Description:
As part of the Global Specialty team within Insurance Consulting & Technology (ICT), you will drive and support the business development agenda for the team and broader ICT community. This position requires someone who is able to play two key roles:
- Pathfinder – to build relationships, map opportunities and forge strong connections with the right people at selected clients, typically C-suite and budget-holders / decision makers
- Facilitator – to keep client interactions grounded in reality, ensure all relevant chances to add value / extract revenue are examined and to positively challenge the client and WTW to deliver maximum value
The Role
The Sales & Relationship Director Will Be
- A trusted adviser to key buyers and the most senior contacts within client organisations.
- Best positioned to leverage existing relationships and client knowledge to create growth opportunities across ICT.
- A connector to senior sellers across all areas of ICT.
- A key convener for client relationships and therefore not solely responsible for day-to-day client management.
- Proactive in facilitating growth across ICT by connecting internal and external solutions to client needs, leveraging other WTW teams where appropriate, including Willis Broking.
- A source of client insight and guidance for colleagues pursuing new business opportunities and retaining existing relationships. Responsible for developing a strong understanding of ICT’s propositions.
- Active in identifying and pursuing cross-ICT sales opportunities in collaboration with other senior sellers to deliver growth.
- Working closely with the Sales Effectiveness Team to maximise time spent on revenue-generating activity. Forward-looking in discussing client needs and generating opportunities beyond current circumstances.
- Coordinating client relationship activities across the wider team.
Principles And Accountabilities
The Sales & Relationship Director will be integral to the execution of WTW’s sales and client management strategy. To fulfil this role, the Sales & Relationship Director must:
- Understand the client’s business, workforce issues, and buyer hubs.
- Lead account planning sessions.
- Facilitate revenue opportunities adjacent to the role.
- Liaise with colleagues across all proposition areas to enable introductions to the full range of propositions.
- Work with relevant proposition leaders to identify opportunity leads.
- Delegate client issues to client teams for resolution and follow up as required.
Qualifications
What you’ll bring
- Insurance market experience, including knowledge of market participants and dynamics.
- Sales or relationship management experience.
- Strong commercial awareness, both externally with clients and internally within the organisation.
- The ability to operate independently, set priorities, and deliver against objectives.
- Proven capability to build relationships and networks quickly, both internally and with clients.
- Strong communication skills with the ability to communicate with impact.