Sales & Client Management

**The role**

In enabling our One WTW Client model, our Sales Operations colleagues act as key catalysts for Sales Enablement and focuses on the following pillars:
i. Target Marketing Organization (TMO) and key account management
ii. Interpreting sales analytics and driving action
iii. Enabling the execution of the WTW Client model
iv. Pipeline reporting & management
v. Driving sales enablement
vi. Others as defined by Country Leadership

The primary responsibility of the Sales Ops colleague is to enable and optimize the sales process, pipeline/scorecard and dashboard management in the assigned CRM system, follow up and track the implementation of the country market/sales plan, sales analysis, work with our Market & Client Insights team to provide business intelligence support, enable sales training & customer experience program, support the Lead Relationship Managers (LRMs) on their sales operations activities, organize account planning sessions and track account plans, drive opportunity escalation and cross-LoB initiatives amongst others. Collaborative engagement with various teams in the LoBs and marketing would be critical for success.

In summary, we count on our Sales Operations colleagues:
i. To enable the management of our key accounts
ii. As our go-to experts in leveraging data and insights to drive sales-oriented decisions
iii. As our key levers in the execution of our WTW Client Model
iv. To facilitate the use of the various Dashboards as an important tool in pipeline management
v. To drive sales enablement in the form of recognition programs, client outreach initiatives, sales training, sharing of success stories across Asia and harnessing Marketing campaign analytics for our businesses.
The overall objective of this role is to assist the client facing community and the country leader in achieving the sales goals and set-up a platform for best-in-class sales management within the organization. The key responsibilities would therefore include:

- Drive the sales reporting & tracking and provide inputs to the country leader, the LoB leaders and other key stakeholders
- Drive CRM usage/governance and pipeline management by ensuring the update of the pipeline in the CRM system(s), analyse the strength of the pipeline and point out action items as required
- Support the LRMs in taking cross-LoB opportunities to their clients which may inter alia include administrative support and internal co-ordination
- Drive the implementation of the country market and sales plan by following up with the team members, provide administrative support and highlight any concerns/red flag as appropriate
- Ensure that the key opportunities are being followed-up on
- Track the progress of key client facing initiative in the country and highlight any red flags as appropriate
- Enable the sales process (includes assessing, designing, or implementing sales processes) in seamless and provide inputs to make the process more efficient and productive
- Enable and support the launch and implementation of client facing events & programs
- Work with the Sales Operations lead to provide further sales/pipeline analytics and business intelligence
- Provide forward looking sales forecasts and highlight any areas of concerns
- Enable and support the launch and implementation of initiatives under the WTW Client Model
- Work with the Sales Operations Lead to identify and track business metrics tracking, trends, concerns and opportunities for the business in the country
- Provide sales analysis (Win/Loss) and the possible action items thereof
- Organizing joint account planning for the key client and ensure that the actions as determined are followed up, track and monitor account plans
- Enable the Opportunity escalation process and cross-LoB initiatives in the country
- Collaborate with Marketing and Sales team on demand and lead generation programs intended to grow the pipeline of opportunities for new clients as well as SoW growth. Drive, track and monitor outcomes of Marketing Qualified Leads.
- Enable the launch and implementation of sales campaigns and trainings in the country, including facilitating and supporting the production of collaterals across LoBs and the One WTW approach.
- May include occasional travel for team meetings, events or other programs
- RFP Tracking
- Client win communications

Note: Role evaluated on Sales (gross and cross-LOB), growth of book, sales enablement metrics, client satisfaction and demonstration of WTW values

**The requirements**
- Three to five years in a sales operations or sales support role in a B2B environment preferably within professional services industry
- Understanding of CRM tools especially Microsoft Dynamics and ability to effectively utilize tools to monitor performance and effectiveness of lead generation
- Good analytical and presentation skills
- Efficient, effective and organized project management skills
- Experience of working in a sales environment with significant focus on str