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Head of Marketing

4 months ago

Nairobi, Kenya DLA Piper Africa ( Kenya ) - Iseme, Kamau & Maema Advocates (IKM) Full time

ABOUT THE COMPANY

DLA Piper Africa ( Kenya ) -Iseme Kamau and Maema Advocates (IKM) is a leading law firm based in Nairobi, Kenya. We are the DLA Piper Africa member firm in Kenya, one of the 20 member firms across Africa, offering unrivalled coverage.

JOB SUMMARY

Reports To: Partner in Charge of Business Development andMarketingDirect Reports:Business Development ManagerBusiness Development OfficerKey Strategic Relationships:Client Strategy CommitteeDLA Piper Key Clients’ LeadDLA Piper Africa Business Development & Marketing Team LeadsManaging PartnerPartner in charge of Knowledge ManagementKey Operational Relationships:Associate Director – Finance & Operations SupportDirector/Legal DirectorsPractice Group Head (PGH)Practice Group Lead (PGL)People and Culture ManagerRole Purpose:Brand recognition - to strengthen and expand the firm’s client base, business and profitability.To provide strategic and business planning support to the firm ensuring the preparation and delivery of effective, dynamic marketing and business development plans across practice groups, clients and sectors.Plan, coordinate, and implement the firm’s, practice groups’, and lawyer’s activities with respectto marketing, business development, public relations and client services, and Increase the firm and lawyers’ visibility in the target market

