Willis Towers Watson Client Relationship Support, Business Development in Hong Kong, Hong Kong

Client Relationship Support, Business Development

Date Posted: April 30, 2018

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Not ready to Apply? at https://willistowerswatson.avature.net/WTWTalentNetwork

JOB DESCRIPTION

The Company

Willis Towers Watson is a leading global advisory, broking and solutions company that helps clients around the world turn risk into a path for growth. With roots dating to 1828, Willis Towers Watson has 40,000 employees serving more than 140 countries. We design and deliver solutions that manage risk, optimize benefits, cultivate talent, and expand the power of capital to protect and strengthen institutions and individuals. Our unique perspective allows us to see the critical intersections between talent, assets and ideas – the dynamic formula that drives business performance. Together, we unlock potential. Learn more at willistowerswatson.com.

The Business

Client and sales management is one of the key priorities of the company moving forward. Driven by our client vision “To enable our clients to make the best decisions and implement the right solutions to manage their risk and people, driving superior results in an increasingly connected world”, the focus of client/sales management is to translate this vision into an all pervasive organizational capability and competency to achieve our business goals. We are currently in the process of driving a best in class sales management architecture within the region in Asia and sales operations will play a key role in the fruition of our client/sales management objectives.

The Role

The primary responsibility of the Sales Ops colleague is to enable and optimize the sales process, pipeline management in the assigned CRM system, follow up and track the implementation of the country market/sales plan, sales analysis, enable sales training & customer experience program, support the Client Relationship Directors (CRDs) and Lead Relationship Managers (LRMs) on their sales operations activities, organize account planning sessions and drive opportunity escalation office amongst others. Collaborative engagement with various teams in the LoBs and marketing would be critical for success. The overall objective of this role is to assist the client facing community and the country leader in achieving the sales goals and set-up a platform for best in class sales management within the organization. The key responsibilities would therefore include

  • Drive the sales reporting & tracking and provide inputs to the country leader, the LoB leaders and other key stakeholders

  • Drive pipeline management by ensuring the update of the pipeline in the CRM system(s), analyse the strength of the pipeline and point our action items as required

  • Support the CRDs and especially LRMs in taking cross-LoB opportunities to their clients which may inter alia include administrative support and internal co-ordination

  • Drive the implementation of the country market and sales plan by following up the team members, provide administrative support and highlight any concerns/red flag as appropriate

  • Ensure that the key opportunities are being followed-up on

  • Track the progress of key client facing initiative in the country and highlight any red flags as appropriate

  • Enable the sales process (includes assessing, designing, or implementing sales processes) in seamless and provide inputs to make the process more efficient and productive

  • Enable and support the launch and implementation of client facing events & programs

  • Work with the business analyst lead to provide further sales and pipeline analytics and intelligence

  • Provide forward looking sales forecasts and highlight any areas of concerns

  • Enable and support the launch and implementation of client facing events & programs

  • Work with the business analyst lead to identify and track business metrics tracking, trends, concerns and opportunities for the business in the country

  • Provide sales analysis (Win/Loss) and the possible action items thereof

  • Organizing joint account planning for the key client and ensure that the actions as determined are followed up

  • Enable the Opportunity escalation process in the country

  • Collaborate with Marketing and Sales team on demand and lead generation programs intended to grow the pipeline of opportunities for new clients as well as SoW growth

  • Enable the launch and implementation of sales campaigns in the country

  • May include occasional travel for team meetings, events or other programs

Note: Role evaluated on Sales (gross and cross-LOB), growth of book, sales enablement metrics, client satisfaction and demonstration of WTW values

The Requirements

  • 5-7 years in a sales operations or sales support role in a B2B environment preferably within professional services industry

  • Understanding of CRM tools especially Microsoft Dynamics and ability to effectively utilize tools to monitor performance and effectiveness of lead generation

  • Good analytical and presentation skills

  • Experience of working in a sales environment with significant focus on strategic sales

  • Demonstrated experience in driving and leading sales enablement with proven results

  • High level of business acumen

  • Ability to influence key stakeholders (internal and external) via formal and informal channels

  • Ability to coordinate teams across different segments and geographies

  • Team-oriented and collaborative and able to work independently and as part of a virtual team

Must be organized, detail oriented and ability to multi-task in a fast paced matrix environment

Apply

Not ready to Apply? at https://willistowerswatson.avature.net/WTWTalentNetwork

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JOB SNAPSHOT

  • Employee Type:Regular Full-Time

  • Location:Hong Kong, , HK

  • Experience:5 years

  • Date Posted:April 30, 2018