Current job openings

Business Development Manager, Financial Institutions

Posted: Monday, April 02, 2018 Full-Time


Norton Rose Fulbright differentiates itself globally by strategically marketing six key industries and areas of strength referred to as our “Headlights”. They include: Financial Institutions; Energy; Infrastructure, Mining and Commodities; Technology & Innovation; Transport; and Pharmaceuticals and Life Sciences.

This role will support our externally facing Financial Institutions Headlight and internally operating practice group. These lawyers are focused on providing legal advice to many of the world’s leading banks, asset managers, financial investors and insurance companies. In addition to strategic advice and direction, this position will also provide both practical and tactical support. This is a US position that requires working with the US partners responsible for these efforts and liaising with peers throughout the Norton Rose Fulbright global practice. The position may be based in New York or Dallas.

Responsibilities include but are not limited to:

  • Devise a practical BD strategy for developing business in this sector; this strategy comprises business development, marketing and communications activities to deliver on the business priorities of revenue generation, profile development and opportunity realization
  • Consult Headlight leaders and other partners on their vision for campaigns and campaign components through brainstorming, project planning, ROI measurement and maintaining awareness of competitor and peer activity; develop innovative thought-leadership activity, focused on market trends, to feed the firm’s campaigns
  • Develop service offerings and targeted capability statements and identify relevant client targets based on an analysis of the market and the firm’s experience; tracking success ratio of same
  • Develop positioning statements, compelling themes, value propositions and other key messaging to drive awareness and recognition and to enhance the brand perception for the firm
  • Ensure all marketing communications channels are exploited to convey consistent messages about the sector, our expertise and experience (including the development of the use of social media in consultation with the digital team)
  • Project manage strategic bids and pitches for new work; provide strategic input on approach and team formations based on sector/client knowledge; review and edit content where necessary; supervise the development and maintenance of a library of sector relevant bid content
  • Create and maintain a working budget for efforts related to both the Financial Institutions practice group and the Headlight
  • Work with the central key client team and provide strategic input to the management of sector opportunities with global key clients
  • Provide strategy for brand positioning efforts, including conference sponsorships, client presentations and seminars
  • Conduct research on client organizations and industries to identify issues to drive Headlight BD activity
  • Draft submissions for major awards, comprehensive survey response campaigns and other initiatives to further the awareness and positioning for this industry
  • Work with our communications and media staff to identify and pursue PR opportunities in key legal trade and industry publications and industry surveys
  • Lead internal planning efforts, including research, meetings and work toward progress on action items
  • Contribute data for business development systems including InterAction and Experience Management; advocate use of systems, sector-wide into all activity according to best practice
  • Other projects as assigned


  • 5+ years of relevant experience in a professional services or business sector environment; ideally with some understanding of law firms
  • Demonstrates a deep understanding of BD strategy in a global professional services organization; should have a proven track record in developing strategies and achieving results, ideally in the financial institutions industry
  • Proactive business development professional who can lead activity rather than simply taking ideas and delivering them to best practice, including making connections within the business as a whole
  • Possess solid business acumen and experience in analyzing business and legal trends and developing programs, as well as the ability to synthesize complex information
  • Excellent project management skills, demonstrated experience managing projects within a virtual team environment and managing expectations
  • Polished interpersonal and verbal communication skills
  • Confident, persuasive and assertive; capable of building trust amongst the partnership
  • Must be able to thrive in a fast-paced environment, and have strong skills in written/verbal communication, organizational ability and prioritization
  • Some overtime and travel is required
  • Reports to:  Director of Business Development, Industries; Dotted line to Regional Headlight partner