Principal, Business Development

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 


• Developing local insights and analytics in collaboration with Client Relations to support the continuous evolution of our strategy


• Creating a local opportunity pipeline in accordance with agreed strategic plan and budget/targets 


• Handovers in line with region’s local targets 


• Local strategy result deployed result in high conversion rate with target clients 


• Opportunity pipeline meets regionally agreed targets 


• Target opportunities fit within our 80/20 methodology 


• Undertaking lead source analysis and driving lead management 


• Collaborating with Regional Marketing & Communications to ensure brand alignment with client approach 


• Collaborating with Strategy, Design and Delivery to identify key industry or client relationships

Client/Stakeholder

• Undertaking 80/20 Conversion analysis locally to support business planning 


• Implementing global strategies around research projects in conjunction with marketing and strategy teams within the location 


• Implementing within the region globally agreed event strategies and budgets 


• Developing fresh and innovative approaches to identify and attract target clients 


• Participate in local studio planning to identify local or regional specific opportunities and client types 


• Mapping and following key local client relationships (new, existing and previous contacts and firms) 


• Demonstrates creativity to achieve results 


• Business development initiatives reflect a high alignment to our brand 


• Local studio plan deployed reflects high potential opportunities with target clients 


• Agreed number of effective research projects implemented within the location 


• Agreed number of effective events executed within the location 


• Demonstrated success at supporting and driving cross regional client opportunities


• Collaborating with Global Business Development Team to identify and drive cross regional opportunities with target clients  

People/Team

• Collaborating across disciplines, regions and within studios 


• Developing and managing Business Development expertise in the three key areas of Networking/Cold calling/Research and Client Intelligence 


• Clear goals set for team and delivery managed against these 


• Openness and effectiveness of communication across disciplines/teams 


• Extent and quality of collaboration in developing solutions affecting other teams/disciplines 


• Effectiveness and quality of relationships across teams within the Discipline and Studio 

Critical Knowledge (Role & Industry) and Experience:  

• Extensive local market and industry knowledge


• Utilizing cold calling techniques as a method to build relationships with potential leads


• Client facing relationship management


• Lead management


• Clear goals set for team and delivery managed against these


• Openness and effectiveness of communication across disciplines/teams


• Extent and quality of collaboration in developing solutions affecting other teams/disciplines


• Effectiveness and quality of relationships across teams within the Discipline and Studio

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


• Drive a culture of accuracy in research and intelligence for handover


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


• Drives input of accurate, timely information into CRM system


• 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


• Implementing and supporting Corporate Social Responsibility program


• Collaborating with Marketing & Communications for continual improvement of events


• Evidence of lessons learnt and adjusting of strategy


• Corporate Social Responsibility initiatives implemented in line with regional vision