Principal, Client Development
Boston, MA, United States
Role Profile:
As Principal, Client Development, you will be helping develop and deliver the Americas strategy to build strong client relationships in the region. You will be a strategic and tactical leader, optimizing the work of your team and elevating Unispace’s brand in Boston.
Responsibilities:
Your primary responsibilities will involve fostering client relationships across the Americas and helping lead a team to meet local targets as part of the Client Development strategy for Boston. The key elements of the role involve the following:
Developing and deploying the local Client Development strategy
Developing local client insights and analytics in collaboration with Business Development to support the continuous evolution of our strategy
Leading a high performing local Client Development team, building capability within Unispace
Mapping and managing key client relationships around focus areas
Developing and implementing project specific strategies for clients
Maintaining an insight into project and client profitability throughout projects
Reporting on Key Performance Indicators to the Americas Client Development Lead
Undertaking CRP analysis of results and reporting to the Americas Client Development Lead
Collaborating across disciplines, regions and within studios
Ensuring the culture, values and behaviors of team members across the local discipline are aligned to the organization
Driving Client Development standards/practices, processes and technology solutions within the Studio to enhance the capability and effectiveness of the organization
Developing and implementing local risk management plan in collaboration withBusiness Development, ensuring appropriate action is taken when risks arise e.g. Legal, reputational and financial risks
Implementing and supporting Corporate Social Responsibility program
KeyMeasures:
Client Development strategy deployed is effective for the needs of the local market
Project strategies deployed result in high sales conversion rate with target clientsand retained client relationships
Global and cross regional client satisfaction and referrals; client satisfaction results are within the NPS target rangeandresults in repeat business
Meeting clients’ expectationsfortiming, bid, package, budget and communications
Effectiveness in performance management (both driving out-performance and dealing with under-performance)
Employee net promoter score ENPS meets target levels
Training and resourcing plans are effectively implemented
Local risk management plan implemented with evidence of appropriate action taken
Consistency of standards, technology solutions and process across local studio to achieve global brand capability, drive best practices and achieve efficiencies
Experience and Skills Required:
Experience in client facing relationship management
Working knowledge of contract language and negotiation
Experience pitching and presenting to high-level clients
Success in developing and nurturing a team in order to build organizational talent
Knowledge of the Design & Build methodology, procurement processes and Commercial Real Estate terminology
Commercial awareness,business acumenand the ability to establish strategic direction with change leadership skills
Excellent communication and influencing skills
Client-oriented and results driven
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