Purpose of the Role
The Senior Specialist, Business Development provides strategic business development recommendations and practical support to the Sector Leaders and the Director, Business Development. An emerging leader, relationship builder and executor, the Senior Specialist is an ambassador of the Clients and Markets (C&M) Core Team Values and integrates with C&M colleagues to identify and deliver impactful initiatives that support measurable revenue growth and profitability targets; client relationship retention and acquisition; and amplification of BLG’s brand profile within the industry and sector.
Success in this role is measured through the Senior Specialist’s contribution to lead generation (converting opportunities into new work); client relationship development (new and institutional); and brand awareness (BLG as trusted business partner within the sector).
This role is replacing a current vacancy and is open to be filled in any of our five regions: Toronto, Ottawa, Montreal, Calgary or Vancouver.
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Description du poste
Le/la spécialiste principal·e, Développement des affaires fournit des recommandations stratégiques et du soutien aux responsables de secteur et à la directrice, Développement des affaires. Leader en devenir qui sait nouer des relations et exécuter ses idées, le/la titulaire du poste incarne les valeurs fondamentales de l’équipe Clients et marchés. Cette personne collabore en outre avec ses collègues pour repérer et mettre en œuvre des initiatives qui appuient la croissance mesurable des revenus, les cibles de rentabilité et la fidélisation et l’acquisition de clients, en plus de renforcer l’image de marque de BLG.
La réussite du/de la candidat·e retenu·e se mesurera par sa contribution à la prospection de clientèle (convertir les occasions en nouveaux mandats), à l’expansion des relations avec les clients (nouveaux et institutionnels) et au rayonnement de la marque (positionner BLG comme un partenaire de confiance dans le marché).
Ce poste vise à pourvoir un poste actuellement vacant et peut être basé dans l’une de nos cinq régions : Toronto, Ottawa, Montréal, Calgary ou Vancouver.
Primary ResponsibilitiesBusiness Acquisition, Pitches and Pursuit Strategy
- Develop, execute and implement the initiatives set out in the annual Corporate and Capital Markets (CCM) and Specialized Business Law (SBL) practice plans, in consultation with key stakeholders (Group Heads, Chief Client Officer, Director, Business Development and in collaboration with national C&M team members
- Work closely with the Pursuits team to assist with RFP’s, proposals and tailored pitches across CCM and SBL, providing strategic input on differentiation, value propositions and key messaging
- Monitor market opportunities, M&A trends, capital markets activity and regulatory developments, providing competitive intelligence and insights that support business development initiatives and strengthen BLG’s market positioning
- Prepare partners for prospect and client meetings by providing commercial briefs, target profiles and structured dialogue frameworks to support effective needs assessment conversations
- Support the development, maintenance, and continuous enhancement of business development and marketing assets, including proposal templates, client-facing collateral, brochures, presentation slip sheets, deal reporting tools, and other resources that drive consistency, efficiency, and market impact
- Assist with the management and reporting of CCM and SBL budgets, providing recommendations and guidance on strategic expense priorities and assessing ROI on client engagement and business development activities
Client Account & Relationship Management
- Support Focus Group Leaders in leading assigned client teams through account planning, meeting governance, and action item reporting and follow-through
- Translate insights from the Firm’s Client Listening Program into specific account expansion strategies and service improvement recommendations
- Develop deep knowledge of priority client stakeholders, business strategies and current issues; update client profile and track key touchpoints in CRM
- Identify cross-selling opportunities between CCM deal flow and SBL advisory sub-practices to deepen client relationships and expand mandates
- Leverage relationship programs to engage with priority client stakeholders and develop consistent, value-added client experiences (e.g., Client Listening Program, CPD offerings interactive client presentations and workshops)
- Organize and facilitate regular CCM and SBL focus group meetings; manage action items and drive measurable follow-through on revenue-generating priorities
Marketing & Brand Awareness
- Partner with the Marketing and Communications team to support CCM and SBL go-to-market campaigns, thought leadership content and digital initiatives that build BLG's profile in the corporate transactional and specialist legal markets
- Collaborate with Marketing and Communications and legal professionals to identify timely market opportunities for content, including trends pieces, transaction updates and client-facing insights, providing practice-specific input and subject matter direction
- Work alongside the Rankings and Communications teams to contribute CCM and SBL deal experience, expertise and key messages to leading legal directory and awards submissions (e.g., Chambers, Lexpert, IFLR1000)
- Support legal professionals in participating in relevant industry sponsorships, speaking engagements and conferences, coordinating with the Events and Communications teams on execution
Reporting and Business Intelligence
- Provide streamlined reporting on assigned CCM and SBL client account performance and the impact of profile-building activities including recommendations to improve outcomes
- Ensure representative transactions and experience are captured in Foundation to support pitch credentials, league table accuracy and competitive positioning
