H&B Senior Sales Manager

Description

As Senior Sales Manager in our KSA Health & Benefits business you will help grow our portfolio of local 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 CRB clients, working with the CRB sales team.

The reporting line will be to H&B Country Head and matrix report to the H&B Regional Head of Sales. Collaboration with the CRB Country Sales Director will also be required.

Manager of People / Individual Contributor:You will be an individual contributor.

Geographic Scope of Role:Responsible for your H&B sales target within your region in the Kingdom of Saudi Arabia, however support may also be required for large regional schemes and travel outside of Saudi Arabia may be required.

Revenue responsibilities:Revenue responsibility through new business revenue and cross-selling.

The Role

• Develop and manage a pipeline of existing WTW and “new to” WTW prospects.
• Identifies explicit and implied client needs by asking probing 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.
• Works with wider H&B team to develop solutions that address client inefficiencies and improve the overall client experience.
• Ensure clients’ needs are accurately and completely communicated to the wider H&B.
• Raise awareness of WTW’s capabilities in the marketplace
• Adoption of WTW H&B value proposition and use 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
• Adoption of WTW sales Tracking tools and guidelines through CRM and any other WTW available tool.
• Work with H&B Leader to identify appropriate client segments and determine sales strategy.
• Ensures compliance with WTW guidelines and procedures; adherence to the compliance and 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 primary accountable for penetrating 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.
• Track, analyze and present sales metrics.
  
  

External (70%):

 Prospects

Internal (30%):

 H&B Placement Team

 H&B Client Account Management Team

 H&B Operations Team

 CRB Sales Team

 Saudi Arabia Compliance

Qualifications

Requirements:

• Bachelor’s Degree level education
• IFCE certified.
  
  

Skills

Skilled at building effective relationships, at all levels, with clients, prospects and insurers.

• Fluent in English and Arabic, verbal and written.
• IT: Knowledge of standard Microsoft packages is essential.
• Strong communication, negotiation and influencing skills.
• Ability to represent WTW with integrity and credibility
  
  

Knowledge/Experience

• From 5-10 years of experience in the Health & Benefits market and insurance broking
• Proven track record of obtaining completely new Health and 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
  
  

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 [email protected]”