WTW
Sales & Relationship Director
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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. The role is based in London and requires an office presence of four days per week.
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.
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Principles and Accountabilities
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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.
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