Technology Sales Desk Based Account Manager

Profile

Line of Business

Insurance Consulting & Technology

Our ambition is to be the leading consulting and technology solutions provider for the insurance industry, and our vision is to Innovate and Transform Insurance Together. We provide targeted consulting and technology solutions that address both enterprise-wide and functional insurance challenges, whether companies are looking to fix, grow or transform a business. Crucially, as the world’s leading provider of actuarial and technical software to insurers, our solutions are commercially robust, pragmatic and implementable.

The ICT business in Asia Pacific operates on a regional basis with a physical office in 9 markets. The South Asia Emerging Markets (SAEM) business within ICT includes Actuarial Consulting for Life & General Insurance, Technology and Strategy service offerings. This covers both the domestic insurance market and regional headquarter business.

The Role

Overview of the role:

Technology sales are a strategic imperative for ICT. All client-facing colleagues in ICT Asia Pacific (APAC) are expected to support such sales and promote solutions. As part of this business evolution, consultant colleagues are actively positioning our compelling mix of consulting and technology solutions.

The Technology Sales Desk Based Account Manager is a new role in ICT APAC, focused on providing excellent client service to existing and prospective technology clients, primarily via telephone, WebEx and email, with the aim of achieving sales KPIs. As well as working directly with a panel of clients, the incumbent of the role will work with client-facing consultants to help manage technology sales opportunities and service issues through to close.

The majority of client facing consultants are actuaries with a Life or General insurance background. The account manager would complement their skills by adding value in the sales pursuit process, support communications with other functional areas (IT, finance, procurement, legal), develop subject matter knowledge in our tools and lead the software contracting/licensing process.

Role Responsibilities:

In this role, the candidate is a key member of the SAEM team, in driving technology sales for both life and general insurers. The scope of the activities is broad and ranges from supporting technology sales (sales management, pipeline management) executing opportunities (contracting and licensing), handling client Q&A, liaising with global ICT technology colleagues and being a subject matter expert on our technology solutions.

Clients

• Proactively contact existing and prospective clients, keeping them aware of ICT technology products, news and development roadmaps

• Identify, analyse and respond to existing and prospective client needs

• Develop a plan to maintain a steady sales pipeline

• Drive outbound technology solutions sales campaigns (in conjunction with Practice Leaders, in-market Consultants, Sales Effectiveness and Marketing teams)

• Support Client Relationship Managers on key accounts (Tier 1 and Tier 2) in identifying and converting technology opportunities

• Support our consultants, CRM and colleagues during the pursuit process and contracting, project managing the coordination with relevant client departments (IT, Finance, Procurement and Legal) and WTW

• Be a primary point of contact for existing client questions and comments, as well as an escalation point for service issues, navigating between the various internal stakeholders to see matters through to resolution

• Support our consultants, CRM and colleagues during the pursuit process and client Q&A process (matters relating to IT, logistics, system connectivity, installations, etc.)

• Provide support for leads generated by consulting colleagues, driving the sales through to close

Financial

• Deliver technology quotations in a timely and professional manner

• Manage call volume and achieve KPI sales targets (including existing client ‘up-sell’)

• Ensure accuracy of lead and pipeline data, and provide updates to internal stakeholders

• Lead the contracting and licensing process for new technology sales in the division

• Monitor and support (where necessary) client billing for client panel, responding to client / internal queries where necessary and coordinating with the technology Client Services team

• Monitor invoice and license status for client panel (referencing SMART and Oracle as required)

• Responsible for maintaining or improving client renewal rates of our software

People

• Work as an integral part of the SAEM division and broader ICT APAC, collaborating fully with consulting and other colleagues

• Build strong relationships with ICT APAC colleagues and stakeholders, clients and the various teams within ICT’s Technology function

• Act as internal liaison between ICT APAC colleagues and ICT’s global technology function

• Share knowledge and promote subject matter expertise amongst colleagues

Operational Excellence and Innovation

• Remain up to date with ICT technology products, features and roadmaps, in the context of WTW’s propositions as well as market and industry developments

• Assist with the implementation process once a client has purchased our solutions

• Proactively collate and communicate client comments to feed into future technology development decisions

• Leverage the various WTW systems, processes, tools and forms in place to ensure efficient internal operations and a superior client experience

• Meet and exceed Willis Towers Watson’s performance standards for client service, work quality and professional excellence

The Requirements

• Minimum of 2-5 years achieving or exceeding goals in an outbound sales environment

• Consultative selling experience in the Insurance or IT industry

• Strong understanding of client needs and behaviors in Insurance/IT industry

• Ability to bridge APAC client needs with internal global operations

• Excellent client service capabilities; demonstrable relationship building and interpersonal skills

• Excellent client communicator across all mediums, particularly virtual – phone, WebEx, Skype and email

• Fluency in English and Mandarin. Other widely-spoken Asian languages a strong advantage

• Proactivity; ability to drive sales from initial contact

• Proven influencing and negotiation skills

• Ability to manage a lead pipeline through the sales cycle

• Ability to work across multiple stakeholders and teams

• Ability to work remotely and adopt agile-working practices

• Strong Word, PowerPoint and Excel skills

• Ability to use internal WTW systems such as Oracle, SMART, CIS an advantage

• Strong project management discipline and capability

• Quick to learn processes and tools including completion of relevant forms

• Proven competency in multi-tasking in a rapidly changing environment; effective time-management skills

• Excellent problem-solving skills

• Self-motivated, with a value for teamwork, collaboration, decisiveness and integrity

Willis Towers Watson is an equal opportunities employer and does not discriminate on any basis. We support flexible working and this role will be considered on a flexible basis.

Company info

Sign Up Now - SellingCrossing.com