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Global Head of BD - International Capital Markets

Employer
Allen & Overy LLP
Location
London (Central), London (Greater)
Salary
Competitive
Closing date
24 Apr 2023

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Vacancy Type
Business Development, Business development
Contract Type
Permanent
Experience Level
Head of Department
Role Classification
Other Professional

Job Details

Job description

We are currently recruiting for a Global Head of BD (International Capital Markets) to join our Marketing department on a permanent basis. We are open to considering candidates who are based within a commutable distance from our offices in the UK or US.

Department purpose

Our business development, marketing and communication teams contribute to the setting and achievement of the firm’s business objectives by supporting our partners and associates in their pursuit of becoming our clients’ trusted advisers, building and maintaining long-lasting, deep institutional client relationships, winning new clients, increasing the visibility of the firm globally, and positioning the firm as the thought leader and most advanced law firm. The function works as one global team with close collaboration between the central teams – such as Communications – and professionals supporting offices, practice groups, sectors and clients.

Role purpose

To drive, develop and organise the Global International Capital Market (ICM) department’s marketing, communications and business development activities.

With over 450 lawyers worldwide, we have one of the largest and most international teams of capital markets lawyers of any global law firm. Our capital markets practice covers the full range of capital markets products and incorporates specialists in debt and equity capital markets, derivatives and structured finance, securitisation, corporate trust and agency and high yield. With such a deep bench of specialists and global reach, international and industry-leading ‘first-of-a-kind’ transactions are our hallmark.

The key responsibilities of the role include:

  • Working with the Global ICM Leadership team in driving forward the implementation of the ICM Strategy across the global practice, engaging with partners, associates and business development teams.
  • Applying business development and commercial skills/knowledge to drive revenue growth for the key capital markets product areas and clients.
  • Leading on continuous improvement in ICM’s approach to winning new business (pitches, proposals), developing engaging content, profile raising, assessing client service/satisfaction and developing lawyers’ business development skills.
  • Acting as an internal consultant to partners on individual business development plans.

Role and responsibilities

  • Work with partner leads on business development and marketing plans, specifically using an understanding of the financial markets and relevant ICM product areas (and our clients within them) to identify new opportunities and then formulate tactical plans accordingly.
  • Lead the ICM Business Development and Marketing (BD) function globally working collaboratively with those members of the global BD team who support ICM partners outside of London.
  • Responsible, with the ICM BD team, for supporting the global Product Groups within ICM (Corporate Trust & Agency, Derivatives and Structured Finance, General Securities, Securitisation and US Corporate Finance) to develop partner and departmental BD strategy, as well as client targeting initiatives.
  • Act as an internal consultant to partners on marketing and business development activities requiring the development of strong personal relationships with ICM partners to facilitate the delivery of projects.
  • Work alongside the ICM Global Practice Head to continuously develop and implement practice strategy and help influence key individuals within the practice to achieve agreed strategic goals. This may include offsite content and regular practice-wide communications on strategic activities.
  • Participation and attendance with ICM Global Practice Head and local office heads on partner reviews and business plans, as well as practice reviews across ICM global offices. This involves preparation, meeting participation and follow up on business plans to make sure strategies are being supported and implemented.
  • Play an active role working with the ICM Global Practice Head in meetings with the ICM partners and practice globally.
  • Lead on identifying business and market opportunities across the capital markets as well as leading on the BD team’s response to maximising these opportunities.
  • Assess and design opportunities to proactively raise the profile of ICM’s capabilities, whether through partnering with external agencies or by engaging with firm-wide initiatives.
  • Develop strong relationships and work alongside the brand, content and CRM teams to ensure the firm goes to market in a relevant way for ICM’s key target audiences, where it makes sense.
  • Ensure all new business generation activity (pitches, proposals, credentials statements) is executed to a high standard across all elements: marketing and competitor research analysis, proposal document production (including underlying collateral), team skills/preparation and feedback.
  • Design and deliver of a programme of training/development to improve the business development skills and confidence of our lawyers.
  • Input into setting and managing international office and London BD budgets, ensuring that all external marketing and business development services are supplied in the most effective manner.
  • Play a full role as a member of the leadership team for the Marketing, Business Development & Communications department.
  • Manage and develop the marketing and business development team, including recruitment as necessary.
  • Develop an understanding of the firm’s Advanced Delivery & Solutions offering and support it being embedded in the ICM practice.

