Client Relationship Manager (International)

The role

THE OPPORTUNITY

DLA Piper has an International Key Client Programme which ensures that the Firm services,  manages and develops some of its largest clients by targeting its Business Development activities. Our growth ambition resulted in a requirement for a Client Relationship Manager. As a Client Relationship Manager, you will be joining at an exciting time where we are in the process of implementing a new Key Client strategy across the Firm.

We are looking for a professional with the ability to contribute to the development of a selection of our Firm’s International Key Clients. You will be responsible to strengthen and build up account management activities in the Netherlands and support the wider DLA Piper team in realizing our team’s and Firm’s ambitions.

As a Client Relationship Manager you will work alongside the Client Relationship Partners (CRPs), and wider DLA Piper teams, focussing on client development, relationship management and service delivery activities directed to one or more of the Firm’s most significant clients. Besides liaising with the various internal stakeholders you will be client facing based on your experience. 

You will also work alongside the colleagues in the Netherlands Marketing & Business Development (MBD) team, with a direct reporting line to the international Head of Key Clients. 

The Netherlands MBD team consists of six colleagues that deliver a broad range of key marketing, communications and business development services for the Amsterdam office, designed to grow the Firm’s market positioning, revenue and profitability. 

The MBD team works closely with the lawyers, notaries and tax advisors to explore new business opportunities and to market DLA Piper and its individuals, externally. Your particular focus within the team will be on Business Development and Client Relationship Management activities for key clients as well as from a sector perspective. 

The role of Client Relationship Manager is a global role combined with strong ties to the Amsterdam office. It’s a key role which enables you to build a network and work with many colleagues within our Netherlands and international practice groups, MBD and other business services teams such as Finance, Pricing and Profitability, Human Resources and Service Delivery & Quality. You will join an enthusiastic, experienced and international group of professionals that have great spirit to bring our client service to the next level.
MAIN DUTIES AND RESPONSIBILITIES

• Responsible for developing account management activities for a selection of priority clients based in the Netherlands with an opportunity to engage with certain clients directly
• The account management activities include bringing DLA Piper’s Client Relationship Management approach to selected clients, including the development of client plans and driving the execution of such plans. Organize and facilitate key client sessions driven by our practice group and sector initiatives
• Strategic partner for our Location Heads, Sector Leads and Client Relationship Partners, bringing the business development perspective
• Professionalize the business on sector, practice group and account management activities, relationship building and opportunity management
• Identifying (cross-selling) opportunities and the strategic management of pitches, panel renewal procedures and secondment opportunities
• Align with selected go-to-market initiatives and campaigns related to our Firm’s priorities (e.g. ESG, sector initiatives and practice group offerings) to bring the best of DLA Piper to your clients
• Drive, initiate and write pitch proposals for your key/priority clients and bring this to a next level together with our pitch coordinator and the international pitch team
• Analyze our client data, monitor financial performance and work closely with the designated Finance specialist
• Educate and professionalize the core key client team on how to intensify their account management activities regarding relationship building and opportunity management
• Ensure delivery of commitments agreed with the (Key) Client and implement systems and procedures to promote consistency and quality of client service
• Conduct research to better understand the client needs and opportunities and ensure intelligence about the client is shared within the (Key) Client core team and wider Firm as appropriate
• Ensure the Key Client is managed in accordance with best practice processes e.g. regular client relationship management reviews
• The job holder may be required to undertake additional duties from time to time to support the Amsterdam team with their go to market initiatives

ABOUT YOU

• HBO or University degree, preferably in business, communications, law or commerce; 
• Minimum 5-8 years working experience in this field of expertise; 
• A no-nonsense professional who is comfortable to take the lead and move things forward;
• Excellent communication and project management skills with the ability to negotiate and persuade different types of stakeholders;
• Experience with account management, project management and pitching;
• You like to build and in addition to bringing strategic insight you are also hands on and support with operational tasks to build up our practice; 
• Strong organization skills and ability to distinguish between urgent and important tasks; 
• Eye for detail, pragmatic and good analytical skills; and
• Excellent people management, verbal and written communication skills (fluent in Dutch and English).

What skills and attributes can make you successful in the role? We think:

• Demonstrate previous experience of business development, managing client relationships, ideally in a professional services environment
• Able to work within a matrix (partner) organization – balancing the needs of the client against firm initiatives and goals
• Coach and manage your MBD colleagues, i.e. the BD/Pitch Advisor and the MBD assistant
• A self-starter with a high level of self-motivation, who is able to achieve results as an individual as well as a team player
• Ability to take a strategic view to clients and translate this into actions to build up account management principles for certain client accounts
• Hands on, likes to do research and knowledge management
• Ability to flex your style and versatility according to EQ is key
• Passionate about collaboration, team work and sharing best practices
• Ability to operate calmly under pressure and manage competing priorities
• Proven ability to work in a (virtual) team and effective in collaborating across various teams, countries and cultures
• Demonstrate advanced stakeholder management, communication skills, diplomacy and negotiation skills
• Develop and manage budgets demonstrating analytical skills to interpret financial information

ABOUT US
DLA Piper is a global law firm with lawyers and business service professionals located in more than 40 countries throughout the Americas, Europe, the Middle East, Africa and Asia Pacific. Our global reach ensures that we can help businesses with their legal needs anywhere in the world. We strive to be the leading global business law firm by delivering quality, service excellence and value to our clients and offering practical and innovative legal solutions to help them succeed. Our clients range from multinational, Global 1000, and Fortune 500 enterprises to emerging companies developing industry-leading technologies, as well as government and public sector bodies.

OUR VALUES
In everything we do connected with our People, our Clients and our Communities, we live by these values:

• Be Supportive – we are compassionate and inclusive, valuing diversity and acting thoughtfully
• Be Collaborative – we are proactive, passionate team players investing in our relationships
• Be Bold – we are fearless and inquisitive, challenging ourselves to think big and find creative new solutions
• Be Exceptional – we are strategic and driven, exceeding standards and expectations

DIVERSITY AND INCLUSION
At DLA Piper, diversity and inclusion underpins how we live our values and everything we do. We believe that everyone has a voice, and that everyone’s voice counts. We know that the rich diversity across our firm makes us stronger, more innovative and creative, which helps us to better serve our clients and communities. We are committed to providing an inclusive working environment and culture across our global firm, where everyone can bring their authentic self to work.

Diversity of perspective, thought, background and culture combine to make us the leading global law firm; that’s why we actively seek to build balanced teams. We welcome the unique contribution that you will bring to our firm and actively encourage applications from all talented people – however your talent is packaged, whatever your background or circumstance and regardless of how you identify.

HYBRID WORKING
We recognise that people have responsibilities and interests outside of their career and that as a business, we all benefit from working flexibly. That’s why we are open to discussing with candidates the different ways in which we are able to support requests for agile working arrangements.

PRE-ENGAGEMENT SCREENING
In the event that we make an offer to you, and where local legislation permits and where relevant, we will conduct pre-engagement screening checks that may include but are not limited to your professional and academic qualifications, your eligibility to work in the relevant jurisdiction, any criminal records, your financial stability and work-related references.