Senior Specialist, Business Development

We are BLG: Canada’s Law Firm. Our culture is one of vigilance and curiosity, Firm-wide collaboration, unfailing mutual respect and dedication. We pride ourselves on having standout talent and delivering an exceptional client experience.

Nous sommes BLG, vos avocats au Canada. Forts d’une culture alliant vigilance et curiosité, nous travaillons en collaboration à l’échelle du cabinet, animés d’un respect sans faille et d’un dévouement de tous les instants. Nos ressources remarquables et notre expérience client exceptionnelle font notre fierté.

We are a future-minded Firm delivering high-value advice and known for our unwavering commitment to innovation, diversity and inclusion, community involvement and talent development. Learn more about us at www.blg.com .

Résolument tournés vers l’avenir, nous offrons des conseils de grande valeur et nous distinguons par notre engagement indéfectible envers l’innovation, la diversité et l’inclusion, la collectivité et le perfectionnement professionnel. Rendez-vous sur www.blg.com pour en savoir plus sur le cabinet.

Purpose of the Role

The Senior Specialist, Business Development provides strategic business development recommendations and practical support to the Sector Leaders and the Director, Business Development. An emerging leader, relationship builder and executor, the Senior Specialist is an ambassador of the Clients and Markets (C&M) Core Team Values and integrates with C&M colleagues to identify and deliver impactful initiatives that support measurable revenue growth and profitability targets; client relationship retention and acquisition; and amplification of BLG’s brand profile within the industry and sector.

Success in this role is measured through the Senior Specialist’s contribution to lead generation (converting opportunities into new work); client relationship development (new and institutional); and brand awareness (BLG as trusted business partner within the sector).

This role is replacing a current vacancy and is open to be filled in any of our five regions: Toronto, Ottawa, Montreal, Calgary or Vancouver.

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Description du poste

Le/la spécialiste principal·e, Développement des affaires fournit des recommandations stratégiques et du soutien aux responsables de secteur et à la directrice, Développement des affaires. Leader en devenir qui sait nouer des relations et exécuter ses idées, le/la titulaire du poste incarne les valeurs fondamentales de l’équipe Clients et marchés. Cette personne collabore en outre avec ses collègues pour repérer et mettre en œuvre des initiatives qui appuient la croissance mesurable des revenus, les cibles de rentabilité et la fidélisation et l’acquisition de clients, en plus de renforcer l’image de marque de BLG.

La réussite du/de la candidat·e retenu·e se mesurera par sa contribution à la prospection de clientèle (convertir les occasions en nouveaux mandats), à l’expansion des relations avec les clients (nouveaux et institutionnels) et au rayonnement de la marque (positionner BLG comme un partenaire de confiance dans le marché).

Ce poste vise à pourvoir un poste actuellement vacant et peut être basé dans l’une de nos cinq régions : Toronto, Ottawa, Montréal, Calgary ou Vancouver.

Primary Responsibilities

Business Acquisition, Pitches and Pursuit Strategy

Develop, execute and implement the initiatives set out in the annual Corporate and Capital Markets (CCM) and Specialized Business Law (SBL) practice plans, in consultation with key stakeholders (Group Heads, Chief Client Officer, Director, Business Development and in collaboration with national C&M team members

Work closely with the Pursuits team to assist with RFP’s, proposals and tailored pitches across CCM and SBL, providing strategic input on differentiation, value propositions and key messaging

Monitor market opportunities, M&A trends, capital markets activity and regulatory developments, providing competitive intelligence and insights that support business development initiatives and strengthen BLG’s market positioning

Prepare partners for prospect and client meetings by providing commercial briefs, target profiles and structured dialogue frameworks to support effective needs assessment conversations

Support the development, maintenance, and continuous enhancement of business development and marketing assets, including proposal templates, client-facing collateral, brochures, presentation slip sheets, deal reporting tools, and other resources that drive consistency, efficiency, and market impact

Assist with the management and reporting of CCM and SBL budgets, providing recommendations and guidance on strategic expense priorities and assessing ROI on client engagement and business development activities

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Client Account & Relationship Management

Support Focus Group Leaders in leading assigned client teams through account planning, meeting governance, and action item reporting and follow-through

Translate insights from the Firm’s Client Listening Program into specific account expansion strategies and service improvement recommendations

Develop deep knowledge of priority client stakeholders, business strategies and current issues; update client profile and track key touchpoints in CRM

Identify cross-selling opportunities between CCM deal flow and SBL advisory sub-practices to deepen client relationships and expand mandates

Leverage relationship programs to engage with priority client stakeholders and develop consistent, value-added client experiences (e.g., Client Listening Program, CPD offerings interactive client presentations and workshops)

Organize and facilitate regular CCM and SBL focus group meetings; manage action items and drive measurable follow-through on revenue-generating priorities

Marketing & Brand Awareness

Partner with the Marketing and Communications team to support CCM and SBL go-to-market campaigns, thought leadership content and digital initiatives that build BLG's profile in the corporate transactional and specialist legal markets

Collaborate with Marketing and Communications and legal professionals to identify timely market opportunities for content, including trends pieces, transaction updates and client-facing insights, providing practice-specific input and subject matter direction

• •Work alongside the Rankings and Communications teams to contribute CCM and SBL deal experience, expertise and key messages to leading legal directory and awards submissions (e.g., Chambers, Lexpert, IFLR1000)
• •Support legal professionals in participating in relevant industry sponsorships, speaking engagements and conferences, coordinating with the Events and Communications teams on execution

Reporting and Business Intelligence

Provide streamlined reporting on assigned CCM and SBL client account performance and the impact of profile-building activities including recommendations to improve outcomes

Ensure representative transactions and experience are captured in Foundation to support pitch credentials, league table accuracy and competitive positioning

Actively maintain target client profiles and CCM and SBL marketing lists in CRM

Use market analytics and pipeline data to track wins, losses, ROI and business development best practices, reporting regularly to Focus Group Leaders and the Director, Business Development

General Responsibilities

Ensure that CCM and SBL stakeholders are kept informed of business activities, risks, opportunities and recommended actions

Facilitate knowledge sharing of business development best practices to build capabilities across the C&M team

Collaborate with other C&M functions (Pursuits, Pricing, Business Development Intelligence, Events, Marketing, Communications, CRM) to deliver seamless and consistent service to legal professionals

Act as a bridge across C&M sub-teams, pullin