Healthcare & Life Sciences Industry Vertical Division Leader

The Role

The Healthcare and Life Sciences (HC&LS) Industry Vertical leader is highly-collaborative and provides both the strategic vision and day-to-day direction to the HC& LS Industry Vertical teams. This role has the ultimate accountability for the Industry Vertical P&L across North America. As such, the HC&LS Industry Vertical Leader will develop and drive the strategy for penetration of all markets, including managing their own client and prospect list. 

The Industry Vertical Leader plays a pivotal role in Willis Towers Watson’s growth strategy by expanding the business with mid- and large-sized organizations, including providing integrated service offerings to our existing client list which includes U.S. Fortune 1000 organizations. This position develops marketing and business plans, initiatives, and service specific to the local market; establishes and maintains relationships and agreements with clients, carriers, outside service vendors and intermediaries; provides production leadership and sales management; is responsible for a team of over 140+ colleagues, oversees acquisitions and use of other resources within the group; provides marketing and technical guidance; leads in difficult negotiations and assists with the building of a talent pipeline and qualifying candidates for recruitment. 

• Results-based business executive leading a fully built-out P&L with direct responsibility to drive NA results for the HC&LS industry 
• Strong focus on leading recruitment and retention of talent, including producers and other sales professionals.
• Manage controllable expenses within targets to achieve margin goals.
• Assist NA leadership with refining the Industry focused model, prioritizing client & associate retention while quickly scaling extraordinary growth
• Leads senior client teams to achieve high levels of client satisfaction, retention, and growth, by integrating strategies that include analytics, pre-renewal strategy, CRB’s (Corporate Risk & Broking) Engagement 365 approach, impeccable client service, and industry specific thought leadership.
• Defines, creates, and implements the long-term vision for the HC&LS Industry Vertical. Delivers value to clients’ business by designing and creating growth strategies and solutions that support their business needs and fill value gaps, clearly differentiating WTW in the marketplace in each subsegment of HC&LS. Also responsible for creating differentiated intellectual capital and improving the process to deliver with speed.
• Build and foster relationships and growth strategies with other WTW Industry Vertical Leaders with particular focus and support for the Alternative Asset Insurance Solutions Team (Mergers & Acquisitions team)
• Creates and develops strong relationships with top level clients and ensures that we are exceeding all servicing expectations. Jointly responsible for claims, risk control and service delivery. Collaborate with other leaders, Client Advocates, Marketing, and Intellectual Capital leaders to develop local market client strategies to deepen, broaden and build profitable relationships with key buyers within target organizations.
• Accountable for increasing our market presence in the respective industry through the promotion & hosting of an industry client advisory board and deep engagement in the market through industry events, client events, and publications.  Builds an internal community and develops our talent. Retains our existing clients by ensuring effective management and deployment of staff to effectively produce client deliverables.
• Responsible for the development and execution of our annual WTW Healthcare Risk Conference including securing sponsorships, identifying content and speakers, determining logistics, promoting the event, hosting the event, and managing attendance levels to assure client access 
• Build and foster carrier relations, in conjunction with CRB NA carrier management and broking, to deliver differentiated outcomes for our clients and prospects, and meet the strategic goals of WTW CRB NA.
• Go-to-person to win new accounts and showcasing our expertise in the HC&LS Industry Vertical and uses our wealth of data to create and differentiate WTW through sophisticated, industry focused benchmarking and analytics.
• Integrate selling the industry vertical while accessing and deploying across all WTW products, segments (Large, Middle Market & Select), solutions, and alternative revenue segments, including:
  • Risk Control & Claims solutions
  • Risk & Analytics solutions, including Captives
  • GSS – Global resources delivered locally 
  • Proprietary platforms 
  • Affinity and Programs; and
  • Verita – WTW’s specialized MGU focused on delivering products to targeted industries
  • Primary responsibility to increase market share and owner of the sales process and cross-sell for NA CRB for tthe HC&LS Industry Vertical: a leader in designing the approach and building the strategy to “Get Business” – leveraging both relationship and technical selling via:
    • Setting the sales Strategy and finding opportunities to evolve the business,
    • Participate in sales calls and lead the delivery of the value propositions, 
    • Educate producers both inside and outside the industry vertical, and
    • Cross Sell with Health, Wealth and Career into and out of their Industry vertical and across all segments and geographies. Promote our brand by actively integrating CRB risk management solutions with the broad array of Willis Towers Watson client services.
  • Meet or exceed all financial and workplace performance goals.
  • Lead a team of over 140+ professionals including producers, client advocates, broking teams, and sub-segment leaders (Life Sciences, Managed Care & Senior Living)
  • Actively participate on both the Division CRB leadership and local office (cross-segment) leadership teams.
  • Manage a book of clients within the HC&LS industry including leading the client service team, managing the client relationship, and participating in strategic meetings including with US, London & Bermuda underwriters as well as captive board meetings. 
  • Partner with other local leaders to shape and deliver a positive, inclusive work environment, consistent with Willis Towers Watson values. Participate on cross-functional leadership teams, representing the local viewpoint and contributing relevant intellectual capital as needed

The Requirements

• Degree from an accredited college or university or equivalent work experience
• 15 years’ experience in leading, marketing or servicing major accounts and organizations/groups
• Management experience required
• Licensed broker
• Ability to diagnose complex client issues, comprehend the full breadth of Willis’s services, blend them into practical solutions that meet our clients’ needs
• Strong track record of being highly collaborative across multiple disciplines, and guiding wide-ranging teams toward successful sales and client-service efforts 
• Experience articulating complex, technical issues and solutions to C-Suite buyers across multiple disciplines and then navigating internally to assemble the right team of people to deliver the work 
• Ability to successfully direct multiple projects and ensure quality deliverables on time and within budget
• An executive presence with polished and well developed oral and written communication skills
• Availability to travel on an as needed basis

Compensation  

The base salary compensation range being offered for this role is $350,000-$450,000 USD per year. This role is also eligible for an annual short-term incentive bonus. 

• Health and Welfare Benefits: Medical (including prescription coverage), Dental, Vision, Health Savings Account, Commuter Account, Health Care and Dependent Care Flexible Spending Accounts, Group Accident, Group Critical Illness, Life Insurance, AD&D, Group Legal, Identify Theft Protection, Wellbeing Program and Work/Life Resources (including Employee Assistance Program)
• Leave Benefits: Paid Holidays, Annual Paid Time Off (includes paid state/local paid leave where required), Short-Term Disability, Long-Term Disability, Other Leaves (e.g., Bereavement, FMLA, ADA, Jury Duty, Military Leave, and Parental and Adoption Leave), Paid Time Off 
• Retirement Benefits: Contributory Pension Plan and Savings Plan (401k). All Level 38 and more senior roles may also be eligible for non-qualified Deferred Compensation and Deferred Savings Plans.

At WTW, we trust you to know your work and the people, tools and environment you need to be successful. The majority of our colleagues work in a ”hybrid” style, with a mix of remote, in-person and in-office interactions dependent on the needs of the team, role and clients. Our flexibility is rooted in trust and “hybrid” is not a one-size-fits-all solution.

We understand flexibility is key to supporting an inclusive and diverse workforce and so we encourage requests for all types of flexible working as well as location-based arrangements. Please speak to your recruiter to discuss more.

EOE, including disability/vets

This position will remain posted for a minimum of three business days from the date posted or until sufficient/appropriate candidate slate has been identified.