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Principal, Business Development

2 months ago

Boston, United States Unispace Full time

We continue to revolutionize the creation of workplace to meet the needs of today’s ever-changing global brands. Our agile, end-to-end experience, delivered seamlessly across borders, is powered by strong client partnerships and enabled by sound workplace intelligence and transformational technology.

We believe that everyone should work in an environment that inspires productivity, peak performance and delivers wellbeing. Across our 48 global studios we see that positive work environments foster open, collaborative and supportive cultures populated by highly independent, motivated people. While our core business is strategising, designing and building workplaces for some of the biggest brands in the world, we know our people are our #1 asset. We look after them with an extensive Employee Value Proposition program which includes rewards and recognition, career development and a focus on wellbeing.

Role Profile:

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 delivery top notch design-build work and elevating Unispace’s brand in Boston.

What you’re responsible for:

Business/Financial

  • Developing and executing the local Business Development strategy including forecasting in line with our 80/20 methodology
  • Developinglocal insightsandanalyticsincollaborationwith ClientRelationstosupportthecontinuous evolutionofourstrategy
  • Creatingalocal opportunitypipelineinaccordance with agreed strategic planandbudget/targets
  • Handoversinline withregion’slocaltargets
  • Local strategy resultdeployedresultinhigh conversionratewith targetclients
  • Opportunitypipelinemeetsregionally agreedtargets
  • Targetopportunitiesfitwithinour80/20methodology
  • Undertaking leadsourceanalysisanddriving leadmanagement
  • CollaboratingwithRegionalMarketing&Communicationstoensure brand alignment withclientapproach
  • CollaboratingwithStrategy,DesignandDeliverytoidentifykeyindustryorclientrelationships

Client/Stakeholder

  • Undertaking 80/20 Conversionanalysislocallytosupport businessplanning
  • Implementing global strategies around research projectsinconjunction withmarketing andstrategyteamswithinthelocation
  • Implementingwithintheregion globally agreed event strategiesandbudgets
  • Developingfresh andinnovativeapproachestoidentifyandattract targetclients
  • Participateinlocal studioplanningtoidentify localorregional specificopportunitiesandclienttypes
  • Mappingandfollowingkeylocal clientrelationships(new,existingandprevious contactsandfirms)
  • Demonstrates creativitytoachieve results
  • Business development initiatives reflectahigh alignmenttoourbrand
  • Local studio plandeployedreflects highpotential opportunitieswith targetclients
  • Agreed numberofeffective research projects implementedwithinthelocation
  • Agreed numberofeffective events executedwithinthelocation
  • Demonstratedsuccessatsupportinganddrivingcrossregional clientopportunities
  • Collaborating with Global Business Development Team to identify and drive cross regional opportunities with target clients

People/Team

  • Collaboratingacrossdisciplines, regionsandwithinstudios
  • Developing and managing Business Development expertise in the three key areas of Networking/Cold calling/Research and Client Intelligence
  • Clear goalssetforteamanddelivery managed againstthese
  • Opennessandeffectivenessofcommunicationacrossdisciplines/teams
  • Extentandqualityofcollaborationindevelopingsolutions affecting otherteams/disciplines
  • Effectivenessandqualityofrelationshipsacross teamswithintheDisciplineandStudio

Critical Knowledge (Role & Industry) and Experience:

  • Extensive localmarket andindustryknowledge
  • Utilizingcoldcallingtechniquesasamethodtobuildrelationshipswithpotentialleads
  • Client facingrelationshipmanagement
  • Leadmanagement
  • Clear goalssetforteamanddelivery managed againstthese
  • Opennessandeffectivenessofcommunicationacrossdisciplines/teams
  • Extentandqualityofcollaborationindevelopingsolutions affecting otherteams/disciplines
  • Effectivenessandqualityofrelationshipsacross teamswithintheDisciplineandStudio

Job Specific – Operational Excellence, Risk. Etc.

  • 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
  • Driveacultureofaccuracyinresearchandintelligenceforhandover
  • Developingandimplementing localriskmanagement planincollaborationwith RPBD,ensuringappropriate actionistakenwhenrisks arisee.g. Legal,reputationalandfinancialrisks
  • Drives inputofaccurate,timelyinformation intoCRMsystem
  • Localriskmanagement plan implemented with evidenceofappropriate actiontaken
  • Consistencyofstandards,technologysolutionsandprocessacrosslocal studiotoachieveglobalbrandcapability,drivebestpracticesandachieveefficiencies
  • Implementingandsupporting Corporate Social Responsibilityprogram
  • Collaboratingwith Marketing&Communicationsforcontinual improvementofevents
  • Evidenceoflessons learntandadjustingofstrategy
  • Corporate Social Responsibilityinitiativesimplementedinline with regionalvision

The statements on the job description are intended to describe the general nature and level of work being performed by the person(s) assigned to do this job. The job description is not intended to be an exhaustive list of all responsibilities and duties required.

*External and internal applicants, as well as position incumbents who become disabled must be able to perform the essential job functions (as listed on the job description) either unaided or with the assistance of a reasonable accommodation to be determined by management on a case by case basis.

Unispace is committed to inclusion and diversity in all aspects of our business. We are proud to be an equal opportunity workplace and will evaluate qualified applicants without regard to race, religious creed, color, age, sex, sexual orientation, gender, gender identity, gender expression, national origin, ancestry, marital status, medical condition as defined by state law (genetic characteristics or cancer), physical or mental disability, military service or veteran status, pregnancy, childbirth and related medical conditions, genetic information or any other characteristic protected by applicable federal, state or local law. We enable our teams to provide diverse, fresh perspectives and to be courageous in challenging conventions of the way we work, collaborate, and learn.

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