SourcePro Search, LLC
Practice Group Marketing Specialist - IP
SourcePro Search, LLC, San Francisco, California, United States, 94199
Under the supervision of the Senior Marketing Manager, the Practice Group Marketing Specialist will work closely with firm attorneys and other marketing team members to support all business development and marketing activities for the specified practice group. The primary goal is to drive revenue and brand through new business opportunities and client expansion programs, including pitches and proposals, events and sponsorships, sales pipeline management, key client initiatives, market research, visibility initiatives, and business development coaching and training. This position is responsible for working with attorneys to respond to marketing and business development requests in a manner consistent with the firm's overall strategy.
Strategic direction:
In conjunction with the Senior Manager, Director of Marketing - Litigation Department, practice group leaders and firm leadership, develop and support marketing and business development plans to address the goals and initiatives within the practice group's Business PlanSupport short- and long-term strategic business development/sales plans and tactics that result in measurable growth of business for the Firm, with emphasis on retention of and cross-selling to existing clients, and cultivation of new clientsHelp identify practice group targets/prospectsLead programs, events, sponsorships, etc., to drive revenue and promote firm's brandGuide practice-specific strategies/tactics and serve as liaison between practice group and other marketing functionsCoordinate and leverage practice group marketing activities with adjacent business development efforts across the firmBusiness development:
Lead responses to RFPs/RFIs, pitches and proposals, including drafting initial RFP responses and providing strategic direction on complex, multi-layer pitch scenariosIdentify market trends and analyze firm's market share vs. competitors to help shape targeting efforts and business planning initiativesAssess, identify, initiate, support and execute efforts to cultivate new business opportunities through both targeting exercises for potential clients and cross-selling and expansion opportunities for existing clientsCollaborate with marketing managers and partners to formulate and implement policies and procedures for business development initiatives, including proposal preparation, client presentations, sales pipeline management and market developmentConduct business research and relationship searchesCoordinate and participate and business development training sessionsServe as point of contact for business development/sales support for attorneys in practice groupPrograms and visibility initiatives:
Provide input and recommendations on marketing programs and budget spend as related to the business (corporate) departmentIdentify, support and manage networking, speaking, conference and event sponsorship opportunities aligned with practice business plansServe as a relationship manager with key business/industry/trade/partnership organizationsCollaborate with the communications and creative services teams to facilitate internal and external communications projects, including identifying media opportunities and owning the production, execution and readership analysis for the practice thought leadership activitiesWork with marketing team members (including our in-house events team) to execute in-person and virtual hosted events, client receptions and alumni programsDrive, manage, track and evaluate the ROI on various programming initiativesChampion firm branding and related standards on creative services projectsKnowledge management:
Serve as a knowledge-base for all practice group marketing efforts and resourcesServe as subject matter expert in the relevant industry and service lines, including building a deep understanding of core clients, core targets (including target client profile) and client buying patternsDevelop and maintain marketing materials and collateral (descriptions, engagement lists, client lists, awards, etc.)Steer data using the appropriate firm technologies and services, including external research databases (CRM (Salesforce), SCORE, Intranet, Library Services, Pitchbook, Capital IQ, IP_OVitalSigns, Deal Point Data, etc.)Lead deal tracking and reporting efforts for the practiceSupport lateral attorney orientation and onboardingManagement and operations:
Project manage and execute on various research projects, cross-selling initiatives and complex pitches/RFPs, including providing frequent and proactive status updatesRole model the use of the CRM tool (Salesforce) in managing the sales pipeline and for practice group business developmentSkills & Experience :
Required:
Minimum three (3) years in marketing-related fieldFollowing training, exhibit proficiency in Firm marketing systems software (e.g. CRM tool (Salesforce) proficiency, WordPress, Sitecore, SCORE database)Preferred:
Prior IP or life sciences legal marketing/BD experience is a plusCollege degree in either business, communication, marketing, or related fieldMinimum one (1) year of business development experience or sales experienceExperience in a law firm or professional services environment, with a working knowledge of professional services industriesProject management experience and direct experience in creating and monitoring sales and business plans, goal tracking and sales pipeline managementCompetencies :
