Manager of Business Development

Manager of Business Development Location: Northern California Reports To: Director, Business Development – California Industry: Alternative Dispute Resolution / Legal Services Company Overview Our client is one of the nation's leading alternative dispute resolution (ADR) providers, delivering mediation, arbitration and related services to law firms, businesses and individuals. Having built a leading ADR platform in California, the organization is expanding its presence across major markets throughout the United States. The company's model is built around supporting highly accomplished neutrals—including mediators, arbitrators, retired judges and experienced attorneys—as they develop and grow their individual practices. Each neutral operates much like an entrepreneurial professional practice supported by the organization's brand, infrastructure, technology, marketing, business development and operational resources. The Opportunity Our client is seeking a Manager of Business Development – California to support the long-term success and growth of its neutrals throughout Northern California and, as appropriate, the broader California market. This is not a traditional sales role. The Manager will serve as a hands-on business development partner to an assigned group of neutrals, helping them grow their practices, strengthen referral relationships and capitalize on the resources available through the organization. A particular focus will be supporting established neutrals who join the organization with existing books of business. The Manager will help create awareness of their move, maintain and deepen important relationships, identify new opportunities and translate an established practice into continued growth on the new platform. The successful candidate will be part strategist, part relationship manager and part operator. This individual will work closely with senior professionals while executing the day-to-day business development activities necessary to grow their practices. Key Responsibilities Work closely with the Director of Business Development to create and implement tailored growth strategies for assigned neutrals. Gain a thorough understanding of each neutral’s practice, areas of expertise, existing client and referral network, target markets, and long-term business objectives. Help established neutrals successfully transition their practices onto the organization’s platform and provide ongoing support throughout the process. Build and execute market engagement and networking strategies that increase visibility, strengthen relationships, and generate new business opportunities. Identify, establish, and nurture relationships with law firms, corporate legal departments, trial attorneys, and other influential referral sources. Assist neutrals in implementing strategies related to networking, relationship development, public speaking, thought leadership, and market positioning. Conduct recurring business development meetings with assigned neutrals to review opportunities, pipeline activity, priorities, and performance. Research and identify relevant conferences, bar association events, sponsorship opportunities, and other high-impact avenues for market engagement. Plan and coordinate professional events, including CLE programs, roundtables, receptions, conferences, webinars, and networking activities. Serve as a representative of the organization and its neutrals at key legal, industry, and professional events. Track practice performance and business development activity, proactively identifying obstacles, gaps, and potential areas for growth. Create focused action plans for practices that require additional support or have significant untapped business potential. Collaborate with Marketing, Creative, Events, Operations, Recruiting, and other internal teams to execute coordinated business development initiatives. Maintain comprehensive and up-to-date CRM information, including referral relationships, prospects, events, opportunities, and business development activities. Create scalable processes, resources, playbooks, and best practices that support neutral growth and strengthen local market development efforts. Analyze the results of business development programs, events, sponsorships, and other initiatives and recommend changes to improve effectiveness and ROI. Ideal Background 5+ years of experience in business development, practice management, client advisory, professional services, marketing, customer success, business consulting, or a related field. Working knowledge of the legal industry, law firm environment, professional services, and legal practice areas. Demonstrated ability to build and maintain trusted relationships with senior professionals, attorneys, executives, and other sophisticated stakeholders. Experience in several of the following areas is preferred: Business development within legal or professional services organizations Practice development or practice management Helping attorneys, partners, advisors, consultants, or other professionals expand their individual practices Building and managing professional referral networks Developing relationships with law firms, corporate counsel, and trial attorneys Creating and executing business development and networking strategies Organizing conferences, CLE programs, webinars, roundtables, sponsorships, and professional events Managing multiple senior-level relationships, projects, and priorities simultaneously CRM administration, pipeline management, reporting, and business development analytics Working in a fast-paced, entrepreneurial, or high-growth professional services environment Strong knowledge of the Northern California legal and business markets Experience in alternative dispute resolution (ADR), litigation services, or legal business development is highly valued but not mandatory. Candidates with strong relationship-management and business development experience in other professional services sectors are also encouraged to apply. Leadership & Personal Characteristics Highly relationship-driven, proactive, organized, and capable of establishing credibility with accomplished professionals. Genuine interest in helping senior professionals develop and expand their practices. Comfortable balancing strategic planning with hands-on execution and day-to-day follow-through. Able to manage multiple relationships, events, projects, and priorities while maintaining a high level of organization. Skilled at influencing and collaborating with stakeholders without relying on direct authority. Strong sense of ownership, accountability, responsiveness, and commitment to delivering on agreed-upon objectives. Effective communicator who can build trust and maintain productive relationships across both internal and external stakeholders. Travel Periodic travel throughout Northern California, with additional travel elsewhere in California as business needs require. Travel will support meetings with neutrals, conferences, sponsorship activities, professional events, and other business development initiatives. Regular attendance at Northern California offices and market-facing events may be required depending on business priorities.