Head of Business Development

Summary

Description

Description

General Purpose:

The Head of Business Development is responsible for directing and driving the firm's growth by identifying new business opportunities, fostering client development and retention, and supporting business development programs including training and coaching.  This strategic leader position will work closely with partners, attorneys, and practice leaders to develop and implement business development strategies that align with the firm’s overall goals.  

Essential Duties/Responsibilities:

Business Development Strategy

1. Direct the firm’s business development strategy that supports client acquisition, retention, and growth.
2. Collaborate with practice group leaders and Business Development Managers to create tailored business development plans that align with each group’s objectives.
3. Identify new business opportunities by researching market trends, analyzing competitive intelligence, and monitoring client needs.
4. Establish goals and KPIs for business development efforts, regularly measuring and reporting on performance.

Client Retention and Growth

1. Build and maintain programs client growth programs including key client program, industry-facing teams and cross-selling programs.
2. Implement client feedback programs, including satisfaction surveys and follow-up actions, to enhance client experience and loyalty.
3. Collaborate with Events team on client-facing events, seminars, and meetings to strengthen relationships and promote firm capabilities.

Cross-Selling and Collaboration

1. Promote cross-selling opportunities across practice groups, ensuring attorneys are equipped to identify and capitalize on potential synergies.
2. Foster a collaborative culture across practice areas, working with partners and attorneys to develop integrated client service offerings.
3. Organize internal knowledge-sharing sessions to ensure attorneys stay informed about the firm’s full range of services and expertise.

Pitch and Proposal Development:

1. Lead the development of pitches, proposals, and RFP responses, ensuring that they are compelling, customized to client needs, and reflect the firm’s strengths.
2. Work closely with attorneys to gather insights on prospective clients and tailor proposals accordingly.
3. Ensure consistency and quality in all business development materials, including marketing collateral, case studies, and presentations.

Market Research and Competitive Intelligence

1. Conduct market research to identify trends, client needs, and potential areas for growth.
2. Track competitor activities and offerings, identifying competitive advantages and areas for differentiation.
3. Provide partners and practice groups with actionable intelligence that supports their business development efforts.

Business Development Training and Coaching

1. Collaborate with Professional Development to ensure consistent facilitation of business development programs across the attorney lifecycle. Oversee hiring of outside coaches for one-to-one business coaching, if applicable.

Marketing and Communications Support

1. Partner with the marketing and communications teams to ensure alignment between business development, marketing and communications.

Budget Planning

1. Supports the department chief in the preparation and management of the annual budget and compensation planning processes.

Competencies:

• Communication – Understands the importance of and demonstrates verbal, written, and non-verbal communications.
• Customer/Client Experience – Creates a consistent and exceptional experience for others, whether directly to external clients/customers or indirectly through internal support, that elevates the overall perception of the firm.
• Strategic Thinking – Plans and makes decisions within the framework of the firm's strategic intent.
• Team Management & Results Orientation – Creates and maintains high functioning team(s).

Supervisory Duties:

1. Responsible for the Business Development function.
2. Develop and nurture a working environment that prioritizes inclusivity and a client-centric approach. Recognize and reward strong performance, teamwork, professionalism, and responsiveness.  Instill confidence within the team and among the firm's professionals by celebrating hard work and success.  Set clear and achievable expectations for future success.
3. Effectively organize and oversee the scheduling, workload distribution, and productivity of the team to ensure efficient operations.
4. In collaboration with the department chief and in accordance with company policy, make informed hiring and selection decisions to build a high-performing team.
5. Deliver timely and constructive performance feedback. Complete performance evaluations that help team members grow and improve.
6. Actively coach, develop, and train team members to ensure they meet and exceed departmental expectations and perform their duties effectively.
7. Review and approve timecards and vacation requests for direct reports, ensuring compliance with organizational policies and procedures.
8. Efficiently manage daily responsibilities in alignment with departmental goals and objectives.
9. With the assistance of HR and the department chief, manage employee discipline and, when necessary, termination in accordance with company policy and legal guidelines.

Job Qualifications (Education, Experience and Certification):

1. Bachelor's degree in marketing, business, communications, or a related field required. Master of Business Administration (MBA) or Juris Doctor (JD)preferred.
2. Ten (10) years of experience in marketing or business development, with at least five (5) years in a leadership role within the professional services industry required, legal sector experience preferred.
3. Proven track record of designing and executing successful marketing and/or business development strategies that drive business growth.
4. Experience managing and mentoring a high-performing team.
5. Excellent communication, project management, and interpersonal skills.
6. Proficiency in marketing automation tools, CRM systems, and data analytics platforms.

Physical Requirements:

While performing the duties of this position, the employee must have the ability to sit, stand and/or walk for extended periods of time; manipulate (lift, carry, move) weights of at least ten (10) pounds; have repetitive wrist/hand/finger movement to work on a computer and/or related office equipment; speak clearly and concisely so listeners can understand; and regularly understand the speech of another person.

The physical demands described here are representative of those that must be met by this position to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work Environment:

Professional office atmosphere.  Sedentary work that primarily involves sitting or standing for prolonged periods.  Position may require occasional off-hour meetings and events. 

The work environment characteristics described here are representative of those this position may encounter while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Schedule:

This position allows for a hybrid schedule, generally in-office 2 days per week and remote 3 days per week.  Additional days in-office may be required depending on business need and the demands of specific tasks.  The hybrid work structure may change at any time, including the number of in-office days requirement.

Note:  This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job.  However, this job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.

Holland & Hart offers of employment take into consideration a candidate’s education, training, and experience, as well as the position's work location, external market and internal value, including seniority and merit systems, and internal pay alignment when determining the salary level for potential new employees.  Colorado salary rage for this position is $137,849.19 – $229,748.65 per year.  A discretionary bonus may be available based upon performance.

The application window is anticipated to close on or after Monday, April 14, 2024.  Holland & Hart reserves the right to close the position prior to or after this date. 

Holland & Hart works hard to promote work/life balance with a 37.5 -hour scheduled work week for most staff employees, a robust wellness program, and generous PTO and holiday pay for eligible employees.  Full-time employees become eligible for benefits on the date hire, with a benefits offering that includes medical, dental, vision, life, AD&D, EAP, STD, and LTD.  Also available are voluntary income protection benefits such as supplemental life, accident, critical illness, and long-term care insurances, as well as a 401(k)-retirement plan with a company match.  In addition, the firm has programs that may provide for educational assistance, free or discounted legal services, and opportunities through the Holland & Hart Foundation, which is a non-profit organization dedicated to creating volunteer opportunities for lawyers, staff, families, and friends of Holland & Hart LLP.  Part-time employees may have access to some of these benefits, which may be on a pro-rated basis.