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Sydney manager role to lead Business Development & Finance, driving client growth and market positioning.
Expertise in pitching, CRM, market analysis required, with experience managing BD projects.
Our Business Development & Marketing team plays a critical role in enhancing the Firm’s reputation, expanding its client base and driving revenue growth. This team develops and implements strategic marketing plans to promote the Firm’s legal services, leveraging digital and traditional marketing channels to reach target audiences. They conduct market research to identify industry trends and client needs, positioning the Firm competitively within the legal marketplace. The team also manages client relationships, orchestrates business development initiatives, and seeks opportunities for partnerships and networking. Through compelling content creation, event planning and public relations efforts, they ensure that the Firm maintains a strong market presence and continues to attract and retain clients.
The APAC Business Development & Marketing team operates across nine offices with specialists in client development, events, strategic projects and media, supported by a Marketing Shared Services team in Manila
The Manager, Business Development is a process expert and operational leader responsible for high-quality execution of core BD activities within the Project Development and Finance practice. The role manages key BD systems and processes, and supports partners, client teams and BD leadership to drive growth, client engagement and market positioning. It applies strong expertise in pitching, client planning, CRM and market analysis, and works with senior BD leaders to execute strategy in line with firm priorities.
The roles and responsibilities include:
- Drive strategic client development by leading research, client mapping and market analysis to identify and qualify new business opportunities.
- Partner with senior lawyers and BD leadership to develop and execute client plans, track engagement and support relationship management initiatives.
- Provide data-driven insights and recommendations to sharpen client targeting, segmentation and outreach effectiveness.
- Lead the end-to-end preparation of tailored pitches, proposals and capability statements, coordinating stakeholders and ensuring timely, high-quality delivery.
- Build and maintain compelling deal lists, credentials and supporting materials that showcase the practice’s experience and strengths.
- Elevate the profile of the practice and partners by supporting thought leadership, rankings, marketing content and high-impact BD events.
- Act as a central coordinator across practices and business services to align BD activity, share information and manage key BD projects.
- Lead, coach and oversee junior BD team members, setting high standards of delivery and sharing technical and process expertise.
- Track BD performance, report on key metrics and implement process improvements to enhance efficiency, impact and compliance.
- Stay across industry trends and competitor activity to inform BD strategy and shape forward-looking campaigns and initiatives.
Required skills and experience:
- Proven experience delivering a broad range of BD activities in a professional services environment.
- 4-5 years at Specialist/Executive BD level or 2 years at Manager level in a law firm environment
- Strong technical BD expertise (pitching, client planning, CRM and market analysis) with the ability to resolve complex operational issues.
- Bachelor’s degree or equivalent experience, with relevant professional qualifications an advantage.
- Experience managing coordinators or specialists, including workflow allocation, quality control advantageous but not mandatory.
- Strong analytical skills, using data and insight to optimize processes and improve BD delivery.
- Sound commercial awareness and understanding of market and client dynamics to inform BD initiatives.
- Clear, effective communication skills to collaborate with partners, BD colleagues and business services teams.
This role reports to
Associate Director, Business Development, Finance - Project Development & Finance
Equal Opportunities
We are committed to creating a fair workplace and encourage applications from all ages, cultural backgrounds, First Nations communities, genders, sexual orientations, as well as people who have family or carer responsibilities. We encourage you to talk to us about any adjustments you may require to our recruitment process or the role itself. If you are a candidate with a disability, let us know how we can provide you with additional support.
The Firm may modify and amend any job description at any time in its sole discretion. Nothing herein creates a contract of employment or otherwise modifies the at-will nature of employment.
The above is only a general description of the essential duties associated with this position and does not represent an exhaustive or comprehensive list of all duties.
Note to Recruitment Agencies
Our internal Recruitment team manages all aspects of lateral hiring. All agencies must have signed terms of business—specific to the relevant office—before submitting any candidates. CVs or applications sent directly to White & Case partners or employees will also not be considered formal introductions. If you have questions, please contact the relevant Recruitment team. We work with our preferred suppliers when engaging agencies.