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Job description



The Role

The primary focus of this role is to drive sales effectiveness through the Insurance Consulting and Technology Line of Business (LOB) across the EMEA region.

This will be achieved through the development and provision of best practice sales/CRM processes and resources, sales management and coaching initiatives, sales and CRM capabilities, development and career pathways for the team, and driving a winning sales culture.

The ultimate goal is to develop a high-performing culture focused on sales and clients. The Director, Sales Effectiveness/Senior Sales Consultant will work closely with the Regional Sales and Practice Leaders, Market Leaders and the wider consulting teams to provide strategic support and recommendations on sales strategy across the region.

Responsibilities will include:

Clients

  • Support regional Account Management efforts and develop best practice Client Relationship Management processes
  • Partner with practice and product leadership in developing key sales messaging and value propositions relating to intellectual capital and go-to-market initiatives while managing regional sales campaigns and tailoring global campaigns for use in local markets
  • Work with Sales Effectiveness Team within the region, to facilitate development and provide hands-on support for shaping/preparing winning proposals, sales presentations and other sales materials and identify opportunities to support colleagues in maximizing their ability to win work.
  • Work with Software [Technology] Sales team within the region, championing initiatives that drive close partnerships and working relationships with regional consulting teams
  • Regular, direct participation in client-specific sales meetings to observe sales performance, provide coaching and assist with value proposition
  • Participation in sales pitches with clients
  • Seek opportunities to share knowledge/clients/resources to maximise business effectiveness across EMEA
  • Liaise with other members of the EMEA and Global teams to ensure appropriate consistency of service lines and that advantage is taken of the global skills and resource base

Excellence

  • Drive change management to institute an evolving professional sales culture within Insurance Consulting and Technology, EMEA
  • Drive best practice sales planning efforts to align business activities and metrics with the needs and aspirations of Insurance Consulting and Technology clients
  • Introduce new, creative and successful sales techniques; enhance and improve the efficiency and effectiveness of the sales process of Insurance Consulting and Technology colleagues; and support consistency and quality control of sales activities across EMEA
  • Maintain and develop own industry knowledge
  • Lead the development and customisation of appropriate product and service offerings
  • Meet or exceed Willis Towers Watson performance standards for financial reporting, revenue generation, financial management, client relationship management and work quality

Financial

  • Support achievement of sales target across EMEA
  • Lead the development, management and analysis of sales management information including pipeline data and sales penetration information to facilitate improved predictability in results, and to guide planning and strategic business decision making

People

  • Actively promote sales pursuit capabilities with Insurance Consulting and Technology colleagues; provide effective sales coaching on best-practice selling techniques; and develop and deliver a sales training agenda to upskill and develop colleagues within the region
  • Offer support and coaching to individual client account teams
  • Facilitate the development of less experienced colleagues through coaching and mentoring.
  • Work collaboratively within the ICT management team, contributing to its strategic development and demonstrating drive to achieve agreed scorecard.
  • Training design and delivery - Create learning in the sales and business development arena, and drive the design and delivery of ICT-specific sales training sessions that introduce selling, pitching and negotiation skills to colleagues and enhance the skills of our more seasoned sellers.
  • Collaborate with our business leaders to address and deliver to these needs in a customized manner.
  • Develop a high performing sales mind set


The Requirements

Proven capability in being able to work collaboratively with Sales professionals and teams in other regions as well as marketing colleagues to share best-practices and create tight linkages across the regions and between marketing and sales activities

  • Experience in business development, sales and/or sales management within a professional or financial services environment including participating in direct client interaction and sales pitches across different cultures and territories
  • Familiarity with the insurance industry and an understanding of the services provided by Willis Towers Watson Insurance Consulting and Technology, or the desire and ability to quickly climb the learning curve
  • Ability to work in a dynamic, changing environment with a diverse team of professionals
  • Flexibility to operate at a strategic level with senior colleagues, as well as operating at a tactical delivery level and being 'hands on' with more junior colleagues
  • Familiarity with consulting, project or change management
  • Ability to provide a broad strategic perspective across various markets
  • Strong coaching skills and gravitas to influence others
  • Experience with the delivery of sales training to senior consulting colleagues preferred
  • Excellent oral and written communication skills, including the ability to translate complex technical information into clear, audience-appropriate messages
  • Experience with direct management of professional teams and matrix management of large diverse teams of professionals
  • Demonstrated sales experience in a similar professional services environment
  • Bachelor's Degree or equivalent experience required, Master's Degree preferred
  • Strong Word, PowerPoint and Excel skills
  • Self-motivated with a can-do attitude
  • Ability to travel 15-25% of time

EQUAL OPPORTUNITY EMPLOYER

Learn more about Willis Towers Watson

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