Ability to work with little direct supervision, in a highly-collaborative, fast-paced environmentAbility to multi-task, problem solve, work well under pressure and coordinate sophisticated marketing programs with good resultsStrong attention to detailStrong project management and organizational skills
Strategic direction:
In conjunction with the Senior Manager, Director of Marketing - Litigation Department, practice group leaders and firm leadership, develop and support marketing and business development plans to address the goals and initiatives within the practice group's Business PlanSupport short- and long-term strategic business development/sales plans and tactics that result in measurable growth of business for the Firm, with emphasis on retention of and cross-selling to existing clients, and cultivation of new clientsHelp identify practice group targets/prospectsLead programs, events, sponsorships, etc., to drive revenue and promote firm's brandGuide practice-specific strategies/tactics and serve as liaison between practice group and other marketing functionsCoordinate and leverage practice group marketing activities with adjacent business development efforts across the firmBusiness development:
Lead responses to RFPs/RFIs, pitches and proposals, including drafting initial RFP responses and providing strategic direction on complex, multi-layer pitch scenariosIdentify market trends and analyze firm's market share vs. competitors to help shape targeting efforts and business planning initiativesAssess, identify, initiate, support and execute efforts to cultivate new business opportunities through both targeting exercises for potential clients and cross-selling and expansion opportunities for existing clientsCollaborate with marketing managers and partners to formulate and implement policies and procedures for business development initiatives, including proposal preparation, client presentations, sales pipeline management and market developmentConduct business research and relationship searchesCoordinate and participate and business development training sessionsServe as point of contact for business development/sales support for attorneys in practice groupPrograms and visibility initiatives:
Provide input and recommendations on marketing programs and budget spend as related to the business (corporate) departmentIdentify, support and manage networking, speaking, conference and event sponsorship opportunities aligned with practice business plansServe as a relationship manager with key business/industry/trade/partnership organizationsCollaborate with the communications and creative services teams to facilitate internal and external communications projects, including identifying media opportunities and owning the production, execution and readership analysis for the practice thought leadership activitiesWork with marketing team members (including our in-house events team) to execute in-person and virtual hosted events, client receptions and alumni programsDrive, manage, track and evaluate the ROI on various programming initiativesChampion firm branding and related standards on creative services projectsKnowledge management:
Serve as a knowledge-base for all practice group marketing efforts and resourcesServe as subject matter expert in the relevant industry and service lines, including building a deep understanding of core clients, core targets (including target client profile) and client buying patternsDevelop and maintain marketing materials and collateral (descriptions, engagement lists, client lists, awards, etc.)Steer data using the appropriate firm technologies and services, including external research databases (CRM (Salesforce), SCORE, Intranet, Library Services, Pitchbook, Capital IQ, IP_OVitalSigns, Deal Point Data, etc.)Lead deal tracking and reporting efforts for the practiceSupport lateral attorney orientation and onboardingManagement and operations:
Project manage and execute on various research projects, cross-selling initiatives and complex pitches/RFPs, including providing frequent and proactive status updatesRole model the use of the CRM tool (Salesforce) in managing the sales pipeline and for practice group business developmentSkills & Experience :
Required:
Minimum three (3) years in marketing-related fieldFollowing training, exhibit proficiency in Firm marketing systems software (e.g. CRM tool (Salesforce) proficiency, WordPress, Sitecore, SCORE database)Preferred:
Prior IP or life sciences legal marketing/BD experience is a plusCollege degree in either business, communication, marketing, or related fieldMinimum one (1) year of business development experience or sales experienceExperience in a law firm or professional services environment, with a working knowledge of professional services industriesProject management experience and direct experience in creating and monitoring sales and business plans, goal tracking and sales pipeline managementCompetencies :
Ability to work with little direct supervision, in a highly-collaborative, fast-paced environmentAbility to multi-task, problem solve, work well under pressure and coordinate sophisticated marketing programs with good resultsStrong attention to detailStrong project management and organizational skills