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Michelman Robinson · 1 day ago

Director of Business Development

New York, NY

Full-time

Hybrid

Lead/Staff, Director/Executive

5+ years exp

Michelman Robinson is seeking a Director of Business Development to lead their business development strategy aimed at revenue growth and client expansion. This role involves providing strategic guidance, overseeing business development investments, and collaborating with senior leadership to enhance the firm's market positioning and client relationships.

AdvertisingConsultingInternetInternet of ThingsLegalProfessional ServicesPublishingService Industry

Hiring Manager

Shaniece Leigh

Responsibilities

Develop, implement, and continuously refine the firm’s business development strategy in alignment with firmwide priorities

Serve as a senior advisor to partner-originators on business development planning and client expansion

Lead individualized BD plans for key partners with defined revenue and pipeline objectives

Drive disciplined opportunity development by helping partners identify targets, prioritize prospects, and build actionable pursuit strategies

Own and administer the firm’s BD investment and approval framework

Evaluate BD spend requests based on strategic alignment, access to decision-makers, engagement strategy, follow-up plans, and revenue opportunity

Educate attorneys on best-in-class BD investment principles

Coach attorneys on the commercial rationale behind BD investments, including how to convert engagement into business and sustain momentum through follow-up and relationship advancement

Advance industry-focused initiatives that place attorneys in front of senior decision-makers

Prioritize conferences and sponsorships that provide leadership roles and controlled engagement

Support authority-building initiatives tied directly to practice growth

Support attorneys in translating market positioning into business conversations, including outreach scripts, prospect messaging, and direct engagement strategies

Lead initiatives to deepen existing client relationships

Collaborate with relationship partners to identify cross-selling opportunities

Support client expansion strategies that increase share of wallet, strengthen retention, and uncover actionable new matters

Oversee BD and marketing operations

Establish KPIs to measure ROI, pipeline development, and client growth

Lead CRM and client intelligence platform implementation

Track and report on opportunity progression and conversion (e.g., prospect-to-meeting, meeting-to-proposal, proposal-to-engagement), ensuring business development efforts translate into measurable outcomes

Lead and develop the marketing and business development team

Manage the BD and marketing budget with firm leadership

Collaborate closely with the Director of Communications & PR

Partner with firm leadership to strengthen the firm’s approach to pitches, proposals, and pursuit strategy, including competitive differentiation and value articulation

Qualification

Business Development StrategyClient DevelopmentCRM SystemsAnalytical MindsetConsultative SellingExecutive CommunicationSound JudgmentTeam Leadership

Required

Demonstrated success in an Am Law or comparable professional services environment

Credibility with partners and senior leadership

Strategic, analytical, and commercially oriented mindset

Excellent executive-level communication skills

Proven experience leading high-performing teams

Sound judgment, discretion, and business maturity

Demonstrated ability to help professional services teams pursue, pitch, and win new business through structured opportunity development and consultative selling skills

Bachelor's degree required

Minimum of five (5) years of progressive law firm business development experience

Experience with CRM systems and data-driven BD practices

Experience supporting attorney-led sales processes, including targeting, pipeline management, pitch preparation, and conversion strategy