Job description
Job Description:
At Perkins Coie, we look for individuals that are self-motivated, dedicated to providing value and superior services and, above all, people who have a high degree of integrity and enthusiasm for their work. We’ve created a company culture that is based on collaboration, devotion to serving our clients, and mutual respect. Perkins Coie is committed to advancing
diversity and inclusion
both within the firm and throughout our collective communities. Work for
one of the 100 Best Workplaces in America
, get great health insurance, tuition reimbursement, your birthday off, and paid sabbaticals.
GENERAL PURPOSE
The Senior Client Relationship Manager (SCRM) is a highly visible, partner- and client-facing role within the Marketing Department of Perkins Coie. With a client-centric, service-oriented mindset, the SCRM collaborates cross-functionally to implement best-practices in strategic account management, keeping Client Leads and attorneys client-facing, helping teams expand firm-wide client relationships, and enabling an exceptional client experience. The SCRM works closely with senior partners and extended client service teams and collaborates across the Business Services organization to facilitate a seamless support model that strengthens trusted-advisor relationships with the firm’s strategic clients.
ESSENTIAL FUNCTIONS
These essential functions are primary job duties that incumbent must be able to perform unassisted or with some reasonable accommodation.
The SCRM will primarily be responsible for helping identify, develop, and implement strategies that grow trusted-advisor relationships and facilitate an exceptional client experience. The SCRM serves as the hub of the account team for 2-4 client accounts, working with the Client Leads to support strategic execution and liaising with the clients’ legal operations teams and other key contacts, as needed.
Relationship Management
- Support and advise the Client Leads in development and implementation of a client-centric, action-oriented client relationship development plan that pursues strategic priorities, identifies service opportunities, enhances diversity and inclusion, and fosters a trusted-advisor relationship
- Build a deep understanding of the client’s business, industry, and competitive environment
- Develop relationships with the clients’ legal operations and other designated team members
- Manage reporting on clients’ diversity and inclusion requirements and programs
- Drive compliance with Clients’ Outside Counsel Guidelines
- Identify opportunities to bring value-added services to clients including the use of Client Advantage
- Champion and coordinate Client Feedback; work with Client Lead to address feedback received
- Collaborate across Marketing to identify opportunities to enhance client experience through industry events, D&I, and other programs or communications of value to the client
Account Finance
- Work in collaboration with finance and pricing teams to maximize the profitable revenue realized in the client relationship
- Facilitate rate negotiations and analysis
- Maximize billing realization by driving efficiency and troubleshooting
- Track, understand, report key client account data
Communication
- Develop and provide regular client relationship reporting focused on key metrics, strategic actions, impact, client satisfaction, etc. for both firm leadership and the client team
- Build content and facilitate internal client account team meeting agenda and other communications
- Ensure accurate and appropriate client relationship, experience and contact information is maintained firm systems
- Develop, maintain onboarding for new attorneys to the client team
Leadership
- Activate, organize, oversee coordination of supporting Business Services teams to ensure transparency, effective knowledge-sharing, increased efficiencies, and to maximize the firm’s resources to the benefit of the Client Leads and the client.
- Manage and mentor staff, as assigned, and oversee personnel issues, workload and professional development of staff.
- Serve as a role model, exhibiting the highest professional standards for internal and external client service.
TRAVEL
This position requires regular interaction with lawyers around the firm, attendance at firm and client meetings, periodic travel to client locations, and other travel.
SPECIFIC SKILLS REQUIRED
- Proficient with Microsoft Office suite; strong PowerPoint and Excel skills critical
- Experienced with Salesforce CRM
- Client-first, service-oriented mindset
- Self-starter, proactive problem-solver
- Strong organizational and project management skills
- Proficient in budgeting, reporting and application of financial metrics
- Exceptional communication skills, both oral and written
- Ability to influence without direct authority
- Ability to foster connections between and among diverse sets of clients and contacts
- Operate effectively in a hybrid work environment
- Embrace diversity and inclusion
- Facilitation, coaching and mentoring experience
- Ability to adapt to a changing environment
- Strong business/commercial acumen
SPECIFIC SKILLS PREFERRED
- Deep understanding of the legal services industry
- Negotiation experience beneficial
- Financial analysis and pricing skills
EDUCATION AND EXPERIENCE
Bachelor’s degree or equivalent required; Master’s degree (MBA, MA, MS JD or other relevant graduate degree) preferred. Minimum of 10 years’ experience in strategic account management, complex program management, and/or direct client service experience in a professional services environment, or similarly relevant business experience.
This position may be filled in the following areas, the compensation range in these areas are listed below and depends on qualification and experience. Perkins Coie may provide a discretionary bonus annually and information regarding benefits can be found
here
.
Bay Area compensation range: $184,970 to $295,770 annually
Colorado compensation range:
$144,920 to $231,730
annually
Washington State compensation range:
$152,870 to $244,440
annually
Los Angeles compensation range:
$168,770 to $269,860
annually
San Diego compensation range:
$166,630 to $266,440
annually
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