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

The Associate Director, Business Development Programs and Coaching will lead the development and evolution of the firm’s business development coaching and training platform, focused on building stronger business development and sales discipline across attorneys and the Marketing & Business Development department.

Reporting to the Chief Marketing and Business Development Officer, this role will design and deliver practical programming, coaching, tools, and measurement approaches that help attorneys identify opportunities, build pipelines, deepen client relationships, expand existing work, and pursue new business more effectively.

Responsibilities:

Business Development Programs & Coaching

• 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

• Develop 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.
• Help 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.
  

• Assume additional responsibilities as requested. 
• This role requires 60% in office presence; remote work is permissible 40% of the time. 

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.
• Ability 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.

This job description is a general description of the types of responsibilities that are required of an individual in this job.  It is not intended to be a complete list of the responsibilities, duties and skills that may be required for this job.

Physical Demands:

This position requires sitting or standing for long periods of time and the continuous operation of standard office equipment, such as computers, keyboards and phones. It also requires mobility sufficient to perform certain job functions, such as getting to photocopiers/scanners/fax machines, and regular bending, reaching, lifting, stooping and occasionally pulling, pushing and/or lifting items that weigh up to 25 pounds.