Health&Benefits Business Developer

3 days ago

Pretoria, Gauteng, South Africa Willis Towers Watson Full time

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 to time.

Responsibilities:

  • Develop and manage a pipeline of existing WTW and "new to" WTW prospects.
  • Identify 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 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.
  • Adopt WTW H&B value proposition and use and develop available marketing materials.
  • Be 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 the best value to clients.
  • Demonstrate natural ease and effectiveness when dealing with clients/colleagues at all levels.
  • Implement and maintain compliance processes in accordance with the H&B Excellence Model and FAIS Act.
  • Adopt WTW sales tracking tools and guidelines through CRM and any other WTW available tools.
  • Identify appropriate client segments and determine sales strategy.
  • Provide insight into client industry economic performance.
  • Ensure compliance with WTW guidelines and procedures, adherence to the Excellence Framework.
  • Work 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 Responsibilities:

  • 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 Responsibilities:

  • 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.
Qualifications

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.

WTW is committed to finding opportunities to promote workplace flexibility, when possible, based on the needs of our customers and the company. We are pleased to say that this role meets the criteria for flexible work.

WTW is an equal opportunity employer.


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