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.
Associate Director, Business Development – Industry Group
Strategic leader and trusted advisor responsible for shaping and driving the Firm’s infrastructure industry‑led growth agenda. This role leads the strategy and execution of the Global Infrastructure Industry Group and works closely with the Global Infrastructure Industry Group Leaders.
Responsibilities
Strategic Planning
- Lead and drive the Infrastructure Industry Group’s business development strategy in partnership with the Global Infrastructure Industry Group leadership and the Director of Global Clients & Industries.
- Identify and prioritize infrastructure trends and issues, working closely with the Global Infrastructure Industry Group Leaders and core team to help partners focus and capitalize on market opportunities that accelerate growth for the Firm.
- Design and implement the industry group strategic plans including trends identification, client targeting, financial management, strategic investments and tracking progress and outcomes.
- Provide strategic advice to partners and senior stakeholders on infrastructure industry trends, client needs and growth opportunities.
- Translate market and client insight into forward‑looking business development initiatives that drive client cultivation and profitable growth in the infrastructure sector.
Client Cultivation
- Oversee strategic alignment between Infrastructure Industry Group initiatives, Global Strategic Client strategies and Practice Group priorities.
- Support the development and execution of infrastructure client plans and, where relevant, engage, manage or supervise the respective Client Relationship Managers for Strategic Clients linked to the group.
- Coordinate the everyday business development activities for the Infrastructure Industry Group, leveraging other resources within the wider Marketing and Business Development team.
Market Positioning and Brand Building
- Shape and own the Firm’s external positioning and narrative for the Infrastructure Industry Group.
- Leverage legal and industry knowledge and, in coordination with relevant infrastructure partners, develop thought leadership materials and client presentations to support the dissemination of our market‑leading experience to existing and new infrastructure clients.
- Lead development and execution of an infrastructure‑wide thought leadership strategy in collaboration with Marketing & Communications, Integrated Marketing teams, including industry trade publication articles, conference materials and abstracts to build the external brand of the Infrastructure Industry Group.
- Communicate to the wider Infrastructure Industry Group globally the current and emerging issues and trends that impact, or may impact, the infrastructure sector, including through periodic publication of industry‑focused insight materials.
- Oversee major infrastructure campaigns, profile‑raising initiatives and flagship events.
- Provide senior oversight of infrastructure‑focused pitches, proposals and strategic pursuits, participating in and where required leading on strategic and significant industry proposals and panels, working with the Central Proposals Team where relevant.
- Act as a senior point of contact for infrastructure‑related rankings, media engagement and external profile‑building activity.
Cross‑practice and Stakeholder Collaboration
- Champion an industry‑led mindset across the Firm in relation to infrastructure, driving alignment and engagement across practices and regions.
- Work with other industry, strategic client and practice‑based business development personnel to coordinate with the key client programme and practices where there is cross‑over in terms of client targeting, sector trends and opportunity identification and best practice.
- Lead internal Infrastructure Industry Group governance, communications and planning processes, working closely with the Global Infrastructure Industry Group Leader as they communicate and report to Firm leadership and broader teams on Industry Group initiatives and progress.
- Help to engage lawyers affiliated with the Infrastructure Industry Group, including associates interested in leadership positions, to build a cohesive global community.
- Foster strong collaboration across Business Services functions to ensure scalable, efficient delivery of Infrastructure Industry Group objectives.
- Strengthen the Firm’s business development capability by setting standards, sharing best practice and developing team capability, including contributing to and maintaining an industry‑focused knowledge hub and infrastructure that provides easily accessible internal and external industry information to the wider Infrastructure Industry Group.
Leadership & Team Development
- Lead, manage and develop members of the Infrastructure Industry Group BD team, setting clear priorities, providing regular feedback and supporting professional development to build a high‑performing and collaborative team.
- Foster knowledge sharing and best practice across the Industry BD team and contribute to the development of capability across the wider Strategic Clients & Industries function.
Performance and Reporting
- Be accountable for the impact of Infrastructure Industry Group business development initiatives on client growth and market position.
- Review performance data and client, market and financial information to refine strategy and improve outcomes for the Infrastructure Industry Group.
- Ensure governance, consistency and continuous improvement across Infrastructure Industry Group activity.
Qualifications And Skills
- Bachelor’s degree or equivalent experience; advanced or professional qualifications a plus.
- At least 10 years of relevant business development experience within a large international law firm, professional services firm or infrastructure‑focused research organisation; a law degree would be considered advantageous.
- Demonstrated experience working in the infrastructure sector and understanding of current market trends.
- Significant experience in business development or related commercial roles within a professional services environment, with a deep understanding of client cultivation, industry‑led growth and market positioning.
- Demonstrated ability to operate strategically and influence senior stakeholders in a matrix organisation.
- Excellent presentation, influencing, negotiating and coaching skills.
- Self‑confident and assertive while deeply collaborative and able to respectfully challenge and motivate partners, associates and staff at all levels to gain buy‑in.
- Comfortable working across multiple cultures and time zones in a matrix organisation, with strong leadership, judgement and communication skills.
- High degree of attention to detail, with good systems and database skills including Word, Excel, PowerPoint and CRM applications.
- Strong team player with a client mindset and a genuine interest in working for a global law firm.
What We Offer
When you join us, you’ll be working directly with partners, business leaders and many other inspiring colleagues across our global network of offices. We live by our values—to be pioneering, united and human—and we believe that you’ll experience them from your first day. We will give you the support and development opportunities that will help you achieve your potential.
Compensation and Benefits
Our compensation package reflects your calibre as a business development professional, and our benefits are designed to support your changing needs and priorities across different life stages.
- Private medical insurance
- Pension plan with matched employer contribution up to 7.5%
- Yearly wellbeing fund
- Income protection
- Holiday purchase
- Life insurance
- Critical illness insurance
- Private GP services
- Travel insurance
- Dental coverage
- Cycle to work
- Holiday purchase (available during annual enrolment)
Location
Our standard office hours are 09:30‑18:00, with a current requirement for 4 days in the office per week.
Reporting To
Director, Business Development – Strategic Clients & Industry Groups
Equal Employment Opportunity Statement
White & Case is committed to creating a fair workplace. It is our firm’s policy to recruit, employ, train, compensate and promote without regard to race, religion, creed, national origin, age, gender, sexual orientation, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable law.
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