Willis Towers Watson Business Development Manager in London, United Kingdom

Business Development Manager

Date Posted: June 22, 2018

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JOB DESCRIPTION

The Role

  • Reporting to the Sales Operations Leader, the Business Development Manager is responsible for managing all aspects of the business development function and outbound lead generation process.

  • 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 customer relationship management (CRM) systems. Provide data quality checks weekly.

Strategic direction

  • 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 T&R

  • Partner with Operational Excellence function to provide timely data/evidence-based sales reporting to relevant T&R leaders

  • Consider areas where sales data and market intelligence can improve sales outcomes and forecasting.

Qualified Lead Generation

  • 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

Key Working Relationships

  • Works with GB, WE and CEEMEA Regional and Office 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 and research 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

Key Metrics

  • 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

  • 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

  • Sales and process proficiency

  • Teaming & Collaboration

  • Project planning and execution

  • Leadership

  • Change management and communication

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 .

Willis Towers Watson is an equal opportunity employer

Willis Towers Watson believes that effectively managing a diverse workforce is vital to our business strategy. We have an obligation to our organization, ourselves and our clients to hire and develop the best people we can find. We will continually review our policies and practices to ensure that all areas of the employment process (including recruiting, hiring, work assignments, compensation, benefits, promotions, transfers, company-sponsored development programs and overall workplace experience) are free from discriminatory practices. We are committed to equal employment opportunities at Willis Towers Watson.

Unsolicited Contact: Any unsolicited resumes/candidate profiles submitted through our web site or to personal e-mail accounts of employees of Willis Towers Watson are considered property of Willis Towers Watson and are not subject to payment of agency fees. In order to be an authorized Recruitment Agency/Search Firm for Willis Towers Watson, any such agency must have an existing formal written agreement signed by an authorized Willis Towers Watson recruiter and an active working relationship with the organization. Resumes must be submitted according to our candidate submission process, which includes being actively engaged on the particular search. Likewise, for our authorized Recruitment Agencies/Search Firms, if the candidate submission process is not followed, no agency fees will be paid by Willis Towers Watson. Willis Towers Watson is an equal opportunity employer.

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

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JOB SNAPSHOT

  • Location:London, England, GB

  • Date Posted:June 22, 2018