director marketing New York, NY
Cooley
Full Time
New York, NY
325000 - 275000 USD ANNUAL Today
Job description
Cooley is seeking a Director of Marketing - Litigation to join the Marketing team.
Position summary: Work is defined by the strategies and goals of the Litigation Department. Work is reviewed at milestones, or at completion. Assignments are broad in nature requiring originality and ingenuity. Under the supervision of the Director of Client Development, the Director of Marketing (Litigation) will work closely with their assigned department and practice group chairs, firm attorneys and other marketing team members to lead all client development and marketing activities for the (Litigation) Department. 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 client development coaching and training. This position is responsible for working with attorneys throughout the firm to respond to marketing and business development requests in a manner consistent with the firm’s overall strategy. Specific duties include, but are not limited to, the following:
Position responsibilities:
Strategic direction:
- In conjunction with the Director of Client Development, department and practice group leaders and firm leadership, develop and execute marketing and business development plans for the (Litigation) department and assigned practice group(s)
- Develop and implement 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
- Manage marketing department budget and practice group(s)
- Communicate 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
Client development:
- Work with the partners to formulate and implement policies and procedures for client development initiatives, including proposal preparation, client presentations, sales pipeline management and market development
- Lead RFPs/RFIs and other pitches and proposals with potential revenue gain
- Coordinate and participate in sales and business development training sessions
- Help partners 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
- Work closely with the firm’s Competitive Intelligence group to drive key targeting initiatives. Conduct business research and relationship searches. Collect key target account data. Participate on client-specific target teams
- Manage 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 Cooley’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 Competitive Intelligence group, and others as necessary, regarding development of client profiling and other client information
Programs and visibility initiatives:
- Work with other marketing staff to execute hosted events, client receptions and programs
- Manage business sponsorships and activities tied to local industry and business organizations
- Support department engagement with firm client service initiatives including client teaming, client feedback and cross-selling programs
- Champion firm branding and related standards on creative services projects
- Provide input and recommendations on local marketing programs and budget, as needed
- Identify and support networking, speaking, media opportunities for attorneys that support practice group business plans
- Support lateral partner recruiting. Lead marketing orientation for new arrivals with a focus on client portability, retention and practice expansion
Knowledge management:
- Work closely with the firm’s Knowledge Management and Information Services teams on marketing related programs for the Business Department and serves as a 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
Management and operations:
- Manage all aspects of (Litigation) Department marketing activities
- 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
- Create an annual budget and marketing plan, managing marketing functions to achieve goals within budgetary guidelines
- 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
Supervisory:
- Serve as direct supervisor and mentor to direct reports
- Provide day-to-day supervision of direct reports, ensure compliance with assigned work hours and monitor for compliance with all firm and department policies. Manage staffing coverage, review and process time logs/time off requests
- Support business professional development and continued educational opportunities
- In collaboration with immediate supervisor and CN HR, participate in hiring, performance appraisals, counseling, termination and other employee lifecycle events
- All other duties as assigned or required
Skills and experience:
Required:
- After orientation at Cooley LLP, exhibit proficiency in the Microsoft Office suite, iManage and other firm applications
- Ability to work extended and/or weekend hours, as required
- Ability to travel, as required
- Bachelor’s degree
- 10+ direct of sales and/or marketing experience at a management level, preferably in a professional services organization, with proven ability to manage, coach and motivate
- Proficient in the use of the CRM tool
Preferred:
- Advanced degree 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
- Supervisory management experience
Competencies:
- Proactive, have high energy, and be creative, quick thinking, and comfortable with risk
- Entrepreneurial by nature
- Proven leadership capabilities, including decisiveness, effective prioritization skills and a results-driven orientation with appropriate sensitivity and concern for people
- Excellent analytical skills
- Ability to carry and achieve marketing goals
- Strong interpersonal skills with ability to facilitate and solve problems
- Strong communication, both verbal and written, and presentation skills
- Detail-oriented with advanced organization skills
Cooley offers a competitive compensation and excellent benefits package and is committed to fair and equitable employment practices.
EOE.
The expected annual pay range for this position is $275,000 - $325,000. Please note that final offer amount will be dependent on geographic location, applicable experience and skillset of the candidate.
We offer a full range of elective benefits including medical, health savings account (with applicable medical plan), dental, vision, health and/or dependent care flexible spending accounts, pre-tax commuter benefits, life insurance, AD&D, long-term care coverage, backup care for children and/or adults and other parental support benefits. In addition to elective benefit options, benefited employees receive firm-paid life insurance, AD&D, LTD, short term medical benefits as well as 25 days of Paid Time Off (“PTO”) and 10 paid holidays each year. We provide generous parental leave and fertility benefits. New employees will attend a detailed benefit orientation to learn more about our many benefits and resources.
