We expect the London Market Director to be or become a senior seller and market figurehead for the London Market, bringing propositions to market and setting an example for sales performance.
Detailed Objectives
Clients
* London Market Profile: You will spend the majority of time out in the London Market, facing off against competitors and originating leads – generating sales pipeline for colleagues and validating propositions we’re looking to take to market. A key priority for the role will be in building your own profile as a seller in the market, acting as a figurehead and evangelist for our business across a diverse proposition base.
* Set the direction and lead the engagement with the market and open up C-suite conversations.
* Lead market events and other client/industry engagement – be a known recognisable market figure.
* Ensure a regular cadence of meetings with carriers is in place where we can ‘listen’ to market developments and share our propositions.
* Metrics: Client engagement survey / ClientFirst feedback, Revenue and pipeline, Market penetration assessment, D365 activity metrics.
* Profitably grow ICT's London Market Division while supporting ICT's other Divisions and Regions and WTW's wider London Market interests.
* Financial expectations will be to deliver £5-10m sales credits/revenues to UKIP&C.
* Metrics: Overall revenue and % change - to support main objective, Margin - to support main objective, Margin per FTE - to track efficiency, Individual Sales Credits, Consultancy/Technology revenue split - for info, Annuity vs One-time split for Consultancy revenue - for info.
People
* Sales Coach for the London Market LRM team: You will lead, orchestrate and energise London Market LRMs (and SMEs across all proposition groups) to present the best and most effective face of ICT to our clients and potential clients. This will include: Developing and empowering our talent pipeline of future sellers, whether juniors or colleagues new to consulting. Working appropriately and proportionately with the Sales Effectiveness function to ensure that London Market-related MSA, RFP and bid processes are being supported as required and there is an appropriate program of sales training and development within the division – request, filter and deploy as appropriate any SET expertise and support. Lead on London Market involvement in ICF, NPS and similar activities, ensuring effective approach, prioritisation and deployment of learnings.
* Attract and retain key individuals.
* Ensure challenging and interesting opportunities.
* Ensure development and training opportunities available.
* Aim for fun, enjoyable & rewarding experiences for our team.
* Metrics: Turnover rate, Colleague surveys, Ease of closing vacancies and graduate recruitment targets, Closing skill requirement gaps.
* Develop solutions to meet client needs and validate proposition group proposals for the London Market.
* Tailor ICT and WTW Propositions and Technology to meet London Market Client needs.
* Keep Propositions and Technology fresh and ahead of competitor offerings.
* Metrics: ICT Technology adoption and lapse rates, Proposition maturity map, Near-miss log, Excellence audit score.
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