Marketing & Business Development Manager - Financial Institutions & Insurance Sectors

About the position

Hogan Lovells is a leading global law firm, providing business-oriented legal advice and high-quality service across its breadth of practices to clients around the world. Our growing, dynamic Marketing and Business Development (M&BD) department is looking for the right candidate to serve as the Marketing and Business Development Manager for the Americas FIS and Insurance sectors. This position will support our Financial Institutions Sector (FIS) and Insurance Sector, with a particular focus on Fintech, Insurtech and Digital Assets and Blockchain (DAB). It will also support our Financial Services Group - our practice focused on Financial Services Regulation across the U.S. The role will be responsible for the delivery of the Americas elements of our FIS and Insurance business plans, working in conjunction with the global FIS and Insurance M&BD team in London, and it will also be essential to building strong relationships with the M&BD team globally to help provide the resources and support the industry sector require. This position will be located in our New York office.

Responsibilities

• Working with individual lawyers and the broader M&BD team, to develop programs and targeting initiatives to build relationships with new and existing clients, including identifying cross-selling opportunities for the FIS and Insurance sectors, regularly following-up with and encouraging partners in support of their business development efforts.
• Following industry, practice, and regional trends to identify business opportunities relevant to growth initiatives and to target new business and develop profile with key clients.
• Identify cross-selling opportunities with existing practice group clients and other firm clients and work with global, national and regional M&BD colleagues and attorneys to expand client relationships.
• Supporting the global pitch team, local practices, FIS and Insurance sector M&BD team members on creating the strategy for, and managing responses to, RFPs, customized pitches, and business development presentations.
• Prepare pitch teams for presentations and carrying out post-pitch and client service reviews.
• Promote pitching best practice across the group through a combination of coaching and formal training through the Sales Transformation program.
• Creating and implementing integrated campaigns coordinated with the relevant sectors and practices, to help raise our internal and external profile and awareness among our key target audience and generate opportunities to meet potential clients.
• Developing and executing cross-practice specific events including a flagship event for FIS and Insurance clients in the New York and Washington, D.C. offices, programs showcasing our work on Fintech, Insurtech, DAB, and supporting events for our Financial Services practice.
• Building contact lists of FIS and Insurance clients, tailoring invitations and programs for these key target audiences. Tracking and looking at ROI and improvements to our existing event program.
• On the ground support to organize roadshows, developing and executing a series of client facing events, client meetings and internal meetings.
• Developing and optimizing relationships with relevant industry associations and organizations, activating those sponsorships to drive value and client engagement.
• Working with the M&BD leadership team to implement efforts to raise the department's profile and increase lawyers' understanding of the capabilities of the team.
• Ensure the relevant Americas directory and award submissions are completed to the highest standard.
• Developing marketing and business development plans and budgets for the FIS and Insurance sectors in the Americas, in collaboration with partners, including all sponsorships, client development, and events.
• Acting as part of the global FIS and Insurance sectors M&BD team, joining their regular meetings and having clear visibility of the overall strategy.
• Leading the U.S. investment bank client sector program initiative.
• Client account management responsibility for one of the firm's key FIS clients.
• Working with the lateral recruiting department to integrate lateral partners and counsel, providing announcements, one-on-one coaching, and M&BD plans.
• Creating regional FIS and Insurance-specific materials for both business development and recruiting purposes.
• All members of the firm are expected to participate in our Global Citizenship program.
• Overseeing and contributing to wider M&BD projects as required.

Requirements

• Knowledge and understanding of the New York and Washington, D.C. business and legal market, with particular knowledge of the Financial Institutions and Insurance sectors.
• Excellent written and oral communication skills with an excellent eye for detail.
• Experience working independently as well as within cross-functional teams in a collaborative, professional environment.
• Proactive approach to marketing and business development, planning, and execution skills.
• Strong organizational skills and an ability to prioritize and complete simultaneous projects with minimal supervision.
• Excellent interpersonal and (internal and external) client-facing skills.
• A team player, but able to act autonomously with minimal guidance.
• Ability to meet deadlines and work well under pressure.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint).

Nice-to-haves

• Seven (7)+ years of marketing and business development experience required. Prior professional services firm experience preferred.
• BS or BA degree in marketing, communications, business development, or related field is preferred.

Benefits

• In New York, the annualized salary range for this position is $138,000 to $185,000 depending on the candidate's overall experience and other job-related factors permitted by law.
• Full time employees may be eligible for a discretionary bonus.
• In addition, full time employees as well as some part time employees, will be eligible for the firm's fringe benefits as they currently exist.