Principal

Position Summary

The Principal is a strategic business leader and client service expert who serves as a client advisor and is responsible for developing accounts with meaningful revenue potential. This role combines business development with delivery leadership, requiring strong client relationships, account strategy development, and the ability to identify and execute growth opportunities. The Principal leads engagements of high complexity and scale, originates leads for new clients and/or identifies Business Development opportunities at existing accounts, actively develops the next generation of leaders, and is accountable for account-level P&L outcomes and client satisfaction.

Duties and responsibilities

Client Delivery & Account Leadership

Key Responsibilities

• Own and deepen relationships with key stakeholder contacts; serve as the primary firm relationship representative and account advisor
• Manage all elements of engagements including scope, budget, schedule, work streams, deliverables, profitability, and skill development of the team
• Develop and drive account vision and strategic priorities; connect delivery to strategy and identify growth opportunities
• Monitor account health and engagement metrics; identify opportunities for Business Development through expansion and renewal
• Conduct regular on-site visits to strengthen client relationships and participate in planning sessions and steering committee meetings
• Lead planning sessions and steering committee meetings with client stakeholders; facilitate discovery workshops and scoping sessions
• Coordinate with delivery teams and specialists to ensure quality execution and client satisfaction throughout engagements
• Address client issues and concerns promptly; maintain and elevate relationships
• Proactively leverage subject matter expertise and experiences to enable clients, project teams, and practices to work smarter, serve better, and solve problems faster
• Demonstrates thought leadership and strategic management of PM expertise
• Reduce project risk by following all QA, legal, and risk standards

Performance Metrics & Standards

Metric

Standard

Productive Utilization Hours

1,040 – 1248 hours annually

Productive Utilization Rate

50 - 60%

Overall Client Satisfaction Score

4.0 or above

Business Development & Revenue Generation

Key Responsibilities

• Identify and pursue renewal and expansion opportunities within assigned accounts
• Originate leads and/or identify opportunities at existing accounts
• Participate in pursuit activities for new business or change orders with extensions of existing clients
• Scope opportunities and develop Statements of Work (SOWs) and project plans with client input
• Lead renewal and upsell discussions; support commercial negotiations
• Connect firm capabilities and insights to identify new value propositions for the client
• Translate project feedback into identified opportunities and proposals
• Play a strategic role in pursuit activities
• Build and elevate the Connors Group brand externally and internally

Performance Metrics & Standards

Metric

Standard

Annual Bookings MBO

Determined and aligned to existing assigned client accounts.

Practice Development & Leadership

Key Responsibilities

• Proactively identify and develop opportunities for new and expanded offerings and/or assets
• Share best practices and subject matter expertise with internal colleagues, building skills around them
• Direct or invent new approaches, tools, and/or methodologies that advance practice capabilities
• Serve as an assigned Mentor for top identified talent at the PM and Sr. Consultant level
• Responsible for performance management for PM’s having served on aligned accounts
• Manage time conflict, conduct difficult conversations, and address challenging problems
• Help recruit and retain talent; participate in recruiting and team development initiatives
• Participate in or lead internal projects and events to foster an inclusive community within project teams, practices, or offices

Core Competencies

Strategic Thinking: Ability to understand client business challenges, identify opportunities, connect firm offerings to client needs, and develop account strategies

Implementation/Operationalizing Client Strategies: Ability to develop and lead client implementations and a clear understanding of Change Management best practices

Client Relationship Management: Strong ability to build trust, develop deep relationships, understand client priorities and constraints, and serve as a trusted advisor

Business Development & Account Growth: Orientation toward growth; ability to identify, pursue, and execute expansion opportunities within accounts

Delivery & Project Coordination: Ability to coordinate delivery teams, manage project scope, ensure quality outcomes, and maintain client satisfaction

Communication & Presentation: Clear written and verbal communication; ability to present to senior stakeholders and articulate recommendations effectively

Analytical & Problem-Solving: Ability to analyze business situations, develop logical recommendations, translate insights into actionable plans, and navigate ambiguity

Collaborative Approach: Works effectively across firm silos; builds strong cross-functional relationships with delivery, support, and internal teams

Account Planning & Execution: Ability to develop thoughtful account strategies, prepare account updates and forecasts, and execute against plans

Self-Motivation & Ownership: Strong drive for results; willingness to take ownership of account success and client outcomes

Leadership & Developing Others: Ability to coach, mentor, and develop team members; manages difficult conversations and builds high-performing teams

Key Responsibilities & Standards

• Consistently maintain forecasts and submit in a timely manner
• Complete goal setting, feedback forms, and status updates on schedule
• Complete and participate in all mandatory training and workplace compliance requirements
• Participate in quarterly check-ins and development conversations
• Maintain accurate time tracking and project documentation

Performance Standards

Standard

Requirement

Goal Setting Completion

100% - on time

Timely Feedback Completion

100% - submitted by deadline

Workplace Compliance

All mandatory training completed annually

Qualifications

Required

• Bachelor's degree in industrial engineering, or related field
• 10+ years of industry experience
• 5+ years of senior consulting, business strategy, or client management experience
• Demonstrated success managing client engagements and delivering measurable results
• Strong analytical and problem-solving skills
• Excellent communication and presentation skills
• Experience in operations, supply chain, process improvement, or related domains

Preferred

• Consulting or advisory firm background
• Demonstrated experience with account expansion and business development
• Exposure to operations transformation, restructuring, or optimization projects
• Track record of managing multiple concurrent client relationships
• Proven record of client satisfaction, retention, and account growth

Working conditions

Domestic and international travel.

This job description is not intended to be all-inclusive. Employee may perform other related duties as assigned to meet the on-going needs of the organization.