Property & Casualty Sales Director - Commercial Insurance

WTW’s Insurance Consulting and Technology (ICT) business provides a powerful combination of advisory services for insurance companies, integrated with leading-edge technology solutions and software, all underpinned by unparalleled analytical capability.

ICT has ambitious growth plans for our North America P&C propositions and seeks a Sales Director – Commercial Insurance to drive the accomplishment of these plans. In this role, you will actively seek, develop, and close new business opportunities to achieve our consulting and technology sales goals in the commercial lines insurance market.

You will report to the North America Sales Property & Casualty Sales and Growth Leader. This position can be based in a major U.S. Market and is open to remote/virtual work.

Note that visa employment-based non-immigrant visa sponsorship and/or assistance is not offered for this specific job opportunity.

The Role

You will participate fully in the ICT practice and the achievement of the overall ICT business plan, and will:

Sales Process:

• Develop and manage and manage an active qualified pipeline through seeking out prospects, calling on potential clients and building upon existing client relationships


• Identify and conduct initial triage of needs, and develop ideas for meeting those needs, presenting information on WTW’s capabilities, strategically cross-selling ICT and other WTW businesses solutions aligned with client needs and introducing subject matter experts, as required, to win the business


• Promote WTW as a leader in the market with superior industry knowledge, insights, and solutions


• Design and lead execution of individual prospect sales strategies


• Prepare proposals and presentations leveraging marketing resources, practice groups, subject matter experts and client relationship managers for existing clients


• Collaborate with marketing and proposition leadership to create sales messages, collateral, identifying and managing sales campaigns

Client Management:

• Maintain consistent/high quality touch points by phone and face to face with prospects and clients


• Participate in client relationship stewardship and planning meetings


• Support Client Management team in identifying and closing opportunities

Pipeline Management:

• Identify prospects for business from existing and prospective clients


• Develop new relationships with individuals responsible for making or influencing decisions in areas relevant to our solutions


• Obtain referral leads from existing clients


• Identify and pursue cross-selling opportunities


• Participate and take leadership roles in targeted community and professional associations


• Develop, implement, and provide oversight for pipeline hygiene across all stages

People Management:

• Provide annual input for the performance review of colleagues as appropriate


• Provide timely/quality feedback to colleagues as appropriate; assist colleagues in acquiring new skills


• Help to identify and develop future sales talent

Financial metrics:

You will drive profitable new business generation for the proposition

• Meet ambitious sales targets (both individual and practice-level), operating as a highly respected and market-leading sales leader


• Provide guidance and participate in sales and revenue forecasting


• Establish and ensure pricing protocols, project estimating standards and margin targets are executed


• Participate fully in the ICT practice and the achievement of the overall ICT business plan and budget

The Requirements

• Proven success in senior client management and/or sales roles in the commercial P&C market (e.g., carriers, brokers, vendors) and/or insurance consulting firms


• Proven track record of successful pipeline development, delivery of effective sales strategies and reputation as a client-centric sales professional


• Extensive understanding of and experience in commercial lines underwriting, pricing, distribution, and product management


• Meticulous and analytical, confident in problem solving and decision making


• Good team player with ability to influence without authority


• Ambition to help property & casualty insurers succeed in the new business environment and evolving risk landscape


• Excellent communication (written, verbal and oral) skills and interpersonal skills and ability to forge relationships at senior levels of organizations


• Minimum of 10 years of industry experience


• Professional designations such as CIC, CPCU, ARM, FCAS a plus but not required


• Ability to work in a client-centric strategic and decisive manner according to tight deadlines


• Availability to travel on an as needed basis

Compensation and Benefits

Base salary range and benefits information for this position are being included in accordance with requirements of various state/local pay transparency legislation. Please note that salaries may vary for different individuals in the same role based on several factors, including but not limited to location of the role, individual competencies, education/professional certifications, qualifications/experience, performance in the role and potential for revenue generation (Producer roles only).

Compensation

The base salary compensation range being offered for this role is $200,000 - $265,000. This role is also eligible for an annual short-term incentive bonus.

Company Benefits

WTW provides a competitive benefit package which includes the following (eligibility requirements apply):

Health and Welfare Benefits:

Medical (including prescription coverage), Dental, Vision, Health Savings Account, Commuter Account, Health Care and Dependent Care Flexible Spending Accounts, Group, Accident, Group Critical Illness, Life Insurance, AD&D, Group Legal, Identify Theft Protection, Wellbeing Program and Work/Life Resources (including Employee Assistance Program)

Leave Benefits:

Paid Holidays, Annual Paid Time Off (includes paid state /local paid leave where required), Short-Term Disability, Long-Term Disability, Other Leaves (e.g., Bereavement, FMLA, ADA, Jury Duty, Military Leave, and Parental and Adoption Leave)

Retirement Benefits:

Contributory Pension Plan and Savings Plan (401k). Certain senior level roles may also be eligible for non-qualified Deferred Compensation and Deferred Savings Plans

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.

We understand flexibility is key to supporting an inclusive and diverse workforce and so we encourage requests for all types of flexible working as well as location-based arrangements. Please speak to your recruiter to discuss more.

EOE, including disability/vets