- Actively maintain target client profiles and CCM and SBL marketing lists in CRM
- Use market analytics and pipeline data to track wins, losses, ROI and business development best practices, reporting regularly to Focus Group Leaders and the Director, Business Development
General Responsibilities
- Ensure that CCM and SBL stakeholders are kept informed of business activities, risks, opportunities and recommended actions
- Facilitate knowledge sharing of business development best practices to build capabilities across the C&M team
- Collaborate with other C&M functions (Pursuits, Pricing, Business Development Intelligence, Events, Marketing, Communications, CRM) to deliver seamless and consistent service to legal professionals
- Act as a bridge across C&M sub-teams, pulling in the right resources for practice initiatives without creating bottlenecks
- Be an ambassador of continuous improvement and change, playing an active role in elevating the performance of the C&M team
Key Competencies
- Undergraduate degree in Business, Law, Marketing, Finance or Communications
- 5 to 7 years progressive business development experience in a legal or professional services environment
- Demonstrated understanding of corporate transactions, capital markets activity (including equity and debt offerings, M&A) and the competitive landscape for transactional legal services
- Proven track record structuring and executing high-value pitches and navigating complex RFP processes from strategy through to completion
- Executive presence with the ability to build relationships and earn trust with senior partners and key client stakeholders through an energetic, engaging and empathetic approach
- Comfortable operating in a matrixed, national organization with multiple competing priorities and stakeholder demands
- Innovative, results-driven and action-oriented, able to identify challenges and opportunities and execute to completion in a deadline-driven environment
- Strong analytical skills with the ability to synthesize market intelligence, financial data and client insights into practical recommendations
- Familiarity with RFPs, alternative fee structures and pricing strategies for professional services
- Strong oral and written communication skills; strong time management and the ability to manage multiple concurrent projects
- Proficiency in CRM platforms and deal capture tools; established knowledge of Microsoft Office suite (Word, Excel, PowerPoint)
- Bilingual (English/French) capability is an asset
La version francaise suit
Principales attributions
Obtention de nouveaux mandats, présentations et stratégies de prospection
- Élaborer, exécuter et mettre en œuvre les initiatives prévues dans les plans d’affaires annuels des groupes Droit des sociétés et marchés financiers (DSMF) et Droit des affaires spécialisé (DAS), en collaboration avec les intervenants principaux (chef·fes de groupe nationaux·ales, cheffe des relations clients, directrice, Développement des affaires et équipe nationale Clients et marchés).
- Travailler en étroite collaboration avec l’équipe Prospection dans le cadre d’appels d’offres, d’offres de services et de présentations personnalisées des groupes DSMF et DAS, en offrant une perspective stratégique sur la différenciation, les propositions de valeur et les arguments clés.
- Surveiller les occasions d’affaires, les tendances en fusions et acquisitions, les activités sur les marchés financiers et les changements réglementaires afin d’offrir une veille concurrentielle et des analyses à l’appui du développement des affaires et du renforcement du positionnement de BLG sur le marché.
- Préparer les associé·es pour les rencontres avec les clients potentiels et existants en fournissant des résumés des éléments commerciaux, des profils cibles et des cadres de dialogue structurés afin de favoriser l’évaluation efficace des besoins à combler.
- Appuyer l’élaboration, le maintien et l’amélioration continue des actifs de développement des affaires et de marketing, y compris les modèles de présentation, le matériel destiné aux clients, les brochures, les prospectus, les outils de renseignement sur les opérations et toute autre ressource qui renforcent la cohérence, l’efficacité et l’incidence sur le marché.
- Contribuer à la gestion et à la production de rapports sur les budgets des groupes DSMF et DAS, en fournissant des recommandations et des conseils sur les dépenses stratégiques prioritaires et en évaluant le RCI lié aux activités de mobilisation des clients et de développement des affaires.
Gestion des relations et comptes clients
- Appuyer les responsables de groupe stratégique dans la gestion des équipes de service aux clients : planification des comptes, gouvernance des réunions, et rapports et suivis des mesures à prendre.
- Transformer les conclusions du programme d’écoute des clients du cabinet en stratégies de croissance précises et en recommandations sur l’amélioration des services.
- Développer une connaissance approfondie des intervenants clés des clients, des stratégies et des enjeux d’affaires actuels; mettre à jour le profil des clients et assurer le suivi des points de contact principaux dans CRM.
- Cerner les occasions de ventes croisées entre le flux des propositions d’investissement du groupe DSMF et des groupes de pratique sous-jacents du groupe DAS afin d’entretenir la relation avec les clients et d’obtenir plus de mandats.
- Tirer parti de divers programmes pour interagir avec les intervenants clés et créer des expériences clients cohérentes et à valeur ajoutée (p. ex. programme d’écoute des clients, présentations et ateliers interactifs de formation professionnelle continue destinés aux clients).
- Organiser et animer des réunions des groupes stratégiques DSMF et DAS; gérer les mesures à prendre et assurer un suivi concret des priorités qui produisent des recettes.
Marketing et notoriété de la marque
