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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

Be unique. Be authentic. However you prefer to say it, we really mean it. Our culture embraces people’s diverse perspectives and creates a positive environment where everyone belongs. We’re determined to build a better, more connected world for everyone.

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