H&B Senior Sales Manager

Description

As Senior Sales Manager in our KSA Health & Benefits business, you will help grow our portfolio of local corporate clients. Your primary responsibility is penetrating the local market and acquiring new clients. You will focus on generating leads, closing deals, developing and managing a pipeline of prospects, conducting needs analysis/risk assessments, and collaborating with colleagues to present our capabilities. Additionally, you will identify cross-selling opportunities within the CRB client portfolio in partnership with the CRB sales team.

The reporting line will be to the H&B Country Head, with a matrix reporting to the H&B Regional Head of Sales. Collaboration with the CRB Country Sales Director is also required.

Manager of People / Individual Contributor: You will be an individual contributor.

Geographic Scope: Responsible for your H&B sales target within your region in Saudi Arabia, with potential support for large regional schemes and possible travel outside Saudi Arabia.

Revenue Responsibilities: Achieving revenue through new business and cross-selling.

The Role:

• Develop and manage a pipeline of existing WTW prospects and new prospects.
• Identify explicit and implied client needs through probing questions and understanding requirements.
• Ensure client/prospect relationships are secure and financially sound, with clear understanding of WTW’s financial arrangements, policies, and procedures.
• Collaborate with the wider H&B team to develop solutions that address client inefficiencies and enhance the client experience.
• Communicate client needs accurately to the broader H&B team.
• Raise awareness of WTW’s capabilities in the marketplace.
• Adopt WTW H&B value propositions and utilize marketing materials.
• Stay informed about local market insights and current market dynamics affecting sales.
• Build relationships within and outside H&B to collaborate on sales and cross-selling opportunities, maximizing value for clients.
• Demonstrate ease and effectiveness when dealing with clients and colleagues at all levels.
• Use WTW sales tracking tools and guidelines via CRM and other available tools.
• Work with the H&B Leader to identify target client segments and sales strategies.
• Ensure compliance with WTW guidelines and adherence to the compliance and Excellence Framework.
• Develop and implement business development strategies at the provincial and national levels.

Financial:

• Primary accountability for penetrating the local market and acquiring new clients.
• Meet or exceed revenue targets.
• Utilize all sales tools and resources to progress prospects through the sales cycle.
• Track, analyze, and present sales metrics.

External (70%): Prospects

Internal (30%): H&B Placement Team, Client Account Management Team, Operations Team, CRB Sales Team, and compliance with Saudi Arabia regulations.

Qualifications:

• Bachelor’s Degree or higher.
• IFCE certification.

Skills:

• Strong relationship-building skills at all levels with clients, prospects, and insurers.
• Fluent in English and Arabic, both verbal and written.
• Proficient in Microsoft Office.
• Excellent communication, negotiation, and influencing skills.
• Ability to represent WTW with integrity and credibility.

Knowledge/Experience:

• 5-10 years in the Health & Benefits market and insurance broking.
• Proven success in acquiring new Health & Benefits clients in mid to large markets.
• Deep understanding of local employer market segments and purchasing behaviors.
• Ability to influence senior management and collaborate across organizational levels.
• Strong client-facing and sales process skills.
• Ability to work under pressure and build collaborative relationships.

We are committed to equal employment opportunity and providing necessary accommodations during the application and employment process. For assistance, contact candidate.helpdesk@willistowerswatson.com.