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Job description

Summary Of Role

The ICT Outsourcing Leader will focus on business development of ICT Outsourcing opportunities across Continental Europe, by understanding the ICT Outsourcing offering, with a strong and effective engagement with the C-suite and senior stakeholder in Insurance clients to demonstrate our understanding and passion for their business and so to deliver exceptional solutions that resonate with their business needs.

Reporting into the Global Outsourcing Leader and EMEA Regional LOB Leader, this is a business critical sales role that should have transformational impact on the EMEA ICT business.

The Role
  • Use and further extend knowledge of the Insurance clients and prospects across ICT Continental Europe, to ensure an effective target companies.
  • Develop and drive implementation of the sales framework to ensure effective pipeline of Outsourcing opportunities - be comfortable with the Challenger Sales approach.
  • Strongly manage the negotiation and contracting of any Outsourcing deals.
  • Engage with ICT CRMs and senior sellers for effective introductions into client C-suite.
  • Engage and update relevant ICT market leaders in the development of the Outsourcing pipeline and the implementation of any won projects.
  • Support cooperation between other ICT markets regionally and globally, as well as other WTW LOBs, especially Willis Re, particularly regarding an integrated go-to-market approach and service offerings.
  • Act as a role model in sales excellence for Outsourcing deals and drive forward the adoption of sales best practice across the business.
  • Create an innovative and disruptive environment to challenge business solutions around Outsourcing.
  • Deliver planned Outsourcing performance and operating margin in accordance with the agreed plan.
  • Consistently manage risk to within acceptable levels by ensuring appropriate governance and work quality process are adopted on all work carried out.

The Requirements

  • Demonstrable experience in the insurance sector, actuarial activities and outsourcing solutions to be credible with the C-suite.
  • A sales challenger approach. A track record in understanding client issues, creating new solutions to meet their needs and closing a sale.
  • Exceptional ability to effectively interact with senior C-suite clients and build long-standing relationships.
  • A proven track record of personal selling, effective negotiation and closing deals.
  • Self starter and hands-on for all aspects of the sales process.
  • Work collaboratively across the senior teams - internally and externally.
  • Understand and implement Outsourcing projects - staffing, financials, SLAs, production, governance.


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