Associate Director, Business Development

Company: Willis Towers Watson
Location: Chicago
Posted on: November 13, 2024

Job Description:

Description

Lead generation and Prospecting:

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• Research and identify potential clients within the target market segments, working closely with our Industry Leaders and Global Sales Operations team.
  
• Use various channels such as cold calling, email outreach, social media, and networking events to generate leads.
  
• Effectively communicate the value proposition of WTW's compensation surveys and software solutions.
  
• Engage with prospects to understand their needs, challenges, and pain points related to compensation management.
  
• Create and cultivate a robust pipeline of new business opportunities through proactive outreach, referrals, and leveraging your existing network.
  
• Understand target market (including unique industry needs) to determine which strategies & intellectual capital can be used to attract new clients.
  
• Qualify leads based on predefined criteria and ensure they meet the company's ideal customer profile.
  
  New Client Acquisition:
  
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  • Develop and execute an account plan and growth strategy for Named Accounts within the assigned territory.
    
  • Qualify prospects based on business criteria and develop and articulate an understanding of the prospect's unique compensation needs.
    
  • Conduct sales calls with prospective clients and position the unique value proposition of our offerings, providing proof points and product demonstrations as needed.
    
  • Bring in subject matter experts as needed for adjacent opportunities such as rewards consulting.
    
  • Create, negotiate, and close sales proposals across our full suite of RDI products.
    
  • Ensure a smooth handover to Client Success for client onboarding and account management.
    
  • Develop and maintain excellent partnerships with the Client Success and Consulting teams, particularly in the Work & Rewards line of business.
    
  • Expand awareness of RDI capabilities in assigned territory to stimulate additional sales and integrated selling opportunities.
    
    Pipeline Management:
    
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    • Maintain accurate and up-to-date records of leads, opportunities and related activities in the CRM system.
      
    • Provide regular proactive updates on pipeline development to the Business Development Leader.
      
      Market Research:
      
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      • Stay informed about hot topics, industry trends, market developments, and competitor activities related to compensation surveys and software.
        
      • Provide feedback to the sales and marketing teams based on insights gathered from prospect interactions.
        
      • Identify and evaluate emerging client or market needs.
        
        Key Metrics:
        
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        • Lead generation and qualification
          
        • Pipeline development
          
        • New Business Originated
          
        • New Client Acquisitions
          
        • Opportunities referred to other WTW Lines of Business
          
          Top Competencies Required:
          
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          • Persistence and Resilience
            
          • Results Orientation
            
          • Excellent written and verbal communication
            
          • Active Listening
            
          • Relationship Building
            
          • Growth Mindset
            
            
            Qualifications
            
            This position will remain posted for a minimum of three business days from the date posted or until a sufficient/appropriate candidate slate has been identified.
            Compensation and Benefits:
            Base salary range and benefits information for this position are being included in accordance with requirements for various state/local pay transparency legislation. Please note that base salaries may vary for different individuals in the same role based on several factors, including but not limited to location of the role, individual qualifications, education/professional certifications, experience, performance in the role, and potential for revenue generation (Producer roles only).
            Compensation:
            The base salary compensation range being offered for this role is $90,000- $120,000 USD per year. This role is also eligible for an annual short-term incentive bonus.
            Company Benefits:
            WTW provides a competitive benefits package which includes the following (eligibility requirements apply):
            
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            • Health and Welfare Benefits: Medical (including prescription coverage), Dental, Vision, Health Savings Account, Commuter Account, Health Care and Dependent Care Flexible Spending Accounts, Group Accident, Group Critical Illness, Life Insurance, AD&D, Group Legal, Identity Theft Protection, Wellbeing Program and Work/Life Resources (including Employee Assistance Program).
              
            • Leave Benefits: Paid Holidays, Annual Paid Time Off (includes paid state/local paid leave where required), Short-Term Disability, Long-Term Disability, Other Leaves (e.g., Bereavement, FMLA, ADA, Jury Duty, Military Leave, and Parental and Adoption Leave).
              
            • Retirement Benefits: Contributory Pension Plan and Savings Plan (401k).
              
              EOE, including disability/vets.
              
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