Principal, Client Engagement

InnSpace; Bethesda (MD); On-site; USD 140,000 - 230,000; Full time

Benefits offered by this job

Competitive salary

Comprehensive benefits (health, dental

Vision insurance

401(k) retirement plan with 3% company

Paid time off

13 paid holidays

Professional growth opportunities

Collaborative work environment

Employee Profit Share Program

Job summary

Innspace is seeking a Principal, Client Engagement to lead client engagement strategy and business development within the hospitality construction market across the US. The role reports to the Senior Director of Client Engagement and focuses on expanding relationships with brokers, developers, and hospitality clients.

The position requires strong leadership, a proven track record in client engagement, and the ability to forecast and manage pipelines.

Qualifications

• 10+ years of experience in hotel/hospitality industry in the US market.
• Proven track record in business development, client engagement, or account management within hospitality construction/design.
• 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 building and developing high-performing teams.
• Excellent communication, negotiation, and relationship-management skills.

Responsibilities

• Drive client engagement methodology, standards, practices, processes, and technology solutions to enhance capability of the organization.
• Create and implement a local risk management plan in collaboration with account executives.
• Develop and execute client partnership and business development strategy, including forecasting and budgeting.
• Develop and maintain client relations strategies to support company strategy evolution.
• Create an opportunity pipeline aligned with strategic plan and targets.
• Identify, win, and maintain clients across hospitality clients, brokers, and developers.
• Collaborate with marketing to align brand with client approach.
• Lead and develop a high-performing client engagement and account executive team.
• Ensure workforce plans meet company needs and leverage client engagement talent.

Skills

Leadership experience

Client engagement

Relationship management

Negotiation

Communication

Travel up to 50%

Tools

Smartsheet

HubSpot

MS Office

Job description

Innspace is an international hospitality general contractor with over 25 years of experience, offering in-house design and procurement capabilities. We collaborate with brokers and developers, providing upfront preconstruction and property due diligence to assess PIP renovation costs and establish deal feasibility and ROI. Our mission is to provide cost and schedule assurance, ensuring seamless project execution for our clients.

What We Offer

• Competitive salary
• Comprehensive benefits package, including health, dental, and vision insurance
• 401(k) retirement plan with 3% company contribution
• Responsible paid time off
• 13 paid holidays
• Opportunities for professional growth and development
• A collaborative and supportive work environment
• Employee Profit Share Program (non-traditional)

Position Summary

The Principal, Client Engagement will drive Innspace's client engagement methodology, business development strategy, and account relationships within the hospitality construction market. This role reports to the Director, Client Engagement and plays a central part in expanding and strengthening Innspace's presence with brokers, developers, and hospitality clients 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.