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 with Business Development, ensuring appropriate action is taken when risks arise e.g. Legal, reputational and financial risks 
• Implementing and supporting Corporate Social Responsibility program 

Key Measures: 

• Client Development strategy deployed is effective for the needs of the local market 
• Project strategies deployed result in high sales conversion rate with target clients and retained client relationships 
• Global and cross regional client satisfaction and referrals; client satisfaction results are within the NPS target range and results in repeat business 
• Meeting clients’ expectations for timing, 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 acumen and the ability to establish strategic direction with change leadership skills 
• Excellent communication and influencing skills 
• Client-oriented and results driven