Description
Summary:
A senior and experienced sales manager role within our Japan Global Practice Group (JGPG) Europe, leading growth, development, and retention of our large and complex clients. Responsible for guiding sales resources within the company to drive overall sales growth in the Japanese client portfolio using expertise in creating and generating leads as well as developing a robust new prospect pipeline to ensure sales targets are met in the field of Corporate Risk and Broking. Support Directors of JGPG Europe from sales strategy and business development perspectives.
The Role:
Principal Accountabilities
Individual Contributor
Geographic Scope Of Role:
- The role will operate predominantly across EMEA region but the initial prime target is GB
Conduct Risk:
- To put the interests of clients and the integrity of the market at the heart of the way you do business
Revenue Responsibilities:
- Considering and aligned to the best interests of the client, maximise earnings and profitability from placed business
Principal Duties/Responsibilities
Sales leadership
- Lead and coach WTW members on Japanese sales activities and client relationship management
- Ensure WTW members deliver the most compelling propositions and pitches
- Lead by example and provide a strong role model and influence on others for best client relationship management and sales practices
- Serve as a mentor to junior Account Executives
Large and complex client relationship management
- Foster and develop engagement with clients at c-suite level on cross functional level
- Create and generate large and complex leads from Japan Practice Group pipelines
- Develop leads to successful conclusion
- Protect the existing accounts against competitors
- Work with team colleagues to develop winning proposals for prospects
Other
The above list is intended to be as accurate a reflection of the role as possible. However, it may be revised from time to time if different tasks commensurate with the role or level of responsibility are needed to be performed and/or when circumstances change.
Communications and Relationships
Internal:
External:
- Clients and prospects, primarily budget holders and decision makers
- The Japanese insurance market
Competencies
Action Oriented Enjoy working hard; full of energy for things he/she sees as challenging; seize more opportunities than others
Business Acumen Understand how business works and the competition in the marketplace; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting the business and organization;
Comfort Around Higher Management Can present to more senior managers without undue tension and nervousness; understand how senior managers think and work; can determine the best way to get things done with them by talking their language and responding to their needs; can craft approaches likely to be seen as appropriate and positive
Composure Cool under pressure and handle stress well; show no frustration when resisted or blocked; can be counted on to hold things together during tough times
Conflict Management Step up to conflicts and see them as opportunities; read situations well, can hammer out tough agreements and settle disputes equitably; can find common ground and get cooperation without minimum noise
Customer Focus Dedicated to meeting the expectations and requirements of internal and external customers; establish and maintain effective relationships with customers and gain their trust and respect; get first-hand customer information and uses it for improvements in products and services
Directing Others Good at establishing and communicating clear directions; distributes the workload appropriately; lay out work in a well-planned and organized manner; maintain two-way dialogue with others on work and results
Ethics and Values Adhere to an appropriate and effective set of core values and beliefs during both good and bad times; reward the right values and disapproves of others; practice what he/she preaches
Informing Provide information people need to know to do their jobs and to feel good about being a member of the team, unit, and/or the organization; provide individuals information so that they can make accurate decisions
Integrity and Trust Can present the unvarnished truth in an appropriate and helpful manner; admit mistakes; doesn't misrepresent him/herself for personal gain
Interpersonal Savvy Relate well to all kinds of people--up, down, sideway, inside and outside the organization; build constructive and effective relationships; use diplomacy and tact and can diffuse even high-tension situations comfortably
Listening Practice attentive and active listening; have the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees
Managing and Measuring Work Clearly assign responsibility for tasks and decisions; set clear objectives and measures; monitor process, progress, and results; design feedback loops into work
Motivating Others Create a climate in which people want to do their best; can motivate many kinds of direct report and team or project members; can assess each person's hot button and use it to get the best out of him/her; push tasks and decisions down; invite input from each person and share ownership and visibility
Organizational Agility knowledgeable about how organizations work; know how to get things done both through formal channels and the informal network; understand the origin and reasoning behind key policies; practices, and procedures; understand the cultures of the organizations
Perseverance Pursue everything with energy, drive, and a need to finish; seldom give up before finishing, especially in the face of resistance or setbacks
Drive for Results Steadily push self and others for results; consistent performance
Building Effective Teams Blend people into teams when needed, create strong morale and spirit in his/her team, foster wins and failures, let people finish and be responsible for their work, define success in terms of the whole team, create a feeling of belonging in the team
Time Management Use time effectively and efficiently, concentrate efforts on the more important priorities, get more done in less time than others, can attend to a broader range of activities
Qualifications
The Requirements:
Qualifications:
Required Qualifications, Skills, Knowledge, Experience
- University graduate
- Preferably ACII qualified or working towards the ACII qualification
Skills And Experiences:
- A successful track record of sales leadership and generation of new business
- Capable of articulating compelling clients’ needs and crafting sales strategies
- Experience in dealing with global Japanese companies is a must to have
- Comfortable in operating with a growth orientated agenda and KPI’s
- Strong relationship-building skills with a dedication to quality and customer service
- Financial Services experience whereby you are selling a product to the market
- Enthusiasm, perseverance and driven to succeed
- Excellent communicator – Japanese and English
- Team player capable of managing multiple stakeholders
- Attention to detail and quality - 'right first time' mentality
- IT & systems literate (Analytical Broker)
- Entrepreneurial skills to develop innovation and ideas – A problem solving mindset
Equal Opportunity Employer
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.
At WTW, we trust you to know your work and the people, tools and environment you need to be successful. The majority of our colleagues work in a ”hybrid” style, with a mix of remote, in-person and in-office interactions dependent on the needs of the team, role and clients. Our flexibility is rooted in trust and “hybrid” is not a one-size-fits-all solution.