Position SummaryThe Principal, Account Executive will lead Innspace's client relations and strategic account strategy, owning the win strategy, growth, and retention of key hospitality accounts. This role reports to the Senior Director, Client Partnerships and works closely with the account executive team, preconstruction, design, procurement, and operations to convert opportunities and build repeat and referral-based business with owner groups, brokers, hotel brands, developers, and investors across the US.
Role & Responsibilities - Create and execute win strategies for target clients and pursuits, including project-specific strategies
- Develop and execute the client relations and strategic account strategy in line with company methodology
- Win, maintain, and grow strategic client relationships, driving increased revenue from existing accounts
- Build client strategies around focus areas (geography, brand, asset type, and client segment)
- Map and manage key client relationships (new, existing, and previous contacts and firms)
- Maintain constant insight into project and client profitability throughout the pursuit and project lifecycle
- Develop client insights and analytics in collaboration with business development to support the continuous evolution of company strategy
- Capture industry, process, and market trends from strategic accounts to inform thought leadership and marketing content
- Manage and meet pipeline and sales targets, reporting on key performance indicators and issues to the Senior Director, Client Partnerships
- Oversee CRM account management strategy and communication
- Drive account management standards/practices, processes, and technology solutions to enhance the capability and effectiveness of the organization
- Develop and implement a risk management plan in collaboration with the account executive team, identifying and reporting risks quickly and ensuring appropriate action is taken (e.g., legal, reputation, and financial risks)
- Ensure client expectations are met on timing, bid, package, budget, and communications, and drive quick resolution of client issues
- Collaborate across disciplines to ensure buy-in on strategy and resource pursuit and project teams effectively
- Capture lessons learned and best practices from projects and strategic accounts, and share them across the team to improve the account management process
- Lead and develop a high-performing account executive team, including performance management, training, and professional development
- Create a culture of high engagement and innovation, ensuring team members' values and behaviors are aligned with the organization
- Support Corporate Social Responsibility initiatives and operate in compliance with ethical practices
Experience & Qualifications - Minimum of 10 years of experience in the hotel/hospitality industry within the US market
- Demonstrated track record of winning, penetrating, and growing strategic accounts within hospitality construction, design, or related fields
- Proven success cultivating strategic partnerships with owner groups, brokers, hotel brands, developers, and investors, particularly in the upscale and above segments
- Strong understanding of design-build methodology, procurement processes, and PIP renovations
- Knowledge of hospitality real estate transactions, local market rates, and the competitive landscape
- Working knowledge of contract language and negotiation
- Experience pitching and presenting to senior-level clients
- Experience with pipeline management, forecasting, and key/strategic account management best practices
- Strong leadership experience, with a track record of building and developing high-performing teams
- Strong business acumen, entrepreneurial mindset, and client orientation, with the ability to establish strategic direction and influence others
- Excellent communication, negotiation, and relationship-management skills
- Willingness and ability to travel up to 50%
Technology - Smartsheet
- HubSpot
- MS Office
This position reports to the Senior Director, Client Partnerships. This position is in office. Working hours are full time, Monday through Friday 8:00am to 5:00pm. Candidates must have valid authorization to work in the U.S. for any employer.
