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Client Account Lead

    Osborne Clarke

    We have a brand new opportunity for a Client Account Lead to join our highly-regarded Marketing & Sales team at Osborne Clarke.

    In this newly created role, we are looking for an experienced Business Development Manager, with a proven-track record in sales. You’ll need to be driven, tenacious and innovative in your approach, with experience of developing client relationships within a professional services environment.

    Working closely with David Tomley, our International Head of Client Relationship Development, you’ll be responsible for building strategic partner relationships with a number of our key clients and drive profitable sales growth.

    Building on your success in the role, there is appetite for someone to come in and build a team. So this is a genuinely exciting opportunity for an individual who wants to make a genuine difference to the business and excel in their career.

    Role objectives

    • Focus solely on three or four accounts to drive opportunities, relationships and revenue from service lines across the firm. You will work to develop your own network and relationships at the client, understand their issues and, from that, develop solutions and drive revenue
    • You will work very closely with the Client Relationship Partner (CRP) and be a key member of the client service team, supporting the client planning strategy, agreeing targets, ensuring that opportunities for Osborne Clarke (OC) are optimised
    • Supporting the CRP in managing profitability and fee negotiations
    • Own the end-to-end client experience achieving high levels of service satisfaction. Undertake regular feedback to measure and monitor performance seeking ways to improve how clients’ experience OC

    Main activities

    • Play a key role leading the relationship strategy across the client,developing own relationships with clients, mapping who owns key client relationships, identifying key individuals on the client side and plugging relationship gaps
    • Develop a deep understanding of client priorities. Identify and drive strategic opportunities and sales leads, including support for proposal development
    • Build client awareness of OC service line and Transformation offerings
    • Drive sales and account management discipline and best practice, ensuring pipeline accuracy
    • Lead international account communication and actively enable ‘joined-up’ working across countries and services
    • Support the CRP in client planning, guiding the client service team and driving revenue growth
    • Hold senior level procurement relationships with the client. Support legal teams in agreeing fees and T&Cs on engagements
    • Support broader marketing activities, tailoring to the client, and ensuring engagement with events

    Knowledge, communication, coaching

    • Coach teams in sales/proposal best practice
    • Share best practice, market intelligence and understanding of ‘hot topics’ and how to broach them
    • Understand the wider offerings of the firm and broader sector / client trends, issues and needs, as relevant across your portfolio
    • Provide sales forecasts by involving all functions that can add value to the account, including regular meetings with all functions involved with, or targeting the account

    Key performance measures

    • Revenue YTD – overall revenue and revenue from Client Development Lead origination
    • International revenue growth
    • Pipeline and client meeting volumes
    • Successes selling in service liens and transformations
    • New relationships and strengthened relationships
    • Feedback from clients, partners and colleagues
    • Wider contribution to the international sales effort


    • Effective networker with ability to understand client needs
    • Internationally-minded and keen to work in teams which cross cultures, borders – ability to see the bigger picture
    • Be confident to drive value-adding business conversations with clients across a wide range of business issues
    • Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers and other more junior members of the team
    • Strong influencing skills (internal and with client) and diplomacy
    • Be well organised, detail-conscious, pro-active, hard-working and resilient
    • Be flexible in their approach and able to work under pressure


    • Strong experience of client-facing consultative sales and ability to drive value-adding business conversations with clients
    • Ability to coach others in sales/relationship management
    • Financial analysis and client planning
    • Tangible income generation evidence
    • Market knowledge and sector expertise
    • Demonstrable ability to deliver insights using knowledge of client issues
    • Confidence interacting at all levels internally and externally
    • Good interpersonal, organisational and communication skills
    • Effective networking skills
    • Ability to understand complex client needs and create OC propositions

    Salary and benefits

    We offer competitive salaries and generous

    For more information or to apply

    We would very much welcome your application using the link provided. Should you have any questions about the role, or would like to find out more about the firm, please contact Philippa Watson in the recruitment team on

    No agencies please.

    Please note that although we include closing dates for our roles as a guide, we review and progress applications on a rolling basis.

    At we value difference and encourage applicants from all social backgrounds, ethnicities, disabilities, gender identities, and sexual or romantic orientations. We want everyone to feel that OC is a place where you can be yourself and where you belong, and our range of interest groups and diversity networks – not to mention our great teams – are a part of making that a reality.

    We support working families via a range of family and caring friendly policies and will accommodate flexible working where we can. We value the health and wellbeing of our people: for example, we’re signatories to the Mindful Business Charter, have an active network of mental health champions and offer free initiatives and flexible benefits to all our people.

    Being an inclusive employer is important to us. We have made a number of external commitments such as the Race Fairness Commitment and Women in Law Pledge, and are working with organisations like Stonewall to become a more inclusive employer.

    Osborne Clarke is a Living Wage Employer, so we’re committed to paying everybody in our business enough to live on and to enable them to save for the future.

    We want you to be able to show us your best during the recruitment process. If you require any adjustments to be made during the application, interview process or when working with us, please let us know.

    Expected salary:

    Job date: Sat, 17 Sep 2022 07:10:37 GMT

    Client Account Lead

    To apply for the job click here

    Client Account Lead

    To apply for the job click here

    Contact us

    Osborne Clarke

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