Overview
LOD is on a major growth curve as we expand our client base, our geographies and the scope of our services. We’re looking to maintain this positive momentum by adding to our Account Management team, which sits within the wider Client Solutions team, which is responsible for growing LOD’s client relationships. Two thirds of our UK revenues come from clients who already know and work with us, making the Account Management team essential to achieving further growth.
We are looking for a highly credible account manager to develop and grow our relationships with existing strategic clients. You will work closely with the Head of Account Management to design account plans for a segment of client accounts and you will have primary responsibility for delivering against these.
To succeed, you will be someone who enjoys nurturing relationships with General Counsel and Heads of Legal in some of the world’s largest companies. You will have a strategic mind and be able to identify and execute opportunities for future growth. You will also have a passion for delivering a superior client experience and ensuring the client’s voice is at the heart of future service development. This is an ideal opportunity for anyone who is looking for a genuinely client facing role in the legal sector and the flexibility to use their full client development and sales skillset to make a personal impact in an ambitious (but fun!) company.
This is a hybrid role based in our London office.
Responsibilities
- Full account management responsibility for a number of strategic client accounts.
- Create focused account plans for each client and own the rollout of these plans, with input from other LOD teams.
- Identify and pursue opportunities to generate additional profitable revenue and cross-sell LOD services (secondments, managed services and legal technology)
- Lead all relationship and sales meetings with your clients, up to GC/Head of Legal level.
- Work closely with clients to understand their needs and design bespoke solutions.
- Manage negotiations on commercial terms.
- Collaborate effectively with LOD’s People & Development team to ensure all client engagements are proactively managed.
- Collaborate effectively with LOD’s Lawyer Recruitment & Engagement teams to convert sales opportunities.
- Design and execute creative approaches to strategic pitch opportunities and formal tenders.
- Provide regular reporting on account performance to communicate progress with UK executive team.
- Take an active role in LOD’s client listening/feedback programme – to help inform the development and delivery of LOD services.
- Work with global colleagues to identify ways of expanding client relationships into new territories.
Qualifications
Your Approach
These are the things that we look for in the whole team working at LOD HQ:
- The ability to make an impact through taking ownership, good organisational skills and using initiative with a focus on the end result.
- Authentic and clear communication skills, emotional intelligence and the ability to build positive relationships both internally and externally.
- An ability to make wise decisions, seeing the big picture and root causes without losing your eye for detail.
- A curious personality and open mind to thrive, learn and engage in an entrepreneurial team and to find solutions to difficult problems.
- A genuine interest in the changing legal market and in ensuring that our LOD lawyers and clients receive the best possible experience throughout their dealings with us.
- A wish to develop long term relationships with lawyers and clients, taking the time to do so.
Additional Qualifications and Skills
In addition to the general attributes noted above, our ideal candidate for this role will also:
- Be highly commercial, with at least 5 years’ experience in B2B account management/CRM roles.
- Have a track record of growing client revenues and profitability.
- Be able to build trust and rapport quickly with Heads of Legal, General Counsel and their teams.
- Be able to problem solve and think analytically, in order to tailor LOD’s services to client needs.
- Have high impact communication, presentation and pitching skills.
- Be motivated by improvement and inspire and support colleagues to deliver a superior client experience.
- Enjoy working with sales data and communicating sector progress at management level.
- Have existing knowledge of the alternative legal sector or a drive to immerse yourself in this industry.
- Be educated to degree level.
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