We are BLG: Canada’s Law Firm. Our culture is one of vigilance and curiosity, Firm-wide collaboration, unfailing mutual respect and dedication. We pride ourselves on having standout talent and delivering an exceptional client experience.

We are a future-minded Firm delivering high-value advice and known for our unwavering commitment to innovation, diversity and inclusion, community involvement and talent development. Learn more about us at

www.blg.com

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Purpose of the Role

BLG is creating a senior leadership role to transform how we manage our most important client relationships and develop the specialized teams needed to support them. Reporting into the Chief Client Officer, the National Director, Client Programs will design, launch, and champion a key client program that delivers measurable competitive advantage, substantial revenue growth, and client loyalty.

The National Director will create and lead BLG’s first comprehensive key client program while building and managing the specialized teams needed to execute it effectively. This includes:

• Building the key client program: Creating structured approaches and resources to manage our most valuable client relationships, improve retention, and drive revenue growth
• Leading specialized teams: Developing and managing proposal writers, account managers, commercial pricing and client insights functions across Canada
• Integrating these functions: Ensuring these critical functions work together seamlessly to deliver consistent experiences to partners participating in the key client program

This role presents an opportunity to contribute to BLG’s client-centric future, with the authority and resources to build and evolve this program.

Key Responsibilities

Build and Lead the Key Client Program

• Create client management plans that identify our most valuable clients and develop specific strategies to grow these relationships
• Develop systematic client feedback programs including regular satisfaction surveys, client audits and post-matter reviews
• Support and empower client relationship partners to lead and deliver exceptional client service
• Build broad account teams across practices and regions that support client plans and drive results
• Communicate trends, learnings, and best practices to strengthen all firm client accounts and relationships (not just those in the program)

Lead Proposal Writing Team

• Manage a national team of proposal writers who create compelling responses to RFPs and new business opportunities
• Improve our win rates by ensuring proposals are client-focused, well-written, and strategically positioned
• Evolve proposal processes and templates that help our lawyers create better proposals more efficiently
• Champion the firm's AI journey and leverage tools to engineer and optimize proposal workflow management systems that enhance efficiency and agility
• Develop a structured process for reviewing new engagements to ensure that the firm is investing in the right opportunities, improving our ability to win, improving profitability, and effectively managing risk

Lead Commercial Pricing Team

• Oversee Director of Commercial Pricing and pricing analysts who develop pricing strategies for client matters, including alternative fee arrangements and value-based billing
• Work with pricing team and legal operations to optimize commercial terms that improve our competitiveness while protecting profitability
• Integrate pricing strategy with proposal development so our pricing supports our competitive positioning
• Build pricing intelligence capabilities that help partners make better commercial decisions

Lead Account Management Functions

• Lead account managers who maintain ongoing relationships with key client relationship partners between matters
• Coordinate regional client engagement across all Canadian offices
• Facilitate cross-selling opportunities by identifying ways to expand our work with existing clients
• Organize client events and relationship-building activities that strengthen partnerships

Team Leadership and Development

• Recruit top talent for proposal writing, account management, and pricing roles
• Develop team capabilities through training, coaching, and mentorship programs
• Create collaborative culture where these different teams work together effectively
• Establish performance standards and career development paths for all team members

Key Competencies

• MBA or JD/MBA preferred; business degree required
• Minimum 12 years in progressively senior leadership roles within legal or premier professional services firms
• Experience shaping and guiding cross-functional teams with a demonstrable track record of elevating team performance to achieve strategic business outcomes
• At least 5 years dedicated to strategic client account management, business development, or commercial leadership
• Track record of proposal management excellence, including improving win rates in competitive situations through strategic proposal development and coordination
• Proven experience developing and implementing sophisticated pricing models, including AFAs, value-based billing, and commercial term optimization
• Demonstrated ability to build and maintain collaborative business relationships with track record of driving significant revenue growth and measurable client retention improvements
• Natural ability to build synergistic relationships and drive change across a national, multi-office partnership environment while inspiring and developing high-performing teams
• Sophisticated understanding of business intelligence tools and ability to derive actionable insights from complex client and financial data

We thank all applicants for their interest in this position, however, only applicants selected for an interview will be contacted.

Everyone at BLG is required to carry out the duties of their role while upholding the important principles of our respectful workplace policies, and treating everyone with respect, regardless of position. At BLG, valuing diversity and inclusion is key to a respectful workplace.

• Please note that relatives of current BLG employees and partners are not eligible for consideration.’

BLG is committed to building a diverse workplace reflective of the communities we serve and to fostering an inclusive culture where Firm members feel valued, respected and inspired to thrive as their authentic selves. We value diversity of thought and the unique skills, perspectives and experience each individual brings to BLG. We welcome applications from all qualified candidates and encourage applicants from members of groups that have been historically underrepresented, including but not limited to First Nations, Métis and Inuit Peoples, racialized individuals, persons with disabilities, people who identify as women and/or LGBTQ2S+.

We also strive to provide an accessible candidate experience. Please let us know if you need any accommodations during the recruitment process.