Willis Towers Watson is a leading global advisory, broking and solutions company that helps clients around the world turn risk into a path for growth. With roots dating to 1828, Willis Towers Watson has 40,000 employees serving more than 140 countries. We design and deliver solutions that manage risk, optimize benefits, cultivate talent, and expand the power of capital to protect and strengthen institutions and individuals. Our unique perspective allows us to see the critical intersections between talent, assets and ideas.
HWC’s core businesses (Health & Benefits, Global Outsourcing, Investments, Retirement and Work & Rewards) offer a wide range of employee benefit solutions strengthened by its integrating capabilities (Employee Experience and Integrated & Global Solutions). HWC consists of a mix of regulated and unregulated business.
The HWC Solution Advisor (SA) is a complex sales and delivery leader responsible for generating, pursuing, closing and delivering complex and integrated solutions across Health, Wealth and Career (HWC). HWC SAs align with our Integrated and Global Solutions business and serve as expert client advisors helping WTW’s largest strategic clients and prospects define and solve their most complex people and risk issues.
HWC Solution Advisors align to IGS geography leaders and maintain strong connections and partnerships with: HWC geography leaders, business market/region leaders, senior sellers including Lead Relationship Managers (LRMs) and the IGS Solution Leaders across markets and geographies.
The Role
Sales
• Annual new sales of $4,5M – $5M USD; with minimum of $1M USD from engagements involving the expertise of two or more of WTW’s Health, Wealth and Career businesses
• Generate new business and revenue for all of HWC business lines, with an emphasis on selling and leading delivery of integrated solutions
• Lead complex integrated sales opportunities with clients and prospects by articulating & pitching the value of our global and/or integrated solutions, including support for complex proposal responses
• Work with assigned client teams to remain engaged with those clients to identify new needs & potential sales opportunities. Work with LRMs, Geography and HWC business sellers to check-in regularly with clients through the delivery of a project to identify new needs and potential sales opportunities
Client relationship management
• Annual CLR growth in client portfolio of 10%
• Increased number of businesses and/or geographies across client portfolio
• Retention of clients through relationship growth and successful renewals &/or defense of current services
• Work with assigned client teams to remain engaged with those clients to identify new needs & potential sales opportunities
• Drive HWC revenue growth with current clients and prospects for all solutions
Pipeline of New Integrated Sales Opportunities
• Build a pipeline for integrated and/or global solutions, including support for IGS solution and geography leaders in overall go-to-market strategy. At least $1M of new sales pipeline needs to be tied to solutions that require combining the capabilities of two or more of our HWC businesses
Strategic advisory
• Annual billable hour goal: 150
• Engage clients to understand needs, priorities & issues that require application of integrated and/or global solutions to address complex issues
• Work with market leadership teams to identify and actively participate in select client account planning sessions to identify high probability opportunities
• Develop and refine human capital strategies with large multinational & complex clients
• Provide insights on client needs & propose changes/enhancements to our solutions to Solution Leaders to help them review, scale and standardize the solution.
• Create a feedback loop for solution leaders to reshape/refine and adapt the solution to reflect geographical nuances
People and OpEx
• Support HWC Market/Regional Leaders, geography leaders, LRMs and HWC business sales leaders in developing go-to-market strategy for the integrated and/or global solutions, identify targets and liaise with WTW marketing teams to support sales through participation in round tables, social media campaigns, etc.
• Mentor and develop next generation of talent, especially next generation SAs
• Develop a strong understanding and be current on IGS & HWC expertise and capabilities and emerging client issues to be able to discuss and develop solutions with clients
The Requirements
• Strong demonstrated track record of selling complex solutions across multiple buyer hubs ranging across HR, Risk and Finance
• Demonstrated experience in developing and leading delivery of complex and integrated client engagements across multiple businesses and across multiple markets, regions and/or geographies
• Self driven and entrapeunerial mindset
• Experienced CRM and qualifying sales opportunities / pipeline management
• Expertise in working and building relationships with senior stakeholders in large, complex organizations, including demonstration of long-term relationships that create mutual value
• Ability to diagnose complex client issues, comprehend the full breadth of HWC solutions, blend them into practical solutions that meet our clients’ needs, and articulate them to senior buyers across multiple disciplines
• Agile in all our integrated and global solutions and especially wellbeing, and Total rewards. Senior level experience aligned with at least one of our IGS Solutions is a plus
• Strong collaboration, influencing and negotiation skills working with external and internal stakeholders, including agile working to navigate complex organizations (internally and externally) and demonstrate “soft” power, various clients and internal teams want to partner and brainstorm with HWC SA
• Ability to work cross-functionally across diverse teams and with colleagues at all levels.
• Experience in facilitating, coaching and mentoring teams specifically to drive alignment and find creative solutions to client challenges.
• Success in converting from strategy through to implementation and ongoing governance (e.g. annuity revenue)
• An executive presence with polished and well-developed written and oral communication skills
• Flexibility with regard to global travel
At WTW, we believe difference makes us stronger. We want our workforce to reflect the different and varied markets we operate in and to build a culture of inclusivity that makes colleagues feel welcome, valued and empowered to bring their whole selves to work every day. We are an equal opportunity employer committed to fostering an inclusive work environment throughout our organisation. We embrace all types of diversity.
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 candidate.helpdesk@willistowerswatson.com.