Current job openings

Business Development Manager, Energy

Posted: Wednesday, November 14, 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 Energy Headlight and internally operating practice group. The team includes lawyers from corporate, transactional, disputes, project finance and intellectual property practices.  We advise many of the largest corporations and investors across oil & gas, power and renewables on complex, high-stakes and multi-jurisdictional transactions, projects and disputes. In addition to strategic advice and direction, this position will also provide both practical and tactical support.

We are looking for a candidate who has a strong understanding of professional services, ideally from a law firm environment; someone who can quickly build rapport with key stakeholders; and has the confidence and insight to take a view of direction on behalf of stakeholders.

In addition, the highly-motivated individual will support the BD Directors by providing strategic thinking and tactical support of initiatives across the firm.  These initiatives include:

  • enhancing the market position of the firm
  • strengthening relationships with top clients
  • promoting collaboration across the global practice

This position reports into the Director of Business Development, Industries. This position will supervise a business development coordinator. The position will ideally be based in Houston, Texas.

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 but not limited to web, collateral, bids, experience statements, directories, league tables, CVs)
  • 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
  • Ensure follow up is sought from client post pitch; track and act on actions which arise; assess how feedback can be used to drive behavioral change
  • Monitor panel appointments and drive realization of opportunities presented
  • Create and maintain a working budget for efforts related to both the Energy Headlight
  • Work with the central key client team and provide strategic input to the management of sector opportunities with global key clients
  • Conduct research on client organizations and industries to identify issues to drive Headlight BD activity
  • Maintain awareness of relevant global and local marketing products (e.g. from sector or regional programs) which can be used for client development and dialogue
  • Draft submissions for major awards, comprehensive survey response campaigns and other initiatives to further the awareness and positioning for this industry
  • Systematically collecting and submitting league table and directory submissions and measuring performance; agree target rankings with team leads for the Energy team; facilitate contribution to league tables and directories using consistent positioning messages; report on change in rankings and against targets set; refine approach as needed
  • Coordinate contributions and input into business development systems including InterAction (CRM), bids and CV databases for supporting initiatives such as bids, events, client intelligence, experience statement compilation, league table and legal directory submissions
  • Integrate the use of these systems into all activity according to best practice
  • Other projects as assigned

Skills and experience:

  • Minimum five years of relevant experience in a professional services or energy sector; ideally with some understanding of law firms
  • Bachelor’s degree required
  • Understands when to act and when to ask
  • Understands the need and has the ability to manage expectations
  • Good attention to detail
  • Strong written and oral communication skills
  • Self-starter with excellent relationship building and interpersonal skills
  • Possess solid business acumen and experience in analyzing business and legal trends and developing programs, as well as the ability to synthesize complex information
  • Proven organizational skills with project management experience and multi-tasking abilities
  • Hands-on experience using all programs under the Microsoft Suite (including direct experience with PowerPoint and advanced functions within Excel)
  • Self-directed, highly motivated and results driven
  • Confident, persuasive and assertive; capable of building trust amongst the partnership and wider stakeholder community
  • Promotes and demonstrates our business principles
  • Focuses on strategic priorities
  • Ability to work overtime and travel is required

Equal Employment Opportunity/M/F/disability/protected veteran status