Individual Marketplace Business Development Manager

As Business Development Manager for Individual Marketplace, you will play a pivotal role in bridging Marketing, Sales Enablement, and Advisory Sales for the IM business.  You’ll support initiatives to increase the number of quality leads and new client meeting opportunities across our product suite, with a focus on retiree products in the public sector, labor and higher education markets. One key responsibility is helping to define and maintain the process for qualifying leads generated from marketing campaigns and received from wtwco.com, liaising with the IM Sales Team, to ensure only the most relevant leads are directed at our sellers to pursue. In parallel, you’ll collaborate on the design and delivery of sales enablement material to support campaigns that you will be managing and actively participate in the business development and sales process. This role sits within IM’s Growth team and offers a unique opportunity to shape how we scale and support high-performing advisory sales teams.

The Role 

Qualify and Develop Leads:

• Review leads, either generated directly from campaigns and/or triaged by the IM Marketing and Sales teams and categorize the leads; update in Dynamics. 
• Qualify and develop leads that fit IM’s ideal client profile, as generated through outbound and inbound sales activities or by independent research; facilitate initial contact with potential clients to learn more about their needs and further prioritize follow-up activities. Pass qualified leads to the sales team or disqualify and document rationale. 
• Leverage data and tools to help sales teams prioritize high-potential prospects; evaluate leads to determine their readiness for seller introductions; collaborate with leadership to direct leads to the most suitable sellers for advancement of the sale. 
• Review client information for potential leads in Dynamics to determine other areas of work and suggest/generate cross-sell opportunities.
• Support sellers in follow-up business development activities.
• For qualified leads, provide prospect brief to assigned consultant/senior seller
• Provide feedback to marketing and commercialization teams on the effectiveness of campaigns; partner with marketing colleagues to ensure inbound leads from events and activities are effectively qualified.
• Track and document campaign-related activities and opportunities in the CRM to support accurate ROI analytics and measure campaign success.
• For defined prospect segments, develop leads through business development outreach 

CRM Management and Optimization:

• Maintain CRM data accuracy and integrity. Provide training and ongoing support to senior sellers on lead qualification/disqualification and conversion process to optimize CRM usage for sales prospecting activities and ensure accurate sales pipeline.
• Provide reporting to leadership on prospecting activities (e.g., number of leads fielded, qualification/disqualification, conversion to opportunities, trend analyses).

Business Development and Sales Enablement and Training:

• Develop/coordinate/support delivery of NA sales training related to lead generation / qualification
• Train and oversee the activities of potential additions to the IM Business Development team 

The Requirements 

• Passion for business development, sales, and/or sales operations; experience preferred.
• Demonstrates a willingness to experiment with new approaches and ideas. Proactively seeks out and develops creative solutions to problems.
• Using objections as learning opportunities to overcome, analyzing both successes and missteps to gain insights for future efforts. Shows resilience and adaptability in the face of change and ambiguity. 
• Excellent communication skills, both written and verbal, with the ability to collaborate effectively with cross-practice and cross-business teams and leaders.
• Self-starter who can prioritize and manage multiple projects with potentially shifting needs and deadlines.
• Analytical, innovative thinker who feels confident raising ideas that will bring value to business; someone who is not afraid to ask questions to understand the bigger picture.
• Proven track record of adopting and mastering new technologies; familiarity with CRM systems, sales technology and lead generation tools.
• Excellent Microsoft Office skills, particularly Excel. 
• Experience in working with retiree medical exchange solutions preferred.
• Bachelor’s degree or equivalent experience; HS diploma required. 

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

Compensation and Benefits
Base salary range and benefits information for this position are being included in accordance with requirements of various state/local pay transparency legislation. Please note that salaries may vary for different individuals in the same role based on several factors, including but not limited to location of the role, individual competencies, education/professional certifications, qualifications/experience, performance in the role and potential for revenue generation (Producer roles only).

Compensation
The base salary compensation range being offered for this role is $100,000.00 to $130,000.00 USD per year.

This role is also eligible for an annual short-term incentive bonus.

Company Benefits
WTW provides a competitive benefit package which includes the following (eligibility requirements apply):

• 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 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: Qualified contributory pension plan (if eligible) and 401(k) plan with annual nonelective company contribution. Non-qualified retirement plans available to senior level colleagues who satisfy the plans’ eligibility requirements.

The position allows for flexible working:
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.

Pursuant to the San Francisco Fair Chance Ordinance and Los Angeles County Fair Chance Ordinance for Employers, we will consider for employment qualified applicants with arrest and conviction records.

EOE, including disability/vets