Key requirements

  • Substantial relevant senior business development and marketing experience, likely to be within a professional or financial services organisation, notably marketing to a business audience and where the individual frequently worked directly with senior management.
  • A good understanding of how the global financial markets operate and enthusiasm to develop further understanding of the capital markets market/practice (in terms of the market, the deals, the key players, the competition and the actual structures and approaches involved in this area).
  • Substantial experience of development and executing business development strategies that have been delivered significant results against strategic goals.
  • Developed and delivered a global business plan identifying business and marketing opportunities across a diverse portfolio.  
  • Excellent communication skills - both written and oral. Experience in selling concepts and presenting up to senior executive/Board Level.
  • Excellent interpersonal and influencing skills - with partners, key associates, business development colleagues, clients and suppliers. 
  • Politically astute – can make tough decisions and follow through; anticipates future areas of risk for the practice and takes appropriate action to address these.
  • Ability to motivate, develop and inspire both team and lawyers to deliver business goals and change behaviour where required.
  • Exceptional people management skills with experience of managing and developing the careers of a high performing team.
  • This role may require frequent global travel with the ICM leadership, visiting offices for practice reviews, business planning and client strategy meetings.
  • A proactive approach, creativity and tenacity.
  • High attention to detail and strong client focus.



Additional information - External

Allen & Overy is a leading global law firm operating in over thirty countries. We work on some of the most challenging and important deals and have built a reputation for delivering exceptional legal solutions that help our clients grow, innovate and thrive. The legal industry is changing, and we're committed to leading that change, putting our people first, embracing new ways of thinking and integrating technology into our everyday work. Our business teams work hand-in-hand with our lawyers, Consultants and other specialist teams, and are ambitious, driven and leaders in their field.

With us, you will constantly be learning and growing. We invest in you by offering exceptional professional and personal development – providing training, mentoring and practical support. We offer rewarding careers that are built around your strengths and designed to ensure you can achieve your personal and professional goals, recognising that those may look different for everyone.

We have a powerful commitment to diversity, equity and inclusion. We’re determined to play our part in advancing a workplace where progress is made by harnessing our differences – whatever defines you, we ask you to bring your whole self to work.

What truly defines a career at Allen & Overy? We recruit the best and ask for the best of you. We provide challenge, support and a place for you to belong. And together we excel, working on meaningful projects of global significance.

Should you require additional support at any stage of the recruitment process due to a disability or a health condition, please do not hesitate to contact a member of Allen & Overy’s recruitment team who will work with you to provide any reasonable adjustments as required.

We are an equal opportunities recruiter and do not discriminate on the basis of race, colour, sex, religion, sexual orientation, national origin, disability, or any other protected characteristic

At Allen & Overy, we recognise that our people are our most valuable asset, which is reflected in the wide range of benefits that are available to our employees. Some of these benefits include: our occupational pension scheme, group income protection cover, private medical insurance, mental health resources and free apps, health and wellbeing services encompassing an onsite gym, wellbeing centre and GP service, emergency back-up care support, parental and special leave, holiday entitlement increasing with length of service, holiday trading, season ticket loans and online discounts and lifestyle management services.

Allen & Overy recognises the value of flexible working and embraces hybrid working, allowing our people to work from home up to 40% of their working time. We do however remain committed to working together in person for the remaining 60% of time so that we can learn, grow and succeed together. If you would like additional flexibility we will of course consider this in line with business needs.

Company

With over 5,600 people in over 40 offices, Allen & Overy is a business doing work of global significance.

Our success is built on the work of talented and motivated people who thrive in a supportive and collaborative environment, dedicated to delivering an exceptional standard of work for our clients. We’re ambitious and forward-thinking, committed to growing our business and meeting the future head-on. We’re not afraid of change, and we believe in challenging the status quo.

What we do goes beyond delivering an outstanding service. We lead the market by creating new solutions for our clients’ most complex legal and business challenges, helping them grow, innovate and thrive. By thinking creatively and entrepreneurially, we challenge expectations, push boundaries and build for the future. We draw on a world-leading network of expertise and a unique platform – such as our Advanced Delivery services and our network of Peerpoint consultants, to set the highest standards for our industry.

Global coverage in today’s market does not simply mean having offices in important cities around the world. For us, it means combining our global resources and sector expertise to work on matters that cross international boundaries with our culturally and geographically diverse teams. For you, it means that wherever you work, you’ll find a culture of inclusion and support – feeling confident to bring your whole self to work every single day. We have developed a culture in which difference is positively valued, and our people are free to be themselves.  At A&O, you're not only valued for what you do, but for who you are. 

We are in every sense one global team; supportive and collaborative, but also ambitious and driven.  Our capacity to combine these qualities and provide a setting in which our people can thrive is what makes us different.

Company info
Website
Telephone
+44 (0) 20 3088 0000
Location
One Bishops Square
London
E1 6AD
GB

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