Principal, Client Development

Role Profile:

As Principal, Client Development, you will be helping develop and deliver the EMEA strategy to build strong client relationships in the region. You will be a strategic and tactical leader, optimising the work of your team and elevating Unispace’s brand in the UK.


Your primary responsibilities will involve fostering client relationships across EMEA and helping lead a team to meet local targets as part of the Client Development strategy for the UK. The key elements of the role involve the following:

Developing and deploying the local Client Development strategy

Developing local client insights and analytics in collaboration with Business Development to support the continuous evolution of our strategy

Leading a high performing local Client Development team, building capability within Unispace

Mapping and managing key client relationships around focus areas

Developing and implementing project specific strategies for clients

Maintaining an insight into project and client profitability throughout projects

Reporting on Key Performance Indicators to EMEA Client Development Lead

Undertaking CRP analysis of results and reporting to EMEA Client Development Lead

Collaborating across disciplines, regions and within studios

Ensuring the culture, values and behaviours of team members across the local discipline are aligned to the organisation

Driving Client Development standards/practices, processes and technology solutions within the Studio to enhance the capability and effectiveness of the organisation

Developing and implementing local risk management plan in collaboration with Business Development, ensuring appropriate action is taken when risks arise e.g. Legal, reputational and financial risks

Implementing and supporting Corporate Social Responsibility program

Key Measures:

Client Development strategy deployed is effective for the needs of the local market

Project strategies deployed result in high sales conversion rate with target clients and retained client relationships

Global and cross regional client satisfaction and referrals; client satisfaction results are within the NPS target range and results in repeat business

Meeting clients’ expectations for timing, bid, package, budget and communications

Effectiveness in performance management (both driving out-performance and dealing with under-performance)

Employee net promoter score ENPS meets target levels

Training and resourcing plans are effectively implemented

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

Experience and Skills Required:

Experience in client facing relationship management

Working knowledge of contract language and negotiation

Experience pitching and presenting to high-level clients

Success in developing and nurturing a team in order to build organisational talent

Knowledge of the Design & Build methodology, procurement processes and Commercial Real Estate terminology

Commercial awareness, business acumen and the ability to establish strategic direction with change leadership skills

Excellent communication and influencing skills

Client-oriented and results driven

Job Type
Full Time
65 days ago

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