苏州招聘

Accountabilities 岗位职责：

1. Client Relationship Management 客户关系管理

？ Work with Client Relationship Partners to put in place a program designed to develop relationships and work opportunities.协助客户关系合伙人实施针对发展客户关系和服务客户机会的项目。

？ Manage key client relationships for key clients within your sector or practice group and locally headquartered/listed companies.管理重点客户关系，特别是所在的行业或业务领域的客户以及总部在当地或上市公司客户。

？ Develop and drive the implementation of client relationship plans, focusing on client retention and the growth of client relationships, ensuring that KWM is front of mind for buying decisions.发展和驱动客户关系计划的实施，专注于客户的维系和增进客户关系，保证金杜在客户聘用决策中的优先地位。

？ Focus on the profitable growth of relationships (including a sound understanding of the drivers of profitability) and identify areas for cross-selling to achieve client specific relationship goals.重视业务关系带来的利润增长（包括深刻理解影响利润的因素）和跨业务部门营销，实现客户特定关系的目标。

？ Undertake client segmentation to determine key, growth and target clients. 进行客户的分类，确定重要客户和增长型客户以及目标客户。

？ Prepare for internal client relationship meetings - agenda setting in consultation with partner.准备内部客户关系会议，包括与合伙人确定相关会议日程等。

？ Monitor client activity in the region and proactively identify potential opportunities and look for ways to bring more of KWM’s capabilities to clients, both inside China and internationally.追踪地区客户动态，主动发现潜在业务机会并向国内外客户展示金杜业务能力。

2. Practice Development / New Business 业务开发/新业务

？ Develop and execute business plans for priority areas. 制定和执行重点领域的业务计划。

？ Project manage proposals (ranging from tailored capability statements to large scale panel tenders) and client presentations.制作项目建议书（从定制化的业务领域介绍到公司律师入库投标文件）以及客户演示。

？ Take a lead role in the development and production of best practice pitch material with a priority on improving the quality of pitches and the pitching capability of our China partners. 主导制作高质量的投标材料，提高投标文件质量和合伙人的投标能力。

？ Facilitate cross-selling between practice teams.协助开展跨业务部门的营销活动。

？ Research and analyse business, industry, competitors and trends, proactively identifying opportunities for client engagement and developing an opportunities “pipeline”.调研和分析商业、行业、竞争对手和趋势，主动发现服务客户机会和前瞻性服务思维。

？ Proactively engage partners on the development of a “pipeline” mindset and prompt partners to undertake activities that increase the speed of the pipeline.积极引导合伙人发展定位未来机会思维并促使合伙人形成前瞻性服务思维。

？ Provide comprehensive market and competitor intelligence.提供全面的市场和竞争对手资讯报告

？ Work with the MarCom Manager to identify key data and prepare information for firm profile raising in legal directories, league tables, surveys and awards. 与媒体与公关经理一道，鉴别重要信息，为各种法律指南、律所排名、调查问卷及申奖等工作准备相关资料。

3. Integrated Marketing Campaigns / Brand Marketing 整合营销活动/品牌营销

？ Rollout integrated marketing campaigns that support BD initiatives, including组织支持业务开发的整合营销活动，包括：

？ Client events and seminars: Align BD strategies with client event and seminar opportunities such as education seminars, sponsorships, industry networking opportunities, speaking slots etc.客户活动和研讨会：寻找符合业务开发策略的客户互动活动和研讨会，如培训研讨会，赞助项目，行业交流活动以及发言机会等。

？ Publications: Agree alignment of alerts and updates with BD strategies and proactively identify topics to be developed into publications.出版物：确保出版物符合业务开发策略，并积极寻找机会为出版刊物文章提供话题。

？ Sponsorships: Identify sponsorship opportunities in line with China and the firm’s global business plans and work with the relevant partners and Media and PR teams as required, to ensure all entitlements associated with sponsorships are met and the opportunity is maximised.赞助项目：确定符合律所在中国和全球业务计划的赞助商计划以及与相关合作人和媒体与公关团队的赞助机会，共同确保赞助权益最大化的实现。

金杜是一家新型的律师事务所，根植本土，业务范围覆盖全球，致力于为客户提供独到的商业见解和与众不同的客户体验。每天有超过30多个国际办公机构，2700多名律师为客户保驾护航，在日趋复杂的各地区环境中把握商机并降低风险。得益于全球化网络，金杜为客户提供优质的商业解决方案，并改变着传统的法律服务模式。
如何做到这一点？我们不止步于满足客户所需，而更关注实现目标的过程。通过紧密合作，并凭借我们在业界领先的专业经验、深入的法律见解以及根植本地的联系，金杜利用其全球平台与客户建立起无间的合作关系。
作为一家在中国、中国香港、澳大利亚、英国、美国和欧洲重要法域拥有执业能力的律师事务所，我们面向全球，为客户锁定机遇，助力其在亚洲世纪释放全部发展潜能。我们能够为客户创造机遇，以提供领先市场的专业服务为宗旨，不断超越创新——致力于让亚洲走向世界，让世界联通亚洲。
    
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King & Wood Mallesons is a new breed of law firm combining local depth with a global platform. Offering a different perspective to commercial thinking and the client experience, 2,700 lawyers across more than 30 international offices are working with clients every day to understand local challenges and navigate through regional complexity. With access to a global platform, we are providing commercial solutions and transforming the way legal services are delivered.
How do we do this? By focusing not just on what you want, but how you want it. Working in close partnership with clients, our relationships are built on delivering a market leading experience and providing access to deep legal insights and local connections, with the benefit of a global platform.
As the firm able to practise Chinese, China Hong Kong, Australian, English, US and a significant range of European and Middle Eastern laws, we open doors and unlock opportunities for clients as they look to unleash the fullest potential of the Asian Century. Our ability to connect emerging opportunities, with market leading capability, is pushing the frontiers of what can be achieved - connecting Asia to the world, and the world to Asia.
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