Senior Client Relationship Manager

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.