Principal, Business Development

unispace - Boston, MA

- Senior

Boston, MA

Professional, Scientific, and Technical Services

About the position

As Principal, Business Development, you will be building client pipeline in your region. You will be a strategic and tactical leader, creating opportunity for the team to deliver top notch design-build work and elevating Unispace's brand in Boston.

Responsibilities

• Developing and executing the local Business Development strategy including forecasting in line with our 80/20 methodology
• Developing local insights and analytics in collaboration with Client Relations to support the continuous evolution of our strategy
• Creating a local opportunity pipeline in accordance with agreed strategic plan and budget/targets
• Handovers in line with region's local targets
• Local strategy result deployed result in high conversion rate with target clients
• Opportunity pipeline meets regionally agreed targets
• Target opportunities fit within our 80/20 methodology
• Undertaking lead source analysis and driving lead management
• Collaborating with Regional Marketing & Communications to ensure brand alignment with client approach
• Collaborating with Strategy, Design and Delivery to identify key industry or client relationships
• Undertaking 80/20 Conversion analysis locally to support business planning
• Implementing global strategies around research projects in conjunction with marketing and strategy teams within the location
• Implementing within the region globally agreed event strategies and budgets
• Developing fresh and innovative approaches to identify and attract target clients
• Participate in local studio planning to identify local or regional specific opportunities and client types
• Mapping and following key local client relationships (new, existing and previous contacts and firms)
• Demonstrates creativity to achieve results
• Business development initiatives reflect a high alignment to our brand
• Local studio plan deployed reflects high potential opportunities with target clients
• Agreed number of effective research projects implemented within the location
• Agreed number of effective events executed within the location
• Demonstrated success at supporting and driving cross regional client opportunities
• Collaborating with Global Business Development Team to identify and drive cross regional opportunities with target clients
• Collaborating across disciplines, regions and within studios
• Developing and managing Business Development expertise in the three key areas of Networking/Cold calling/Research and Client Intelligence
• Clear goals set for team and delivery managed against these
• Openness and effectiveness of communication across disciplines/teams
• Extent and quality of collaboration in developing solutions affecting other teams/disciplines
• Effectiveness and quality of relationships across teams within the Discipline and Studio
• Drive Business Development methodology, standards/practices, processes and technology solutions with partnership from the Head of Strategic Accounts to enhance the capability and effectiveness of the organization
• Drive a culture of accuracy in research and intelligence for handover
• Developing and implementing local risk management plan in collaboration with RPBD, ensuring appropriate action is taken when risks arise e.g. Legal, reputational and financial risks
• Drives input of accurate, timely information into CRM system
• 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
• Implementing and supporting Corporate Social Responsibility program
• Collaborating with Marketing & Communications for continual improvement of events
• Evidence of lessons learnt and adjusting of strategy
• Corporate Social Responsibility initiatives implemented in line with regional vision

Requirements

• Extensive local market and industry knowledge
• Utilizing cold calling techniques as a method to build relationships with potential leads
• Client facing relationship management
• Lead management
• Clear goals set for team and delivery managed against these
• Openness and effectiveness of communication across disciplines/teams
• Extent and quality of collaboration in developing solutions affecting other teams/disciplines
• Effectiveness and quality of relationships across teams within the Discipline and Studio