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Practice Group Marketing Specialist - IP

Palo Alto, CA
KJM Staffing Solutions has a great opportunity for an experienced Practice Group Marketing Specialist – IP with our top ranked, large law firm client.  This role is hybrid/remote and offers a competitive base, bonus and excellent benefits/growth potential.  This role can be based from the San Fran, NYC, LA, Chicago, Palo Alto, DC, Boston, Denver, Seattle, San Diego or Reston office.
Under the supervision of the Senior Marketing Manager, the Practice Group Marketing Specialist will work closely with firm attorneys and other marketing team members to support all business development and marketing activities for the specified practice group.  The primary goal is to drive revenue and brand through new business opportunities and client expansion programs, including pitches and proposals, events and sponsorships, sales pipeline management, key client initiatives, market research, visibility initiatives, and business development coaching and training. This position is responsible for working with attorneys to respond to marketing and business development requests in a manner consistent with the firm’s overall strategy.

Key Responsibilities

Strategic direction:
  • In conjunction with the Senior Manager, Director of Marketing - Litigation Department, practice group leaders and firm leadership, develop and support marketing and business development plans to address the goals and initiatives within the practice group’s Business Plan
  • Support short- and long-term strategic business development/sales plans and tactics that result in measurable growth of business for the Firm, with emphasis on retention of and cross-selling to existing clients, and cultivation of new clients
  • Help identify practice group targets/prospects
  • Lead programs, events, sponsorships, etc., to drive revenue and promote firm’s brand
  • Guide practice-specific strategies/tactics and serve as liaison between practice group and other marketing functions
  • Coordinate and leverage practice group marketing activities with adjacent business development efforts across the firm
Business development:
 
  • Lead responses to RFPs/RFIs, pitches and proposals, including drafting initial RFP responses and providing strategic direction on complex, multi-layer pitch scenarios
  • Identify market trends and analyze firm’s market share vs. competitors to help shape targeting efforts and business planning initiatives
  • Assess, identify, initiate, support and execute efforts to cultivate new business opportunities through both targeting exercises for potential clients and cross-selling and expansion opportunities for existing clients
  • Collaborate with marketing managers and partners to formulate and implement policies and procedures for business development initiatives, including proposal preparation, client presentations, sales pipeline management and market development
  • Conduct business research and relationship searches
  • Coordinate and participate and business development training sessions
  • Serve as point of contact for business development/sales support for attorneys in practice group
Programs and visibility initiatives:
 
  • Provide input and recommendations on marketing programs and budget spend as related to the business (corporate) department
  • Identify, support and manage networking, speaking, conference and event sponsorship opportunities aligned with practice business plans
  • Serve as a relationship manager with key business/industry/trade/partnership organizations
  • Collaborate with the communications and creative services teams to facilitate internal and external communications projects, including identifying media opportunities and owning the production, execution and readership analysis for the practice thought leadership activities
  • Work with marketing team members (including our in-house events team) to execute in-person and virtual hosted events, client receptions and alumni programs
  • Drive, manage, track and evaluate the ROI on various programming initiatives
  • Champion firm branding and related standards on creative services projects
Knowledge management:
  • Serve as a knowledge-base for all practice group marketing efforts and resources
  • Serve as subject matter expert in the relevant industry and service lines, including building a deep understanding of core clients, core targets (including target client profile) and client buying patterns
  • Develop and maintain marketing materials and collateral (descriptions, engagement lists, client lists, awards, etc.)
  • Steer data using the appropriate firm technologies and services, including external research databases (CRM (Salesforce), SCORE, Intranet, Library Services, Pitchbook, Capital IQ, IP_OVitalSigns, Deal Point Data, etc.)
  • Lead deal tracking and reporting efforts for the practice
  • Support lateral attorney orientation and onboarding
Management and operations:
  • Project manage and execute on various research projects, cross-selling initiatives and complex pitches/RFPs, including providing frequent and proactive status updates
  • Role model the use of the CRM tool (Salesforce) in managing the sales pipeline and for practice group business development
Qualifications
  • Minimum three (3) years in marketing-related field
  • Following training, exhibit proficiency in Firm marketing systems software (e.g. CRM tool (Salesforce) proficiency, WordPress, Sitecore, SCORE database)
  • Strong analytical skills. Comfortable and conversant with technology
  • Able to effectively collaborate or work autonomously as appropriate
  • Able to effectively coach colleagues who are not direct reports
  • Prior IP or life sciences legal marketing/BD experience is a plus
  • College degree in either business, communication, marketing, or related field
  • Minimum one (1) year of business development experience or sales experience
  • Experience in a law firm or professional services environment, with a working knowledge of professional services industries
  • Project management experience and directFirm experience in creating and monitoring sales and business plans, goal tracking and sales pipeline management

 

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