Head of Sales & Client Management

Willis Towers Watson (WTW) is a leading global advisory, broking and solutions company that helps clients around the world turn risk into a path for growth. With roots dating to 1828, Willis Towers Watson has 44,000 employees in more than 120 territories. We design and deliver solutions that manage risk, optimize benefits, cultivate talent, and expand the power of capital to protect and strengthen institutions and individuals. Our unique perspective allows us to see the critical intersections between talent, assets, and ideas — the dynamic formula that drives business performance. 

Health Wealth & Career (HWC)
HWC combines deep analytics, sage advice, astute broking, intuitive software, proven administration, and relevant solutions to help small-large organizations address their talent and benefit issues. By partnering with clients to solve their people and risk agendas we help them deliver exceptional - and sustainable - employee experiences. Our 23,000 HWC colleagues are based in six businesses: Retirement, Health & Benefits, Work & Rewards, Employee Experience, Integrated global Solutions), and Benefits Delivery & Outsourcing.

The Outsourcing business delivers high quality pension administration services and solutions to clients in GB, NA, Ireland, Germany and Australia. Outsourcing Great Britain (OGB) is currently the largest provider of pension administration services to the top 200 private sector funds including many high street banks. OGB also supports the LifeSight master trust product and OneDB – a packaged or bundled solution. ODB has over 3000 colleagues across the UK, India & Philippines.

This is an exciting opportunity to join the OGB Leadership Team as the Head of Sales and Client Management.

Reporting into the Head of Outsourcing GB, and matrix reporting to the Global Head of Sales & Client Management the role will be responsible for driving new and incremental GB business growth, supporting the sales and market strategy including expanding propositions and enabling the  delivery of a high – quality pensions administration services to our clients. The remit of the role includes: 

    Management of the full Outsourcing project pipeline central to which is working with other WTW businesses to drive smart and longer-term connections

    Win new from new clients for fully outsourced pension administration services with a particular focus on medium to large scale opportunities, owning the sale from initiation through to contract completion

    Play an instrumental role in helping Outsourcing construct client messaging and collateral, and guide Outsourcing on the best way to develop the commercial proposition with a focus on expanding propositions and connecting opportunities across WTW

    Lead the OGB Client Forum

    Provide Lead the Relationship Managers (CRM) team to ensure the level of service to the client exceeds their expectations, instils total confidence in the client regarding the strategic and logistic handling of their accounts, projects, and initiatives

    Set book of business goals for CRMs and hold them accountable for the growth of their portfolios (promoting use of CRM Dynamics to deliver accurate management information on the revenue pipeline)

    Work with CRM team to renegotiate commercial arrangements and operating model with clients where appropriate

    Function as a figurehead within Outsourcing GB in key interactions with Clients

    Function as the Outsourcing ambassador in the market, with intermediaries and to key stakeholders

    Deliver change & improvement opportunities within the function as part of the OGB Leadership Team

    Drive initiatives across OGB, HWC and WTW to develop sales opportunities and sponsor key initiatives

    Collaborate with local leaders in developing business plans and delivering planned performance which creates leverage to generate revenue and profit in accordance with business plan
 

The Requirements

    Experience of sales of pension administration or parallel services to large organisations

    Experience of building and managing a sales pipeline

    Ability to play a key role in building a sales strategy, setting the criteria for attractive opportunities and helping articulate and shape service innovations which keep Outsourcing at the forefront of the market

    Highly visible both internally and with clients, demonstrating outstanding communication (written and presentational) and relationship management skills

    Experience of selling a solution

    Experience of working with Independent Trustees and Intermediaries who manage tender processes is desirable or similar level of complex and diverse stakeholders

    Extensive experience in managing, and expanding relationships for key clients and stakeholders

    Highly experienced in the creation and management of high performing, results driven teams

    Successful experience in managing and expanding relationships for outsourced pension administration is desirable or parallel services to large organisations

    Interest and aptitude in keeping abreast of latest developments in administration and outsourcing approaches and contributing to the development of new tools and approaches

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 to work every day. We are an equal opportunity employer committed to fostering an inclusive work environment throughout our organisation. We embrace all types of diversity.