Global Lines of Business Sales Leader

4 weeks ago

London, United Kingdom WTW Full time

Global Lines of Business Sales Leader
- London, GB

March 01, 2024

The Role

Establish and deliver a consistent framework for a global sales approach, across our ten Global Lines of Business (GLOBs), in line with the Group’s Sales and Client Management model. Help drive our ambitious growth plans, and hold our business and sales leaders accountable for the delivery of those plans.

**Specific responsibilities**:

- Working closely with, and coordinating our GLOB sales leaders, through a matrix reporting line, to ensure we have a consistent sales and client management framework across GLOBs, picking up on best practice across all lines.
- Hold each GLOB accountable for a stronger, more robust and consistent sales plan, to ensure we deliver our overall GLOB new business target.
- Embed a consistent process for tracking and defending retention on our existing book, by implementing an efficient, global, Clients at Risk process.
- Identify opportunities for cross sell across our GLOBs and ensure they are incorporated into individual GLOB sales plans and pipelines
- Coordinate the GLOBs’ approach to account planning and liaise with Sales Operations for their support in organising, tracking and reporting account planning activity.
- Coordinating and liaising with the GB Large Account team, to ensure we have a coordinated approach to Large accounts, involving both our GB based Lead Relationship Managers, as well as our GLOB businesses.
- Manage the relationship with Sales Operations, and ensure our GB and GLOB teams get the required support and resource out of Sales Operations/WE DO.
- Put in place, and manage, a cadence of sales and growth meetings with the GLOB sales leaders, to allow for consistency, updates and cascade of communication, relevant to sales and client management.
- Representation of GB CRB and GLOB in group wide sales projects and on any cross business committees, where we need GLOB representation, from a sales perspective
- Coordinate the Sales Awards process in GB CRB.
- Be a member of the GB and GLOB Management Exec, representing and covering sales in those meetings, as well as in quarterly business reviews (with continued participation from GB and GLOB sales leaders, in the quarterly reviews).
- Coordinate our sales, marketing and comms approach across GLOBs so that we have a connected plan and a connected approach to our sales, marketing and comms efforts.
- Develop a consistent sales approach and framework to:

- Our wholesale (more product driven) channel of selling
- Our retail (more industry driven) driven channel of selling
- Ensure our GLOB approach to sales and client management is well communication and understood in each geography and work with geography to facilitate the development of their industry sales approach.
- Manage sales resource, in the central team, on a day to day basis.
- Drive for increased connectivity across the globe by building a GLOB S&CM ‘community’ driving business into the placement teams.
- Liaise closely with both WTW Geography leaders and support their respective S&CM leadership in addition to Geography and Line of Business leaders. Successful collaboration with all parties will be essential to support the execution of our business goals.

The Requirements:

- Preferably educated to degree level and/or with extensive relevant industry experience.
- Proven success working in a fast-paced, high pressure environment and self-sufficient.
- Proven success at driving cultural change and process improvement to improve adoption of core sales support tools across the business.
- Strong organizational abilities and flexibility to work in a performance-driven environment managing multiple deliverables.
- Strong practical knowledge of strategic account development and appropriate tools to achieve this aim.
- Able to coach and lead senior executives to greater standards of performance, enhancing the support and motivation of the team.
- Comprehensive knowledge of WTW products and services and how these compare with the products available from key competitors.
- Comprehensive and demonstrable understanding of the new business sales process and the ability to operate at every level within the sales process from conducting a positive initial prospect meeting to crafting and delivering a compelling and successful proposal.
- Strong interpersonal and communication skills with the ability to build relationships, both internally and externally.
- Able to deal professionally with internal and external contacts, able to represent GLOB and the wider WTW group with a high level of credibility
- Ability to analyse data and situations and provide recommendations to identify optimum.
solutions

**Equal Opportunity Employer**

**At WTW, we believe difference makes us stronger. We want our workforce to reflect the different and varied markets we operate in and to build a culture of inclusivity that makes colleagues feel welcome, valued and empowered to bring their whole selves

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