About this role
THE PURPOSE OF THE ROLE
Bush & Co is looking for an experienced Senior Business Development Manager to join our Business Development team on a fixed-term maternity cover basis. This is a remote role with occasional travel to our Daventry office and customer visits. Midlands or South England-based candidates preferred.
This is a senior, hands-on role focused on generating new business, developing key customer relationships and growing instructions across Expert Witness, Case Management and Care Solutions.
We work in the personal injury and clinical negligence market with claimant and defendant solicitors, insurers and other professionals, supporting people following serious and catastrophic injury. Previous medico-legal, rehabilitation, personal injury or clinical negligence experience is preferable. We need someone who can get up to speed quickly, build credibility with customers and take ownership of a portfolio of accounts and opportunities.
WHAT YOU WILL BE DOING
New Business and Account Development
Identify and develop new business opportunities across Expert Witness, Case Management and Care Solutions
Build relationships with solicitor firms, insurers and other referral partners, including senior contacts within key accounts
Manage a portfolio of key customers, understanding their needs, referral patterns and opportunities to increase instructions
Identify target customers, teams and practice areas with growth potential, generating meaningful meetings and following opportunities through to instruction
Re-engage customers where activity has declined, maintaining clear account plans and next steps
Represent Bush & Co at conferences, exhibitions, networking events and industry meetings
Growing Our Services
Develop opportunities across our full service offering, ensuring customers understand its breadth
Increase Expert Witness opportunities and support growth within Case Management, including Children and Young People, and Care Solutions
Understand where our services fit within the litigation process and identify cross-service opportunities
Work with clinical and operational colleagues where specialist input is needed
Enquiries, Conversion and Commercial Performance
Maintain visibility of opportunities from first conversation to instruction, following up enquiries and understanding where instructions are won or lost
Work with Enquiries and operational teams to identify barriers to conversion and recurring reasons for lost opportunities
Monitor run rates and instructions to spot growth opportunities and declining accounts
Maintain accurate CRM records and a clear pipeline of opportunities and next steps
Provide clear updates on customer activity and the commercial impact of your work
Customer and Market Insight
Maintain a good understanding of the personal injury, clinical negligence, rehabilitation and medico-legal markets
Gather customer feedback and identify changing needs, competitor activity and new opportunities
Understand the commercial pressures facing law firms, insurers and referral partners, and share insight internally
Work closely with Business Development, Marketing, Enquiries, service, clinical and operational teams to progress opportunities and improve the customer experience
What Success Looks Like
New relationships and opportunities created with relevant solicitors, insurers and referral partners
Existing key accounts continue to grow and relationships remain strong
New enquiries and instructions generated across all three services
Growth opportunities, including Expert Witness and Children and Young People Case Management, progressed
Declining accounts and barriers to conversion identified and addressed
CRM and pipeline data gives clear visibility of opportunities and next actions
Business development activity makes a clear contribution to revenue growth
Experience and Industry Knowledge
Previous experience in the medico-legal, rehabilitation, personal injury or clinical negligence sector is preferable, particularly given the fixed-term nature of the role. An existing understanding of the market, litigation process and Bush & Co’s services would be a significant advantage.
You will ideally have:
Strong business development, account management or commercial experience, with a proven record of winning new business and growing accounts
Experience within the medico-legal, rehabilitation, personal injury or clinical negligence sector
Good working knowledge of the personal injury and clinical negligence litigation process and of claimant and defendant markets
Understanding of how expert evidence, rehabilitation, case management and care services fit within a claim
Experience developing relationships with solicitors, insurers and other stakeholders; an established industry network would be advantageous
Experience managing complex, senior-level customer relationships and using data to prioritise genuine commercial opportunities
Strong communication, presentation and relationship-building skills
The ability to work independently, manage a national customer portfolio and prioritise effectively
The Person
Commercial and proactive, with the confidence to open doors and create opportunities
Relationship focused, able to build credibility with experienced solicitors and insurers
Accountable and organised, taking ownership of customers and following opportunities through
Focused on outcomes, understanding that BD activity should contribute to enquiries, instructions and revenue
Collaborative, working effectively with commercial, clinical and operational colleagues
About Bush & Co
For over 40 years, Bush & Co has provided specialist services across the medico-legal, case management and care sectors across the UK. Our success has been built on the quality of our services, the expertise of our people, strong professional relationships and always doing the right thing for our customers and clients.