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Senior Business Development Associate

2 months ago

Greenwich, Connecticut, United States INNSPACE Full time
About the Role

We are seeking a highly motivated and experienced Senior Associate, Account Development to join our team at INNSPACE. As a key member of our Client Engagement team, you will play a critical role in managing owner groups and management company relations, presenting our services, identifying opportunities, and handing over qualified opportunities to our account management team.

Key Responsibilities
  • Business Development
    • Execute business development strategy in line with regional and local principal objectives
    • Collaborate across disciplines to drive team performance for project handovers
    • Support 80/20 conversion analysis locally to inform business planning
  • Client and Stakeholder Management
    • Support lead source analysis
    • Collaborate with Regional Marketing & Communications team to ensure brand alignment with client approach
    • Develop fresh and innovative approaches to identify and attract target clients
    • Support the development of a local research strategy to identify and win clients with Client Relations and Regional Principals
    • Map and follow key client relationships (new, existing, and previous contacts and firms)
    • Collaborate with Account Development and Account Management team to identify and drive cross-regional opportunities with target clients
  • People and Team
    • Collaborate across disciplines, regions, and within studios
    • Contribute to the creation of a high-performing team
  • Job-Specific Operational Excellence, Risk, etc.
    • Attend and drive lead management as scoped by the Directors
    • Identify and report risk to the Directors, where relevant, while operating in compliance with ethical practices
    • Maintain updated information in the CRM system
    • Execute the Business Development methodology, standards/practices, processes, and technology solutions within the Studio to enhance the capability and effectiveness of the organization
    Performance Metrics
    • Business/Financial
      • Meet individual/team targets for appointments, events, outreach, opportunities, and deal handovers
      • Target hotel owner groups and management companies to understand our methodology and qualify projects for handover to our account management team
    • Client/Stakeholder
      • Demonstrate creativity to achieve results
      • Business development initiatives reflect a high alignment to our brand
      • Business development local strategy deployed reflects high potential opportunities with target clients
      • Demonstrate success at supporting and driving cross-regional client opportunities
    • People/Team
      • Effectiveness and quality of relationships across teams
      • Extent and quality of collaboration in developing solutions affecting other teams/disciplines
      • Open and effective communication across disciplines/teams
    • Job-Specific Operational Excellence, Risk, etc.
      • Input accurate and timely information into CRM system
      • Actions taken to identify and resolve risks and issues
      • Consistency of standards, technology solutions, and process across local studio to achieve global brand capability, drive best practices, and achieve efficiencies
      Requirements
      • Critical Knowledge (Role & Industry)
        • Market and industry knowledge
        • Knowledge of hospitality owner groups/management companies
      • Skills (including Leadership – People/Business/Change)
        • Resilience
        • Building relationships
        • Communicating with impact
        • Client orientation
        • Takes initiative
        • Driving for results
      • Experience
        • Client-facing experience
        • More than 7 years in the hospitality industry with relationships in hotel owner groups and management companies
        • Utilizing cold calling techniques to build relationships with potential leads
        • Persuading target clients to consider potential opportunities
        • Identifying real opportunities and point of handover
      • Technology
        • Smartsheet
        • Hubspot
        • MS Office