Lead Associate Brokerage Services

The role will support the Health and Benefits Brokerage Team of WTW Philippines

Key Responsibilities:

• Build, manage and maintain a healthy sales pipeline across all the products and solutions of H&B Philippines
• Achieve the assigned personal sales target through the acquisition of new clients
• Build relationships with internal and external parties to penetrate key target accounts
• Develop and maintain a deep understanding of the employee benefits market; develop new solutions and plans to maintain market competitiveness
• Develop and maintain a deep understanding of WTW H&B products, solutions and technology within the Country, and know what is available within the Region and Globally.
• Develop and maintain an understanding of WTW’s Lines of Business (LOBs) outside Health & Benefits, and initiate cross-LOB sales and collaboration
• Have a clear understanding of the Global, Regional and Local Value Propositions of the H&B business.
• Have a clear understanding of H&B’s profitability and pricing models and consistently make reference to these in sales pitches.
• Work with the Lead Relationship Managers of Key Accounts to understand and work on areas for collaboration.
• Consistently look for Global Client Relationship Managers before or while working on Multinational prospects.
• Work closely with the Marketing Team in building H&B’s Value Proposition via Social and Traditional Media, Client Workshops and Seminars, Public Speaking Engagements and the like. Closely track results of campaigns and consistently follow through on these.

Performance Objectives:

Financial

• Identify, prospect and close new business to achieve annual revenue goals while working within profitability guidelines
• Identify and target appropriate client segmentation to develop the sales value proposition, adopt a solution-based sales approach to win new clients
• Know and meet cross-LOB sales targets
• Know and meet cross-product sales targets
• Coordinate with existing sales and Client Relationship Management teams to identify, develop and close strategic sales opportunities
• Build relationships with internal and external sources to maximize the penetration of key target accounts
• Achieve clear goals for business development activities and revenue generation

Clients

• Explore/Create business opportunities
• Ensure that the local market is aware of WTW’s intellectual capital and use the knowledge to engage with Clients and Prospects
• Ensure progress against established budget, timeline and quality standards
• Ensure a thorough and deep understanding of a Prospect through research and a needs analysis with the correct points of contact.

Excellence

• Contribute to the intellectual capital of the speciality area through new ideas, research, or innovative client work
• Consistently perform technical reviews of work products
• Contribute to the development of new Health Consulting tools and approaches
• Ensure timely and complete Compliance and Contracting requirements based on WTW Guidelines in this regard
• Consistently use Sales Tools mandated by the region, completely understand and maximize the use of these

People

• Build relationships internally and collaborate effectively on cross-functional and cross-regional teams
• Coach junior staff through project management, experiences, and learning sessions
• Ensure self-learning through WTW internal and external publications, learning sites, and attendance at learning sessions

The Requirements:

• University graduate
• A minimum of 5 years experience in Employee Benefits, preferably from an insurance brokerage organization
• Proven track record in B2B sales in the insurance industry, ability to generate profitable revenue and meet sales targets
• Track record in building relationships with key stakeholders of large clients
• Executive presence includes the ability to network, influence and collaborate with a complex range of interpersonal styles within WTW, client organizations and partners/vendors/carriers.
• Strong business acumen: the ability to learn quickly about WTW’s capabilities, strategic plans and business objectives
• A strong commitment to the highest standards of professional conduct including the ability to lead by example
• Strong interpersonal and team skills
• Polished and well-developed oral and written communication skills
• Strong analytical and creative skills
• Working knowledge of MS Office (Excel, Word, PowerPoint)

WTW is an Equal Opportunity Employer