Chief Marketing and Business Development Officer

A mid-size, Pennsylvania law firm is looking to bring add a Chief Marketing and Business Development Officer to their team! The Chief Marketing and Business Development Officer owns the development of firmwide, practice, and industry/section marketing and business development strategy; execution of the firm's revenue system: pipeline, pursuits, key client relationships; and leadership and management of the marketing and BD department.RESPONSIBILITIESPitch, proposal, and pursuit management (25%)

• Owns the end-to-end pitch and RFP process: intake, Go/No-Go screening, drafting, pricing coordination, submission, and debrief.
• Builds a reusable pitch content library/answer bank and an experience database, as well as a process for updating/identifying gaps in matters and responses.
• Runs win and loss debriefs on all major pursuits, and feeds findings back into positioning and pricing.
• Establishes turnaround standards and holds the department and partners to them.Key client and cross-sell execution (20%)
• Launches and runs a key client or industry-based strategy, including teams and relationship mapping.
• Converts identified cross-sell opportunities into live pursuits, with follow-up and accountability.
• Runs the client listening program: executive visits, periodic surveys, and end-of-matter feedback, on an ongoing cadence rather than as a one-time exercise.
• Partners with the CSO and practice leaders on client and office succession, so relationships transition to the firm rather than depending on individual partners.Brand, marketing, and communications strategy (15%)
• Owns brand positioning and messaging architecture for a firm that has outgrown its single-region identity.
• Sets the thought leadership and content agenda, including client alerts, and the standards they are held to.
• Owns website, digital presence, search visibility, and lawyer bios, including the requirement that bios carry named client matters where the client has approved.
• Owns PR and media relations, rankings and awards strategy, and internal communications.
• Differentiates the market playbook by office type: an established-market approach for Lancaster, Reading, and Harrisburg, and a distinct growth-market approach for Gettysburg, Hanover, Malvern, Maryland, and Pittsburgh.
• Brings brand and positioning recommendations to the Marketing Committee for sign-off under its redefined charter.Partner BD coaching and enablement (15%)
• One-on-one business development coaching for high-potential partners and senior associates.
• Builds practice-level and office-level BD plans, with the practice group leader as owner.
• Runs BD training, including BD onboarding for laterals and newly acquired groups.
• Equips practice group leaders to run their own BD cadence rather than depending on the department to drive it.Team leadership and department management (15%)
• Leads the five-person marketing and BD department: role boundaries, workload allocation, performance management, and professional development.
• Defines who owns events, who owns experience capture, and who owns routine sponsorship intake and followup, with documented guardrails and up-front training.
• Protects the team's capacity by moving low-value administrative work off the department or automating it (with MC).
• Sets service standards and turnaround expectations, and manages agencies and outside vendors.
• Assesses whether the current five-role structure is the right one, and makes the case for changes where it is not.Budget, pipeline, KPI tracking, and reporting (10%)
• Owns the marketing and BD budget of approximately $1.05M, including the $520K sponsorship portfolio and the ROI framework it currently lacks.
• Holds delegated authority for routine sponsorship approval within documented guardrails set by the Marketing Committee.
• Owns pipeline hygiene and opportunity tracking in the CRM, and drives CRM adoption across the lawyer population (with BDC).
• Produces the monthly BD dashboard and quarterly KPI reporting to the Management Committee.REQUIREMENTS/EXPERIENCE
• Bachelor's degree required.
• Ten or more years in law firm or professional services marketing and business development, including direct accountability for business development and revenue outcomes rather than marketing/communications alone.
• Demonstrated experience running a competitive pitch and RFP function, including Go/No-Go discipline and win/loss analysis.
• Experience leading and developing a team, including performance management and role design.