Director of Sales Enablement

Job Description

The Role

Are you a self-motivated, sales-focused leader who can develop a high-performing, client-centric sales culture that supports rapid growth across ICT’s portfolio of consulting services and technology solutions? If so, we have an exciting opportunity to enhance sales effectiveness and institutionalize a winning sales culture in the Life and P&C Practices of WTW’s Insurance Consulting and Technology (ICT) Line of Business (LOB) in the Americas region.

The Responsibilities

• Partner with ICT’s regional sales, practice and growth leaders, and the wider consulting teams to provide strategic support and recommendations on sales strategy and campaigns across the region to achieve sales targets and drive top line revenue through various strategic sales initiatives.
• Drive change management to institute an evolving professional sales culture and adoption of a high-performing sales mindset within ICT Americas.
• Provide effective sales coaching on best-practice selling techniques to ICT colleagues and prepare and rehearse consultant teams for successful sales pitches.
• Lead strategic bid management by shaping winning proposals and sales pitches and participating in direct client interactions and negotiations as needed.
• Onboard new colleagues with sales responsibilities to ensure they have the information and tools to achieve their sales objectives.
• Collaborate with ICT business leaders to develop and deliver an ICT-specific sales/business development training program (e.g., selling, account management, negotiations) to upskill and develop colleagues within the region, including up-and-coming and seasoned sellers.
• Develop and implement best practice CRM processes, and lead sales planning and large account management efforts to align business activities and metrics with the needs and aspirations of ICT clients.
• Partner with practice and proposition leadership in developing key sales messaging and value propositions relating to intellectual capital and go-to-market initiatives.
• Lead a team of sales operations professionals.
• Enhance and improve the efficiency and effectiveness of ICT sales processes; and support consistency and quality of sales activities across the Americas.

Qualifications

• 10+ years’ experience and proven capability in being able to work collaboratively with sales professionals and teams to improve sales and account development capabilities, processes, practices and skills that drive business results.
• Demonstrated sales and sales coaching experience with the gravitas to influence others, in a consulting/professional services environment
• Experience in participating in direct client interactions and negotiations, and leading bid management and sales pitches
• Experience with delivering Challenger (or other, equivalent sales methodology) sales support
• Experience with driving best practice sales and client relationship management (CRM) processes and results
• Ability to onboard new sellers to ensure they have the tools necessary to be quickly successful in the marketplace
• Experience with direct management of professional teams
• Familiarity with the insurance industry and an understanding of the services provided by WTW ICT, or the ability to quickly climb the learning curve
• Ability to work in a dynamic, changing environment with a diverse team of professionals
• Flexibility to operate at a strategic level with senior colleagues and at a tactical, hands-on level with more junior colleagues
• Excellent oral and written communication skills, including the ability to translate complex technical information into clear, audience-appropriate messages
• Excellent Word, PowerPoint and Excel skills
• Ability to travel 15-25% of time.