Practice Overview 

Ankura’s Trust and Mass Torts team has extensive experience providing strategic advice to all parties involved in complex litigation. Our team provides economic, financial, statistical, business analytics, and operational expertise to law firms and corporations, with a particular focus on mass torts and class actions. Our diverse and experienced professionals provide insight throughout the entire litigation life cycle, from initial strategic planning to settlement administration. We leverage our unique expertise and knowledge in a variety of industries, ranging from consumer goods to financial services, and have been involved in some of the largest cases in US history. 

Our experts apply decades of experience and advanced analytics to quantify liabilities, forest outcomes, and implement structured, defensible processes for fiduciaries, courts, and stakeholders in high-volume claims environments. 

Role Overview 

The Trust and Mass Torts Senior Managing Director role is an executive level position that sells, leads and manages complex client engagement(s). The successful candidate will be a "person of stature" and self-sustaining rainmaker who generates $3 - $5 million+ annually. The candidate will possess a strong personal brand and deep market-making relationships resulting in a robust flow of inbound calls and bookings. The candidate will be a hands-on, passionate consulting executive who will work with team members in developing and executing on key account plans, nurturing executive level client relationships of the most strategic accounts, and achieving revenue targets. The successful candidate must be a commercial leader able to drive revenue growth and capture market share.  

Responsibilities 

• Initiates and converts business opportunities and collaborates with other Senior Managing Directors to sell and deliver engagements that generate $3 - $5 million+ annually 

• Project management, development of expert testimony and reports, and quantitative and qualitative analysis. 

• Lead project teams in preparing consulting and testifying expert analysis 

• Interface with clients throughout all phases of consulting engagements 

• Demonstrate exceptional leadership capabilities through the mentorship and development of less-senior colleagues 

• Encourage relationship building by participating in the firm’s activities and initiatives 

• Manage the invoicing process, including collections, for consulting engagements 

• Build relationships and engage in activities designed to generate qualified leads, which will then be worked on in collaboration with Ankura practitioners 

• Support our national business development outreach initiatives which will require initiating and organizing meetings and phone calls with prospective clients, prepare letters and email, and participate in the preparation of sales collateral 

• Source and close new clients through referrals, cold calling, networking, and other means (tradeshows, regional organizations, etc.) 

• Build a productive pipeline and manage each phase of the sales process 

• Cultivate and maintain long term relationships with clients by delivering elite client service and engaging them by using knowledge of each industry and organization 

• Formulate sales plan to achieve monthly, quarterly, and annual sales targets 

• Generate daily outreach efforts to prospective clients 

• Develop an effective understanding of the capabilities, benefits, and competitive advantage 

• Set and manage client expectations while consulting with each client for best practices 

• Manage and control pricing and contractual issues 

• Travel (including multiple annual conferences, client meetings) - domestic and/or international 

Qualifications 

• Bachelor’s degree from a top tier college/university; advanced degree preferred 

• Minimum of 10 years' professional services or related experience 

• A successful track record of generating $3 - $5 million+ annually to target markets 

• The candidate will possess a strong personal brand and deep market-making relationships resulting in a robust flow of inbound calls and bookings 

• Expertise defining, influencing and driving change at executive levels and across the broader community of stakeholders  

• Exceptional negotiation skills with complex/sophisticated situations involving executive and board level stakeholders  

• Able to develop credible recommendations under shortened time constraints and imperfect information  

• High energy style, flexible and adaptive, with the ability to work well in a very fast paced environment  

• Ability to adapt to complex client environments and situations  

• Expert written communication skills, self-directed with preparation of client ready document and presentation development  

• Articulate, persuasive, communicator who is adept at handling executive and difficult audiences well including ability to adapt style to audience 

• Research: Advise on appropriate sources for use by the team to reduce research time and increase efficiency, including paid sites 

• Business Groups: Deep knowledge of the services provided by each practice area, organizational structure, and any conflict/relationship nuances specific them 

• Issue Resolution: Ability to resolve actual and perceived conflict issues with all levels of staff to allow for the highest level of acceptance without undue risk to the firm and/or its reputation 

• Coordinated Initiatives: Work with internal groups on firmwide projects to improve efficiency and/or user experience; may act as primary contact