Associate Director, Business Development Programs and Coaching - Boston, NY, Washington, D.C.

Responsibilities

• Lead the design, delivery, and ongoing evolution of the firm’s business development coaching and training platform.
• Build practical curriculum around pipeline development, client conversations, relationship expansion, cross-selling, pitch preparation, pursuit strategy, and sales discipline.
• Ensure programming is relevant for attorneys at different levels and supports both foundational and advanced BD skill development.
• Partner with Attorney Development to embed commercial skills into onboarding, core training programs, lateral integration, and ongoing attorney development.
• Work with external vendors and subject matter experts to bring in leading practices, buyer insights, and current market trends.

Attorney Coaching & Applied BD Support

• Provide practical coaching to attorneys on live opportunities, client relationships, individual business plans, and pipeline activity.
• Partner with Practice, Industry, and BD leaders to align coaching with strategic priorities, key clients, and growth opportunities.
• Translate BD strategy into clear next steps, action plans, and follow-through.
• Support partners, laterals, emerging rainmakers, and priority groups in building stronger BD habits and commercial confidence.

MBD Enablement

• Create tools, playbooks, and training resources that help MBD professionals operate as stronger strategic advisors.
• Create shared approaches for pipeline coaching, target identification, client meeting preparation, pursuit planning, and post-meeting follow-up.
• Reinforce consistent BD methods across practices, industries, offices, and client teams.
• Identify capability gaps within MBD and develop practical training or coaching solutions.

Tools, Data & Measurement

• Ensure training and coaching connect to firm tools and workflows, including CRM, ERM, pipeline tracking, experience management, and client feedback.
• Define and track metrics for participation, engagement, adoption, behavior change, and business impact.
• Use data, feedback, and BD team insights to evaluate program effectiveness and refine future programming.
• Identify gaps in adoption and execution and recommend practical improvements.

Stakeholder & Vendor Management

• Build trusted relationships with attorneys, Practice and Industry leaders, Attorney Development, MBD colleagues, firm leadership, and external partners.
• Manage external BD training vendors, coaches, consultants, and subject matter experts.
• Ensure external programming is practical, firm-specific, and aligned to Mintz priorities.
• Lead pilots and targeted rollouts to test, refine, and scale commercial excellence initiatives.

Qualifications

• Bachelor’s degree required.
• 14+ years of experience in professional services, business development, sales enablement, coaching, training, or commercial excellence.
• Experience coaching attorneys, partners, executives, and senior professionals on client development, business development, or revenue growth.
• Experience designing and delivering practical training programs with measurable application.
• Strong understanding of professional services sales cycles, client relationship management, pipeline development, and opportunity pursuit.
• Familiarity with CRM, ERM, pipeline management, client feedback, and BD technology tools.
• Strong facilitation, communication, and stakeholder management skills.
• Ability to translate strategy into practical tools, behaviors, and action plans.
• Experience managing external vendors, coaches, consultants, or training partners.
• Ability to influence in a partner-led environment without relying on formal authority.
• High degree of curiosity about client behavior, buyer trends, and the changing legal market.
• Ability to function in a fast-paced, service-oriented environment, prioritize multiple projects on a daily basis, and adjust to shifting priorities.
• Strong planning, project management and organizational skills.
• Strong sense of urgency.
• Facility analyzing, working with and presenting data.
• Possess a “hands-on” tactical approach.
• Creative and proactive approach to problem solving.
• Facilitate teamwork and identify opportunities to develop new processes/infrastructure.
• Demonstrated ability to grasp and implement new concepts quickly.
• Strong analytical abilities, resourcefulness, and attention to detail.
• Able to work independently and as part of a team with a proactive and positive style that fosters collaborative working relationships.
• Outstanding sense of customer service, with demonstrated ability to instill this in others.
• Deep personal commitment to integrity, excellent judgment, and the highest standards of ethics.
• Must display the highest level of diplomacy, tact and discretion, with comfort in handling and maintaining confidential information.
• Excellent computer skills, including proficiency in using Microsoft Word, Outlook, Excel and PowerPoint.
• Ability to quickly get up to speed and master new applications and software is critical.
• Prior experience managing staff is required.
• Demonstrated ability to motivate and develop teams.
• Proven leadership and management abilities.
• Demonstrated experience in employee relations and performance improvement.