RESPONSIBILITIES

1. Strategic PlanningDevelop, implement, and manage the firm’s business development and marketing plan consistent with the firm’s strategic plan;Provide strategic direction with regard to all marketing, business development and communications activities;Develop, define and disseminate clear positioning and messaging for the firm and practice groups and lawyers;Support and facilitate development, implementation and tracking of business development/marketing plans for the firm’s practice groups and individual lawyers consistently with the firm’s plan;Participate in the firm’s strategic planning activities with respect to evaluation and improvement of present client relations and services and future business development opportunities and activities;Review practice group business development plans to ensure alignment with the firm wide strategy;Develop firm-wide, PG, Sector and lawyer BD plans.2. Profile RaisingTeam up with lawyers and staff to market the firm’s services and expertise through the development and deployment of thought leadership content and other profile-raising activities;Manage practice group awards and league table rankings, including oversight of submission to high-profile publications, assist practice groups in articulating key messages for directory submissions and share best practices in the submissions process;Work to embed a business development culture providing critical business development skills training to lawyers and staff as required.3. Client DevelopmentManage Client Relationship ProgrammeConceptualize and manage client functions, seminar and eventsEmbark on new BD activities to grow existing business; cross-sell and bring in new clientsKeep abreast of developments with identified sectors and clientsCollaborate with the Partner in charge of Client Development and Client Pillar Sponsors to enable practice groups to develop more work from existing and new clients for the firm.Work with partners, and PGLs to conduct and promote post transaction reviews in order to obtain client feedback and assist in improving client service.Support the preparation of responses to client's request for proposals or information on the firm’s practice groupsSupport lawyers in preparing for business development meetings with clients and prospects including follow up4. Analysis and ResearchActively develop and maintain a deep understanding of the firm’s services market and the competitive position of the firm and the practice groups through extensive internal and external research.Monitor, analyse and communicate market, industry and competitive trends for the firm and practice groupsDevelop a clean sweep method of identifying, analysing and engaging with the PGs on client development opportunities from media, business forums e.g. chamber of commerce and portals, relationships and market intelligence5. Management and CoordinationEnsure the BD & Marketing function at IKM works in accordance with the BD and Marketing policies of DLA Piper AfricaLiaison between partners and BD team – develop and maintain relationships with all levels of staffWork to enhance BD & Marketing functions at IKMSupport, mentor and oversee the BD & marketing employeesEnsure all aspects of professional service are compliant with risk management requirements (conflict policies, new clients, awareness)Provide management and direction to direct reportsCoordinate information sharing with the other DLA Piper and DLA Piper Africamarketing teams with a view to sharing best practice and coordinating the roll out of initiatives within the firmDevelop and build key client and industry relationships as required, organising and participating in client reviews when necessaryDevelop and manage the firm’s business development and client services annual budget, which includes marketing expenditures for the firm, practice groups, and individual lawyers6. Tracking and reportingSupport roll-out and implementation of CRM programmeMaintain the firm database utilized for marketing, business development, public relations and client services and generate reports as requested.7. Directories and AwardsEnsure the practice group's deals and work experience are collected on a regular and timely basisManage the firm’s profiles on online directories and referral sites, submit information for lawyer and firm awards, promote awards and determine which directories should be launched and maintained.8. Firm MembershipsEvaluate and manage all firm memberships and work to take advantage of membership opportunities to enhance the firm’s profile.Support lawyers on maintenance and development of relations with domestic and international law firms and other professional service providersDevelop means to leverage successfully memberships9. Proposals and ResumesSupervise and coordinate the firm’s RFP protocol process, including obtaining RFP’s from appropriate prospective clients and drafting and submitting proposals for new business as needed.Participate in planning and presentation efforts as appropriate (including presentation packets, slides, etc.).Assist lawyers in developing and maintaining resumes10. Event planning/coordination and giftsManage business development/client services functions, events, and opportunities for thefirm, including:developing organizing and providing support for firm receptions, conferences, seminars, and other special firm-sponsored events; andholiday cards, gifts, and thank you gifts for clients or referral sources.11. Coaching and trainingCoordinate training in business development and client services for lawyers and staffof the firm to assist with client relationship management, client acquisition and profile raisingTracks progress and encourage tailored business development opportunities for each lawyer and practice groupDevelop training and learning support facilities for BD.12. Service delivery & qualityEnsure lawyers take full advantage of the tools & resources available within the firm andDLA Piper and DLA Piper AfricaGenerate high quality content and materialAttributesChallenge courageously, question, scrutinize any decision with strategic impact for the firmComplex problem-solving ability and the ability to confront sensitive issues and achieve effective resolution.Be professional with a high client service orientation - internal and externalDemonstrate exemplary leadership capabilities i.e.o Model the wayo Inspire a shared visiono Challenge the processo Enabling others to acto Encourage the heartBe solutions-focused with an ability to influence, energize and motivateHave a consistently positive attitude with a "can-do" approach as well as being able to work well on own initiative and also as part of a wider team; a collaborative working styleBe experienced in dealing with demanding workloads and conflicting prioritiesMust be able to multi-task and work to deadlines, be methodical and logical as well as thrive in a robust and fast-paced environmentTake pride in their work with strong attention to detail and follow throughHave the ability to stay calm and composed in stressful and demanding situationsHave great interpersonal skills with the ability to exercise tact, diplomacy and empathyBe able to deal effectively with people at all levelsBe commercially mindedHave the proven ability to deal with confidential and sensitive informationTechnical SkillsStrategic and tactical marketing and communication skills (oral and written)Sound knowledge and understanding of all elements of the client development function as it applies in a law firmExcellent project management and organizational skills). Must have strong probing, consultative listening skills coupled with the ability to negotiate and persuade clients and colleagues.Strong sales techniques and coaching skillsExperience with digital marketing platformsStrong influencing and negotiation skillsExcellent business and report writing skillsIT literate - experience of Excel, Word, Powerpoint and Outlook isExperience and familiarity with Interaction or anotherEssential Competencies Teamwork -  Actively seeks to develop positive working relationships and works in cooperative partnership with colleagues in your team; strives to build positive working relationships within and outside own team; makes selfaccessible to colleagues and assists in solving problems for colleagues inside and outside the team; encourages others to work as a team; easily gains support and trust of colleagues; demonstrates commitment to the firm's values through actions, behaviour and results.Client Care - Demonstrates reliability in meeting agreed deadlines; delivers work to the required standard; incurs no unnecessary costs and identifies most cost effective solutions, exhibits analytical skills required to assess information, consistently delivers quality service and responds to client and customer needs, makes self-available to clients, returns calls and emails promptly, handles more complex internal customer queries, builds rapport, trust and credibility with clients, customers and colleagues, represents the firm positively and professional in all situations.Commercial Approach - Understands the firm’s structure and processes, understand the firm's policies on appropriate use of firm-provided technology and systems e.g. internet, email, demonstrates cost-effective utilisation of resources, understands the importance of profit to the firm, understands and adheres to the firm's policies and procedures.Collaboration - Plans and manages work to balance multiple demands and competing priorities; accurately and methodically maintains records, reviews own work for completeness and accuracy, demonstrates capacity to work effectively , actively collaborates with peers to produce innovative solutions for internal and external clients, actively participates in meetings, listens actively; asks questions to gain greater understanding of client's issues and concerns.Learning -  Demonstrates a commitment to positive learning, participates in training and applies learning on the job, regularly reviews own performance and seeks feedback on progress from supervisor, demonstrates adaptability when dealing with problems, shares information, exchanges ideas and keeps others up to date, participates in and responds well to workplace changes processes.

REQUIRED SKILLS

Business to Business (B2B) sales, Brand management, Business development, Bidding and proposal generation, Customer support, CRM systems, Event management, Marketing

REQUIRED EDUCATION

Bachelor's degree