What are the responsibilities and job description for the Associate Director, Business Development position at WTW?
Join Our Team as an Associate Director, Business Development– Come grow with us at WTW!
We are seeking a an experienced and results-driven Business Developer to join our RDI North America business development team. This role will be responsible for generating new revenue in the assigned territory for our market leading compensation surveys and compensation software solutions through net new client acquisition, with a focus on large multi-national and enterprise accounts.
What You'll Do:
This is a unique opportunity to join a fast-growing sales team and play a pivotal role in shaping the future of our commercial organization. Your drive for success will be key to achieving our ambitious growth goals in North America. You will work closely with our experienced Business Development team, Survey Operations, Client Success, and Work & Rewards consulting teams a to identify, qualify, nurture and close net new business opportunities and expand our client portfolio in North America.
The Role:
Lead generation and Prospecting:
search 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.
- Creates and cultivates 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:
- Develops & executes an account plan and growth strategy for Named Accounts within the assigned territory
- Qualifies prospects based on business criteria and develops and articulates an understanding of the prospect’s unique compensation needs.
- Conducts sales calls with prospective clients and positions the unique value proposition of our offerings, providing proof points and product demonstrations as needed.
- Brings 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.
- Ensures 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:
- Maintain accurate and up-to-date records of leads, opportunities and related activities in the CRM system.
- Provide regular proactive updates on pipeline development and to the Business Development Leader
.
Market Research:
- 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.
- Identifying and evaluating emerging client or market needs.
Key Metrics
- Lead generation and qualification
- Pipeline development
- New Business Originated
- New Client Acquisitions
- Opportunities referred to other WTW Lines of Business
Top Competencies Required
- Persistence and Resilience
- Results Orientation
- Excellent written and verbal communication
- Active Listening
- Relationship Building
- Growth Mindset
