Position SummaryThe Principal, Client Engagement will drive Innspace'sclient engagement methodology, business development strategy, and accountrelationships within the hospitality construction market. This role reports tothe Director, Client Engagement and plays a central part in expanding andstrengthening Innspace's presence with brokers, developers, and hospitalityclients across the US.
Role & Responsibilities- Drive client engagement methodology, standards/practices, processes, and technology solutions within the company to enhance the capability and effectiveness of the organization
- Drive a culture of accuracy in research and intelligence for handover
- Develop and implement a local risk management plan in collaboration with account executives, ensuring appropriate action is taken when risks arise (e.g., legal, reputation, and financial risks)
- Develop and execute the client partnership and business development strategy, including forecasting, in line with company methodology
- Develop business development and client relations strategies in collaboration with all disciplines to support the continuous evolution of company strategy
- Create an opportunity pipeline in accordance with the agreed strategic plan and budget/targets
- Develop strategies around identifying, winning, and maintaining clients
- Develop and maintain strategy around focus areas
- Implement agreed strategies around research projects in conjunction with marketing and strategy teams
- Implement agreed event strategies and budgets
- Map and track key client relationships (new, existing, and previous contracts and firms)
- Collaborate with marketing to ensure brand alignment with client approach
- Collaborate with the account executive team to identify and drive opportunities with target clients
- Lead and develop a high-performing client engagement and account executive team
- Collaborate with Directors to ensure workforce plans and organizational structure meet the needs of the company, leveraging the full capability of client engagement talent
- Create a culture of high engagement across all disciplines
- Ensure the culture, values, and behaviors of team members across client engagement are aligned with the organization
Experience & Qualifications- Minimum of 10 years of experience in the hotel/hospitality industry within the US market
- Proven track record in business development, client engagement, or account management within hospitality construction, design, or related fields
- Demonstrated success building and maintaining senior-level relationships with brokers, developers, and hospitality clients
- Experience developing and executing business development strategy, forecasting, and pipeline management
- Strong leadership experience, with a track record of building and developing high-performing teams
- 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 of Client Engagement. Working hours are full time, Monday through Friday 8:00am to 5:00pm in office at our Bethesda, Maryland. Candidates must have valid authorization to work in the U.S. for any employer.
