Global Clients Markets Industry Senior Manager (Resources)
Dentons, Netherlands
Job Description
As the largest law firm in the world with over 20,000 people in 200+ offices, Dentons serves many of the world's largest organizations as well as many other important clients in over 80 countries. Building on its unprecedented growth over the past five years, Dentons has recently launched its refreshed go-to-market strategy.
The Global Clients amp; Markets Industry Manager/Senior Manager role is central to delivering our strategic objectives including a bestin-class experience for our clients. This is a high-profile role, presenting the opportunity for helping to drive real evolution on a global scale.
The role is focused on the Resources Industry (which includes Energy, Industrials, Transportation and Infrastructure, Mining and Natural Resources) and requires significant engagement with the five Global Industry and Sector Leaders, as well as the broader leadership across regions and global practices, toshape our market position within these sectors, and our account strategies. This will include marketing a set of global campaigns and products, which support our practice offerings, assist our clients with fundamental market shifts and demonstrate the value of our global capabilities for our clients.
This is a newly created role, so we are looking for a sharp, analytical thinker who is comfortable creating structure and paving paths through ambiguity to multi-task and deliver on several projects simultaneously in a fast-paced environment. Initial priorities for the role will be:
- Year 1: sector strategies, client / client segments, client teams
- Year 2 onwards: focus shifts onto go-to-market approach account strategies, panels, marketing campaigns, proposals, market profile as well as investments (e.g. laterals)
Requirements
Main Responsibilities
The role is part of the Global Clients amp; Markets function, reporting into the Global Clients amp; Markets Program Director and drawing down on the most appropriate firm-wide teams and assets to drive growth in line with Firm strategy.
Working closely with the Global Resources Industry Partner, you will help to strengthen Sector Leaders' ability to address their client’s heart-of-business issues, engaging with key stakeholders to proactively design, plan and implement appropriate solutions to meet strategic outcomes.
Responsibilities will include:
With the Global Industry and Sector leaders, develop a strategy for each sector, based on a rigorous assessment of the market and Dentons' relative capabilities, recommending strategic choices and making the case for investments (e.g. lateral hires)
As part of the global key account program, identify and develop plans for key accounts within these sectors working with sector leaders and client relationship partners (CRPs) to:
- Develop client engagement and relationship plans for these accounts
- Facilitate the development of a client-centric value proposition for these accounts, and awareness and usage of key client relationship tools/programs and campaigns
- Identify client opportunities, focus on sales enablement and drive proposal qualification
- Manage panel requirements
- Track performance against plans
Map new and existing solutions and services - to key client issues for tangible impact
Facilitate the development of an effective sector leadership team and global community e.g. meeting agendas, community engagement, success stories, innovative approaches and other best practices
As necessary, develop global campaign(s) for the Industry / Sector, working with colleagues globally and within our regions to deliver this
Monitor sector developments to anticipate future changes recognizing that expected future conditions shape current decisions
Realize the value and opportunities for collaboration workacross practice and sector networks to feed into the development and planning of global campaigns, driving local delivery of specific initiatives relevant to selected clients/client segments
Mobilize practice and sector networks, programs and insights providing support for winning work and promoting cross region/multi-jurisdictional collaboration, solution development and networking
About You
The person stepping into this role will have:
- Experience of successful management of global programs
- A dynamic, proactive, problem-solving and collaborative outlook with a focus on execution
- Experience of influencing and engaging stakeholders, including building and managing relationships within a diverse global firm
- Tactful and empathetic approach to relationship building
- Skill and experience presenting and