Willis Towers Watson Head of Sales – GB Retail in London, United Kingdom

Head of Sales – GB Retail

Date Posted: April 3, 2018

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

JOB DESCRIPTION

The

Role

The GB Retail

Business has sales approaching $100M per annum, approximately 400 employees and

operates from 11 offices in the UK, including London and combines both “Large” accounts and

“Mid-market” business in it’s portfolio. The business proposition is a mixture

of regional proximity and specialist industry practices as well as a number of

niche teams (e.g. Insolvency Practice, Japanese Practice, Third Party Network

Broker Business etc.).

The annual sales budget for GB Retail is typically between 10% and 15% of

Business Unit revenue. This target refers to new client business and expanded

sales to existing clients. In addition, GB Retail has a role as a strategic

developer and distribution network for the wider WTW GB business

(cross-selling).

As the Head

of Sales GB Retail you will work closely with both the GB Head of Sales and GB

Retail Leadership, as well as key stakeholders such as regional directors,

regional business development leaders and practice leaders, to drive profitable

sustainable revenue growth for GB Retail within the P&C area of WTW.

Strategic sales support

  • Agreeing the growth prioritiesand setting goals with the BU leadership

  • Assisting/coaching andmentoring the larger bids across GB Retail – providing theindependent view and challenge around the go/no go qualification of bidsand throughout the bidding process

  • Working across the BU and otherLines Of Business in WTW to ensure that appropriate propositions aredeployed to meet the needs of clients and prospects

  • Development of sales andmarketing plans (at BU and team levels) and activities across thebusiness, including liaison with central marketing teams to providesuitable sales and marketing events throughout the year, trainingprogrammes etc.

  • Ensure maximum effectiveness ofthe sales resource across the BU

  • Provide appropriate managementinformation and analysis of sales activity and performance on a monthlybasis

Sales operations

  • Responsibility for thereporting and monitoring of sales pipelines. Working with stakeholders toensure the effective usage of CRM database systems by wider staff in orderto create and convert sales opportunities.

  • Ensuring connections are madewith wider WTW business/geographies.

  • Monthly contact with officesand quarterly face to face meeting with sales leads and OLLs.

  • Organising and running meetingswith other sales leaders across the UK.

Manager of People

  • Leading a small team ofdedicated sales producers / developers working both independently and inconjunction with the business to develop new clients, a small team ofcontact managers responsible for generating first and subsequent prospectmeetings and GB Retail’s bid response (project management) team

  • Responsibility for managing,motivating and developing the skills, competencies and knowledge of teammembers in line with WTW GB HR policies and procedures, includingoverseeing and managing of staff appraisals and objective setting

  • Maintaining staff competence byensuring that staff skills or knowledge gaps are met with appropriatetraining and development so they are able to perform to their maximumcapability and fulfil their potential and the requirements of the business

  • Establishing an environmentthat promotes respect for the individual employee and adheres to thepolicies and guidelines of the company

  • Working with Human Resources torecruit staff with the correct level of skills and competencies, adheringto the company’s recruitment procedures and best practices

  • Managing the performance of theteam ensuring staff have clear pre-set objectives and get regular feedbackon their performance, ensure performance appraisals are conducted in linewith the firms’ standards

  • Providing leadership,direction, advice and guidance to the team maintaining high levels ofintegrity, motivation and morale

Role model

  • Taking ownership andprospecting a panel of key corporate accounts.

  • Working with the WTW GBmarketing function and stakeholders to develop campaigns and events thatsupport and promote our propositions

  • Commitment to continuousimprovement of sales process (including monitoring activity) andefficiency gains in responding to bids.

  • Undertaking networkinginternally (globally) and externally (e.g. with strategic partners such aslawyers, private equity firms and so on)

  • Supporting all WTW GBinitiatives such as placement directives or operational improvement plans

Conduct Risk

  • To put the interests of clients and the integrity of the market atthe heart of the way you do business

The

Requirements

  • ExcellentLeadership skills with a proven track record of delivery

  • Abilityto influence diverse stakeholders and work through others

  • Demonstratedclient relationship and leadership skills

  • Abilityto coordinate teams across Multiple businesses / Segments

  • Strategicplanning capabilities

  • Understandingof the value of marketing and link to sales

  • Abilityto promote action through influencing rather than direct management ofpeer group and senior employees in business

Apply

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

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JOB SNAPSHOT

  • Location:London, England, GB

  • Date Posted:April 3, 2018