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Job description


The Role

This is a hands-on, sleeves rolled-up role focusing on driving lead generation and follow-up activities across the Talent & Rewards (T&R) GB portfolio. The role will be required to source prospective sales targets from several CRM systems; instigate and run digital media campaigns, manage follow-up activity and measure lead generation success and conversion.

  • Reporting to the Sales Operations Leader, and supporting the dedicated sales team, the Business Development Manager is responsible for managing all aspects of outbound lead generation process for Talent & Rewards GB
  • Drive growth in top of funnel qualified leads by leveraging best practice across T&R in the early stages of the sales process for contact management, target list management, generation of top of funnel leads, and qualification of those leads
  • Input to, and align with overall T&R sales strategy to drive and support T&R growth objectives
  • Training and coaching Business Development & Sales Support colleagues
  • Drive alignment of sales processes across a diverse range of products and services
  • Measure progress with appropriate metrics and work with the Business Intelligence team to provide insights to leaders and sellers
  • Monitor employee productivity and motivate team to reach daily / weekly / monthly / quarterly goals
  • Evaluate and improve business development and sales support processes
  • Ensure accurate and complete information is captured in disparate customer relationship management (CRM) systems.

Lead Strategy:

  • Contribute to annual Sales Operations Strategy with clear business plans and objective setting
  • Build and maintain stakeholder maps across sales, marketing, research and vendors
  • Drive alignment of sales tools and processes across Talent & Reward (T&R)
  • Consider areas where sales data and market intelligence can improve sales outcomes and forecasting


Qualify leads generated:

  • Drive top of funnel lead count through direct opportunity identification and sales support
  • Collaborate with marketing, sellers, and product owners to agree a marketing strategy for both high volume product and consultative revenue streams
  • Leverage marketing campaigns and events to identify and qualify top of funnel leads for the relevant sales team to then pursue the opportunity
  • Collaborate with the marketing function to consider how our digital marketing strategy could be leveraged for high volume opportunity growth


Team management:

  • Build a highly engaged team, focused on delivering based on the Willis Towers Watson values to drive high quality outcomes across all of T&R
  • Allocate responsibilities across the team and set objectives to drive achievement of goals and objectives
  • Plan resourcing requirements, building business cases for additional roles as identified
  • Works with GB LOB Leaders and Sales Leaders to build and implement T&R Business Development strategy to support T&R across the regions
  • Works closely with Client Relationship Directors and T&R Consultants to build buy-in and embed aligned sales processes
  • Works closely with Marketing to understand, support and develop marketing campaigns
  • Works closely with global Sales Operations team on global alignment and optimization of Sales Operations resources, processes and systems including effectively leveraging and coaching the team in Manila
  • Works closely with the Operational Excellence function and Finance using the appropriate sales tracking system (CIS, Salesforce, SPM etc.) to track top of funnel pipeline
  • Strong working relationships and personal credibility with T&R, LOB and Sales Leaders across GB, WE and CEEMEA to support those leaders in achieving their goals
  • The integration of Sales Operations in the overall sales strategy and processes in T&R
  • Ability to leverage best practice across previously disparate teams to establish a team that supports the whole of T&R
  • Collaboration with other parts of T&R Operations and the Business
  • Common sales language across T&R
  • Enabling T&R, LOB, Practice leaders and Sales teams with the right data, tools and processes to be successful in driving growth
  • Familiarity with sales process, demand generation, and Predictable Revenue methodology
  • Exceptional written and verbal communication skills
  • Ability to maintain an upbeat and positive attitude at all times
  • Exceptional work ethic - leading by example, ability to coach, motivate and lead
  • Ability to work in self-directed, fast-paced entrepreneurial environment


How do we measure success:
  • Number of top of funnel qualified leads generated
  • Conversion of leads to qualified opportunities
  • Adoption rate of new sales processes
  • Growth of volume sales


The Requirements

  • Sales and process proficiency
  • Team work & Collaboration
  • Project planning and execution
  • Leadership
  • Change management and communication


Equal Opportunity Employer

Learn more about Willis Towers Watson

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