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 New York.

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 New York. 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

Base Salary $165,000 - 185,000/yr Sales Incentive Bonus

• Exact compensation may vary based on skills, experience and location