problems
- Data Driven – Able to structure and process qualitative or quantitative data and draw insightful conclusions from it. Exhibits a probing mind and achieves penetrative insights
Key Skills
- Able to influence and persuade through demonstration of experience and knowledge
- High attention to detail and strong client focus
- Able to coach and work with colleagues remotely
- Good presentation skills
Required Education/Qualifications/Knowledge
- Experience at a BD function at a major professional services firm – preferably within the legal sector
- Private legal sector experience desirable
For more information please contact dawn.everton@metamorphlaw.co.uk
