In this role you will be responsible for aggressively developing and managing an active pipeline through seeking out prospects, calling on potential clients, conducting in depth needs analysis / risk assessments, developing ideas for meeting their needs, presenting information on the organization’s capabilities, strategically cross-selling products aligned with clients’ needs and introducing technical specialists, as required, to win and retain the business.
Note that visa employment-based non-immigrant visa sponsorship and / or assistance is not offered for this specific job opportunity.
The Role
Most of the activity in this role is directed toward the generation of new sales to existing and prospective clients. Success in this role is based on the incumbent’s ability to win and retain new business and meet or exceed established sales goal targets related to revenue growth, mix of business and penetration into industry specific targets.
Performance Objectives :
Achievement of Stated Sales Goals
Sales Process :
- Prepare proposals and presentations using marketing resources, practice groups and other Willis Towers Watson producers.
- Design individual prospect sales strategies and develop unique prospect programs
- Align with individual client sales strategies
- Conduct thorough needs analysis / risk assessment to uncover prospects / clients’ unique coverage needs
- Provide consultative advice in key risk areas
- Identify and close potential cross-sell opportunities
Client Management :
- Maintain consistent / high quality touch points by phone and face to face with clients
- Champion the proper advocacy of claims
- Participate in stewardship meetings
- Support Client Management team in identifying and closing rounding opportunities
Pipeline Management :
- Identify prospects for business from existing and prospective clients
- Develop new relationships with individuals responsible for insurance and risk management decisions
- Obtain referral leads from existing clients
- Aggressively identify and pursue cross-selling opportunities
- Participate and take leadership roles in targeted community and professional associations
People Management :
- Provide annual input for the performance review of team members
- Provide timely / quality feedback to service team members; assist team members in acquiring new skills
- Help to identify and develop future producer talent
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