CRM Manager - Financial Institutions
A&O Shearman

Job Info

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A&O Shearman is a new global industry-leading law firm, with nearly 50 offices in 29 countries worldwide. Our fluency in English law, US law, and the laws of the world's most dynamic markets, enables us to provide unmatched insight and seamless delivery to clients. We work on challenging and important deals and disputes that have the potential to shape the future. Whether you're helping clients solve complex challenges, transforming the ways we manage our business, or ensuring the smooth-running of our operations, this is an environment where you can belong and excel.

ROLE PURPOSE
For more than 100 years, we have advised many of the world's leading financial institutions. Today the Firm has one of the most varied financial institution practices of any major law firm. The Financial Institutions sector assists clients on a wide range of capital markets, merger and acquisition and joint venture transactions, and advises on a full range of corporate, securities, regulatory and litigation issues. In all our work, A&O Shearman attorneys draw on our experience in corporate, litigation, tax, antitrust, compensation and benefits and environmental matters. Our clients include over 100 U.S. and non-U.S. banking organizations, investment banks, thrift institutions, broker-dealers, investment advisors, commodity advisors, futures commission merchants and pooled investment funds.

The CRM Manager - FI will take a lead in driving and shaping the FI sector in the U.S. including identifying and managing priority clients, analyzing emerging trends, developing, and executing campaigns and reporting back to senior management on the progress and performance of the sector. The FI sector coverage encompasses a broad range of industries including banks, insurance companies, asset managers, and clearing houses. As a manager within the team, you will provide CRM leadership and support for a portfolio of identified priority FI clients as well as the sector as a whole. You will be aligned with the global CRM and FI sector teams, and collaborate closely with colleagues across all practice areas in the region to help relationship partners and teams market the firm to key clients. You will have the ability to articulate key issues facing the FI industry and the implications for A&O Shearman. The candidate will be the main point of contact and oversee all day-to-day FI business development support for our U.S. partners.

KEY RELATIONSHIPS

• Director of FI and PC (based in Boston)
• All U.S. business and practice development
• Global CRMs especially the FI CRMs (based in London)
• Senior Client & BD Manager - FI (Based on London)
• Global Head of Client Insights (based in London)
• All partners and fee earners working in the FI sector (North America)
• U.S. business development team as well as peers across the global business development, marketing and communications team

CONTEXT
The role will involve practice strategy, pitches, market research, events and PR. There is also involvement in the day-to-day running of the business from a Business Development perspective, especially in relation to marketing processes management, planning, and execution. The provision of a top-quality service and product is paramount. Due to the constantly changing nature of the business, change management is an increasingly important part of the role.

ROLE AND RESPONSIBILITIES

• Play a key role in shaping the strategy and direction taken with the U.S. and Global FI sector including supporting priority client relationships.
• This has potential to be a client facing role supporting partners in the management of key client relationships. Develop a comprehensive understanding of the structure, operations, and strategic direction of the clients you manage; and build an understanding of how and where the firm can best position itself in relation to these clients and their position in the wider context of the FI sector.
• Work alongside the Relationship Partners (RPs) to implement retention and targeting initiatives to strengthen the relationship between the client and firm.
• Develop and execute client account plans to lend some structure to the relationship building efforts, and to map out the opportunities and coverage. Produce client-related business analysis including client strategy, client structures, revenue, and profitability (including gap analysis), relationship mapping, market share, competitor activity, developments in the client's markets and client needs analysis. Oversee the maintenance of a flow of market/client intelligence (including key client contact moves and developments) to partners and associates to help identify client talking points and engagement opportunities.
• Support client listening programs with the Global head of Client Insights; carrying out pitch debriefs, matter reviews, relationship reviews and market studies to inform our client and BD strategies. Assimilate the feedback into reports for the relevant partners, and proactively work with the partners to ensure that the feedback in the report is actioned appropriately.
• Assist in developing secondment strategies and managing secondees for your clients.
• Reporting to senior management and client teams on the progress and achievements of the FI sector and priority clients in the region.
• Develop an understanding of the firm's alternative delivery offerings and work with the relationship management team to recommend the right solutions for FI clients.
• Lead the development of regional FI campaigns, content, and knowhow by feeding back client intelligence and perspectives on key hot topics, priorities, and strategies. Work with the global FI sector BD team and other BD peers to assess and implement suitable FI focused campaigns to build the firm's profile.
• Lead on cross section of events including sponsorships, conferences, trainings, webinars and entertainment related events - including working with RPs on guest lists as well logistics with the events and creative teams.
• Lead the development of best practice toolkits and training sessions to assist the regional team in its roll-out of relationship management best practice.
• This role may also include practice coverage responsibilities.

KEY REQUIREMENTS

• Minimum of 5 years of professional services or sector experience working in a high-profile, fast paced environment.
• Excellent written and verbal communication skills; high attention to detail and strong client focus.
• Excellent interpersonal and influencing skills - with partners, key associates, and business development colleagues, clients and suppliers, including selling concepts and presenting to senior management.
• Strong project management skills with the ability to prioritize effectively while working on multiple conflicting deadlines.
• Proven track record of achieving strategic business objectives and using this experience to determine people and financial resources required for specific projects.
• Experience with budgeting, including writing business cases, is a plus.

For individuals assigned to or hired for this opportunity in New York, the estimated annualized base salary range for this position is $157,000 -$206,000. The actual base salary offered will depend on the overall qualifications of the individual applicant for the position and other job-related factors permitted by law.

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