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Senior Practice Group Marketing Specialist - Regulatory

Washington, DC
KJM Staffing Solutions has a great opportunity for an experienced Senior Practice Group Marketing Specialist - Regulatory 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 NYC, DC, Boston, or Reston office.
Under the supervision of the Senior Marketing Manager, the Senior Practice Group Marketing Specialist will work closely with practice group chairs, firm attorneys and other marketing team members to support all business development and marketing activities for the certain practice groups and geographic markets.  The primary goal is to drive revenue through new business opportunities and client expansion programs, including pitches and proposals, events and sponsorships, sales pipeline management, key client initiatives, and business development coaching and training. This position is responsible for working with attorneys in the litigation department 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, practice group leaders and firm leadership, develop and support marketing and business development plan for practice group
  • Support short-and-long term strategic sales plans and tactics that result in measurable growth of business for the Firm, with emphasis on retention of and cross-selling (within new practice groups and offices) to existing clients. As well as cultivation of new clients for the firm
  • Identify practice group targets/prospects and support programs, events, sponsorships, etc., to drive revenue
  • Guide practice-specific strategies/tactics and serve as liaison between practice group and other marketing functions
  • Communicate sales strategies and tactics to attorneys to ensure implementation within all geographic regions
  • Coordinate and leverage activities with the business development efforts of attorneys and marketing managers across the firm
Business development:
 
  • Serve as point of contact for business development/sales support for attorneys in practice groups
  • Work with the senior manager and partners to formulate and implement policies and procedures for business development initiatives, including proposal preparation, client presentations, sales pipeline management and market development
  • Lead marketing support for RFPs/RFIs and other pitches and proposals with potential revenue gain
  • Coordinate and participate in sales and business development training sessions
  • Develop and maintain client relationships, identifying and prioritizing specific client opportunities and analyzing performance within the context of the Firm’s overall business development strategy
  • Help identify and evaluate new business opportunities and targets.  Identify trends in marketplace Drive key target initiatives.  Conduct business research and relationship searches.  Collect key target account data.  Participate on client-specific target teams
  • Support targeting initiatives consistent with overall firm strategy
  • Collect and report on sales pipeline information. Establish accurate reporting and forecasting systems for the tracking of business development
  • Assess, analyze, target and initiate efforts to cultivate new clients for the Firm and expand firm’s cross-selling opportunities (between practice groups and among our various offices
  • Develop selling methods/strategies that lead to measurable, competitive advantages for the firm
  • Effectively articulate the value proposition of Firm’s services to specifically targeted clients
  • Coordinate with Business Information Services group, and others as necessary, regarding development of client profiling and other client information
  • A significant measure of success in this position will be defined quantitatively by the amount and quality of business that the practice group senior marketing specialist helps lawyers bring to the Firm
Programs and visibility initiatives:
  • Work with other marketing staff to execute hosted events, client receptions and alumni programs
  • Manage business sponsorships and activities tied to industry and business organizations in which the litigation department active
  • Champion firm branding and related standards on creative services projects
  • Providing input and recommendations on local marketing programs and budget as related to the litigation department
  • Identify and support networking, speaking, media opportunities for litigation attorneys that support PG business plans
Knowledge management:
  • Serve as knowledge manager for litigation practice groups and subject matter expert/liaison to marketing department
  • Develop and maintain marketing materials and collateral (descriptions, engagement lists, client lists, awards, etc.)
  • Steer data using the appropriate firm technologies (Web, CRM, SCORE, Portal, Intranet, etc.)
  • Promote exposure to practice group and individual attorneys internally
  • Assist with lateral partner recruiting and orientation process
Management and operations:
  • Research strategic market opportunities and successfully lead the cross-selling of existing services, practice groups and offices as well as overseeing the initiation of substantial, new client opportunities for the Firm
  • Provide leadership, guidance and mentoring to attorneys and staff through effective communication ensuring a well-informed and highly motivated team effort
  • Work cooperatively with staff and managers at the local office to advance both marketing and general administrative goals and projects
  • Role model the use of the CRM tool in managing the sales pipeline and for practice group business development
  • Other duties, as assigned or required
Qualifications
  • 5+ years in marketing-related field combined with a minimum 3 years business development experience or sales experience
  • Proven ability to operate at an elevated level in terms of scope of responsibility, judgement and autonomy)
  • Project management experience and direct experience in creating and monitoring sales and business plans, goal tracking and sales pipeline management
  • Proficient in the use of the CRM tool
  • Bachelor’s Degree
  • Advanced degree preferred in a related field and significant prior experience in sales and marketing organizations. Depth of understanding of the individual office’s region
  • Experience with sales contact database programs

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