Practice Group / Department:
Business Development Leadership - EMEA Job Description
Norton Rose Fulbright is a global law firm with more than 3,000 lawyers advising clients across locations in the United States, Europe, Canada, Latin America, Asia, Australia, Africa and the Middle East. We provide the world's preeminent corporations and financial institutions with a full business law service.
With over 50 offices and 7,000 employees worldwide, our culture is the thread that connects us, as well as our values of unity, quality and integrity. Our strategy and culture are connected – defined by shared ambition, global collaboration and a one-team mindset. We believe pioneering work happens when people are empowered to think beyond boundaries, explore new opportunities and grow through diverse experiences. Alongside the right skills and experience, we look for people who are innovative, commercially minded, and motivated by the impact of the work they do – ready to share in our ambition and help shape what comes next.
Because while individuals can do well, together we achieve something extraordinary.
The Role
The Senior Client Relationship Manager (SCRM) sits within the Marketing & Business Development (MBD) function in the Europe, Middle East & APAC (EMEAPAC) region at Norton Rose Fulbright.
The SCRM is responsible for the development and growth of a portfolio of the firm’s most significant clients, with a focus on revenue generation, relationship management and embedding a client-centric, commercially focused culture across the region.
Working closely with Client Relationship Partners (CRPs) and client teams, the SCRM acts as a strategic advisor, ensuring that client strategies are insight-led, commercially focused, and deliver measurable outcomes.
The Team
The role sits within the Client Development team and works collaboratively with Client Relationship Partners, legal teams and business services to deliver consistent and high-quality client experience.
The SCRM also builds and maintains relationships with key client stakeholders, including legal, procurement, relationship and panel managers, supporting a proactive and externally focused approach to client engagement.
Key Responsibilities
Client strategy and relationship management
- Manage a portfolio of priority clients
- Collaborate with Client Relationship Partners to develop and deliver client strategy, including relationship mapping and execution of client plans
- Maintain a consistent cadence of client team meetings, reviews and reporting
- Lead client teams to ensure clear ownership, accountability and delivery against priorities
- Act as the firm’s ambassador for the client, ensuring a coordinated and high-quality approach across the business
- Build and maintain a strong network of relationships within client organisations
- Collaborate with regional peers to support global client relationships
Revenue growth and opportunity development
- Drive revenue growth across clients by identifying, shaping and progressing strategic opportunities
- Lead and coordinate strategic bids, including panel appointments and high-value transactions
- Partner with BD (practice and sector teams) to develop compelling propositions and convert opportunities
- Support pricing strategy and commercial positioning on key pursuits
- Deliver targeted client engagement and value-add initiatives to generate opportunities and strengthen relationships
- Work with marketing team to enhance client profile and visibility in support of growth
Client performance and commercial analysis
- Analyse client financial performance to identify trends, risks and growth opportunities
- Provide commercial insight to inform client strategy and decision-making
- Advise on pricing, panel positioning and relationship investment decisions
- Support prioritisation of client activity based on value, performance and growth potential
- Leverage client and market insight to identify areas for performance improvement and strategic focus
Client insight and feedback
- Lead client feedback processes and ensure insight is translated into clear, actionable improvements
- Share client insight and trends to inform client strategy and broader firm initiatives
- Ensure client intelligence and research are effectively leveraged across client teams
Internal collaboration and leadership
- Act as a connector across practices, regions and business services to ensure a coordinated client approach
- Influence behaviours and promote a client-centric culture across teams
- Contribute to the development of client development best practices
- Act as a role model within the Client Development function
Key Skills and Experience
- Proven experience in client development, ideally within a legal or professional services environment
- Strong track record of driving commercial outcomes and influencing senior stakeholders
- Clear, confident communicator, with the ability to tailor messaging to diverse audiences
- Collaborative and adaptable, able to operate effectively across global, matrixed environments
- Committed to continuous improvement and advancing client development best practice
- Brings energy, a positive mindset and a proactive approach
- Demonstrates resilience and the ability to navigate complexity and change
#LI-JC1 #LI-Hybrid
Diversity, Equity and Inclusion
To attract the best people, we strive to create a diverse and inclusive environment where everyone can bring their whole selves to work, have a sense of belonging, and realize their full career potential.
Our new enabled work model allows our people to have more flexibility in the way they choose to work from both the office and a remote location, while continuing to deliver the highest standards of service. We offer a range of family friendly and inclusive employment policies and provide access to programmes and services aimed at nurturing our people’s health and overall wellbeing. Find more about Diversity, Equity and Inclusion here.
We are proud to be an equal opportunities employer and encourage applications from individuals who can complement our existing teams. We strive to create an inclusive and accessible recruitment process for all candidates. If you require any tailored adjustments or accommodations, please let us know here.
Practice Group / Department: Business Development Leadership - EMEA Job Description Norton Rose Fulbright is a global law firm with more than 3,000 lawyers advising clients across ...
