A&O Shearman is a global industry-leading law firm, with nearly 50 offices in 28 countries worldwide. Our fluency in English law, US law, and the laws of the world’s most dynamic markets, enables us to provide unmatched insight and seamless delivery to clients. We work on challenging and important deals and disputes that have the potential to shape the future.
We offer exceptional opportunities for our people; opportunities to work for the world’s leading businesses; to transform the status quo, and to deliver your best work, helping you and your career to thrive, while delivering unparalleled outcomes for our clients.
Whether you're helping clients solve complex challenges, transforming the ways we manage our business, or ensuring the smooth running of our operations, this is an environment where you can belong and excel. We provide first-rate training and development; we are committed to an inclusive environment, and we provide support and ways of working that help you optimize your wellbeing.
What truly defines a career with us? We recruit the best and ask for the best of you. And together, we will redefine success.
Department purpose and structureOur business development, marketing and communication teams contribute to the setting and achievement of the firm’s business objectives, which includes supporting our partners and associates in their pursuit of becoming our clients’ trusted advisers, building and maintaining long-lasting, deep institutional client relationships, winning new clients, increasing the visibility of the firm globally, and positioning the firm as the thought leader and most advanced law firm among the global elite law firms. The function works as one team across the globe with very close collaboration between the central groups – such as Communications – and professionals supporting offices, practice groups, sectors, and clients. We have business development (BD) teams embedded in, and dedicated to supporting, the global practice and sector groups.
Role purposeThis role is focused on working alongside the Energy & Infrastructure partner leads driving and shaping the sector in the APAC region, including identifying and managing global priority clients active in the region, as well as regional priority clients. This involves analysing emerging trends, developing, and executing campaigns and reporting back to senior management on the progress and performance of the sector. The role of sector leads is to bring all relevant practices and markets into the sector opportunity.
To compliment this sector lead role and ensure greater support and connectivity across the client markets, you will lead the APAC coordination of the ENRI practice group and APAC ESG initiatives, ensuring partners retain connectivity across the region and globally.
This is an excellent opportunity for an individual to offer expert counsel to colleagues regarding our positioning within the Energy & Infrastructure sector. Take the lead in client relationship management and support for a portfolio of identified priority sector clients. You will collaborate with APAC sector partner leads to cultivate a community of lawyers passionate about these areas. Additionally, align with the global CRM and sector teams and collaborate closely with colleagues across all practice groups in the region to help relationship partners/teams sell the firm to key clients. You will have the opportunity to articulate the key issues facing the industry and the implications for A&O Shearman.
Key relationships- Global BDMC Leadership
- Global Sector Leads
- Market Leads
- APAC Sector Leads
- Senior Communications and Campaigns Manager
- APAC Sector Partner Leads
- Partners and lawyers
- APAC BDMC colleagues
- Advanced Delivery Centre
Role and responsibilities- Collaborate with the global and APAC E&I sector leadership team to articulate strategic direction, identify priorities, and develop and implement sector business plans.
- Develop growth strategies for a designated practice group, aimed at enhancing the profile, driving revenue generation, and promoting a business-winning culture across APAC.
- Take a proactive, hands-on approach to critical must win pitch opportunities, by crafting compelling win themes, key messaging, and leveraging marketing insights.
- Work closely with local BD teams and the ADC to develop cohesive messaging, while analysing and reviewing pitches across the sector to uncover trends and actionable insights.
- Manage CRM responsibilities for key global and regional clients.
- Conduct client and market research to spot emerging trends or opportunities.
- Augment partners efforts in building and cementing client relationships with priority clients and prospects.
- Coordinate and plan activities for designated practice group with a strong sector focus across the APAC region, identifying opportunities to drive growth and increase sector revenue.
- Manage the regional priority client program, including regular check-ins and data gathering to support sector lead partners.
- Handle account management for priority clients and support relationship partners.
- Develop and execute client account plans, conduct business analysis, maintain client intelligence, and oversee client feedback programs.
- Track and originate opportunities, maintaining a robust pipeline, and driving pipeline monitoring processes.
- Stay updated on commercial and legal issues affecting the sector to identify client opportunities and inform marketing strategies.
- Support strategic investments in client secondments and lead market profiling initiatives across the region and globally, in collaboration with teams and stakeholders beyond APAC.
- Report progress and achievements to regional managing partners, senior BDMC leadership and client teams.
- Lead sector campaigns, including content and thought leadership, informed by client intelligence and market trends.
- Manage A&O Shearman’s market engagement, including conferences and industry associations, to boost profile.
- Supervise the timeliness, consistency and quality of BD outputs relevant to the sector.
- Foster a community for sector-focused lawyers to share insights.
- Guide and support junior BD resources by sharing knowledge, offering feedback, and helping them develop key skills for success in their roles.
- Develop best practice toolkits and training sessions for relationship management best practice.
- Collaborate with global and regional BD teams on sector-focused events and campaigns to build the firm's profile.
Key requirements
- Graduate degree / university degree in business/related disciplines.
- Relevant business development and marketing experience at an equivalent level within a professional services organization - minimum 8 years’ experience.
- Proven ability to sell concepts and present to senior management.
- Experience in and deep understanding of the Energy & Infrastructure market.
- People management experience.
- Substantial marketing experience within a professional services organization or sector, working with senior management teams.
- Demonstrates highly developed skills in Microsoft Office Suite, use and application of AI and marketing technology stacks (CRM, EDM, PowerBI).
- Expertise in developing key client relationships through scalable client development methods.
- Experience across the marketing, BD, and client development spectrum, able to advise and deliver at a senior level.
- Proven track record of delivering strategic advice and driving a change agenda aligned with the firm’s client strategy.
- Ability to act as a proactive partner for fee-earners, inspire and challenge, identify and sell new BD opportunities, and drive their execution.
- Strong commercial awareness and enthusiasm to deepen understanding of A&O Shearman’s client base and products.
- Excellent interpersonal and influencing skills with partners, associates, BD colleagues, clients, and suppliers.
- Strong organisational skills with the ability to prioritise own work.
- Excellent communication skills – both written and oral.
- Professional, creative, good humoured and enthusiastic approach to all work and interactions.
- A team player and highly collaborative.
