Health&Benefits Business Developer - South Africa

The Role

Health & Benefits Business Developer

This role is working in corporate Employee Benefits (Retirement, Risk Benefits, Medical Aid and Health Insurance). As Business Development consultant in our South Africa Health & Benefits business you will help grow our portfolio of local and multinational corporate clients. Your primary accountability is penetrating the local market and bringing new clients to the company. You will focus on generating leads and closing business by developing and managing an active pipeline of prospects, conducting a needs analysis/risk assessment and, together with colleagues, present and share information on our capabilities. You will also be responsible for identifying cross-selling opportunities within the portfolio of Corporate Risk & Broking and Work & Rewards clients, working with their sales teams.

The reporting line will be to Health & Benefits Country Head. 

Collaboration with the CRB and W&R sales leads will also be required.

You will be required to mentor and coach colleagues to develop selling and relationship management skills and to maximize our success rate.

You will be  responsible for H&B sales in South Africa, however your support and input may also be required for large regional schemes and travel outside of South Africa may be required, from time ot time. 

Responsibilities:

• Develop and manage a pipeline of existing WTW and “new to” WTW prospects.
• Identifies explicit and implied client needs by asking effective client questions and understanding requirements.
• Ensure that client/prospect relationships are secure and financially sound, and that all parties have a clear understanding of WTW financial arrangements, policies and procedures.
• Develop and manage a pipeline of existing WTW and “new to” WTW prospects.
• Develops solutions that address client inefficiencies and improve the overall client experience.
• Serve as strategist for clients, ensuring that Health & Benefits design meets client needs and fits within overall client strategy.
• Develop a trusted advisor relationship with client contacts through effective communication and efficient, quality execution.
• Raise awareness of WTW’s brand and capabilities in the marketplace
• Adoption of WTW H&B value proposition and use and development of available Marketing materials.
• Responsible for local market insights and changes in current market dynamics that would affect the sales process.
• Build relationships with colleagues within and outside H&B to effectively collaborate on new sales and Cross sell opportunities and to bring to best value to clients. 
• Demonstrate natural ease and effectiveness when dealing with clients/colleagues at all levels
• Implements and maintains compliance processes in accordance with the H&B Excellence Model and FAIS Act.
• Adoption of WTW sales Tracking tools and guidelines through CRM and any other WTW available tools.
• Identify appropriate client segments and determine sales strategy.
• Provides insight into client industry economic performance.
• Ensures compliance with WTW guidelines and procedures, adherence to the Excellence Framework.
• Works with H&B Leader to develop and implement the strategy for business development on the level of individual provinces, as well as country-wide.

Financial

• Be accountable for creating and executing a business strategy to penetrate the local market in obtaining new clients.
• Meet or exceed revenue targets. 
• Utilize all sales tools and resources to successfully move prospects through the sales cycle. 
• Contribute to client management, retention and expansion once brought on board.
• Work closely with H&B Colleagues (Consultants/Placement) in order to negotiate the best offers from the market.
• Track, analyze and present sales metrics.

People Management

• Provide timely/quality feedback to colleagues
• Assist team members in acquiring new skills.
• Help to identify and develop future talent.
• Ensure effective relationship and communication with all stakeholders both internally and externally  

The Requirements

• Bachelor’s Degree level education
• RE5 (regulatory requirement)
• Skilled at building effective relationships, at all levels, with clients, prospects and insurers.
• IT:  Knowledge of standard Microsoft packages is essential.
• Microsoft Dynamics CRM (preferred)

Knowledge/Experience

• Strong communication, negotiation and influencing skills 
• Ability to represent WTW with integrity and credibility 
• In excess of at least 10 years  of demonstrable B2B sales/Business development experience in the Health & Benefits and Retirement market and insurance broking. Preferable brokerage experience. 
• Proven track record of obtaining completely new Health and Retirement and Risk Benefits clients in the large and mid-market client space.
• Deep understanding of local mid-sized and/or large employer market segment and their unique demands and purchasing style 
• Superior ability to influence and collaborate with senior management and work across all levels of an organization.
• An executive presence with polished and well-developed communication skills 
• Articulate with strong client facing abilities.
• Ability to generate leads and follow up to build a strong pipeline. 
•  Demonstrable sales process experience. 
• Ability to work under high pressure. 
• Ability to establish relationships and work collaboratively with team members in other practices at all levels to effectively close business.

Preference will be given to applicants from designated groups, in line with the South African Employment Equity Act.

We’re committed to equal employment opportunity and provide application, interview and workplace adjustments and accommodations to all applicants. If you foresee any barriers, from the application process through to joining WTW, please email candidate.helpdesk@willistowerswatson.com”