Lockton, Inc.
Regional Business Development Lead, Global Benefits
Lockton, Inc., Washington, District of Columbia, us, 20022
Job Summary:
About this role:
The Regional Business Development Lead is part of a team which will help define and execute strategies to grow Lockton’s Global People Solutions (Benefits) portfolio of business in the Central Region. This role will report directly to the Head of Business Development for Global People Solutions. This role will partner with Producers to enable the sales process but is not a pure production role.
We are seeking a senior level client management professional to lead certain multi-office initiatives (referred to as “Series”) for the Global People Solutions National Practice in the US. The Series Lead will be responsible for overseeing and managing the entire new business development and RFP process specific to Global Benefits to their assigned Series. This person will be the go-to person and SME for the respective Series, with an emphasis on the top Producers. In addition to organic business that Producers will bring to us, the role will also proactively drive evaluating Lockton’s US legacy book-of-business (within a respective Series) to identify, create a business case, and proactively engage the Producer specific to new Global Benefits sales opportunities. The Series Lead will be accountable for the revenue reporting and forecasting of opportunities for their respective Series within Salesforce. In addition, the Series Lead will drive assigned project-related items, such as market research which may be specific to identifying new markets / industries we could serve, creation of verticals based on our existing experiences, and searching out new revenue opportunities to name a few.
Role Expectations
(in addition to what is mentioned above):
Act as a Global Benefits Ambassador to key stakeholders, both internal and external to the respective SeriesLearn Lockton’s Global Benefits services and provide value to both internal and external stakeholders specific to business development activitiesFocus on serving our internal clients and increasing client satisfaction (client relationships)Represent Global Benefits services and our value proposition to Producers, Lockton US Teams, Clients and ProspectsOwn the respective pipeline of opportunitiesProvide regular business development updatesTravel is requiredEssential Job Duties, Responsibilities & Other Matters:
Point-person for Lockton Producers, US Teams and Global team members as it relates to business development and customer relations activities.Responsible for end-to-end delivery of Global RFPs and eventual engagement documents in partnership with key stakeholders (providing responses to RFPs; preparing presentation materials; participation on internal calls; participation in finalist meetings if required; owner of Global Benefits related engagement documents)Manage the listing of all active Global Benefits prospects within the respective Lockton SeriesDevelop strong relationships with the respective Lockton Series ProducersPrepare monthly reports for Global leadershipKnowledgeable about Global Benefits services such as global benefits management, renewals, benchmarking, market trends, governance, etc.Attend prospect meetings with Producers if needed (if not, provide a thorough debrief to the Global Service team member who will be attending in order that they are brought up to speed and are prepared to participate and present in the meeting)Ability to communicate difficult messages to clients / prospects and successfully manage escalations if neededEnsure a clean hand-off to the Global Benefits Service team specific to the negotiated scope, client contact information, etc.Seek out reasons from clients as to why we won or why we lost certain business opportunities in order that we can stay abreast on our strengths, weaknesses or trendsDrive continual feedback around improvement ideas specific to our library of answers for RFP questionsIn collaboration with the entire Business Development team, there will be opportunities to participate in the creation of marketing and presentation materials, developing broad based marketing plans, assisting in new product designs and rollouts, and event management (e.g., annual client conferences)Primary Internal Stakeholders:
Global leadership team membersIntellectual Capital team membersRegional Global leaders and their teamsSeries leadership teamsProducersRequirements:
Bachelor's Degree requiredMinimum of 7 years of consulting experience and/or brokerage experience in the broad-based benefits insurance industry and/or the Global Benefits space (strong preference for Global Benefits experience)Strong client-facing and prospecting skills; ability to articulate and negotiate pricing matters; comfortable with negotiations, contract management, etc.SME in Global Benefits and articulate why Lockton Global can help to add value to ClientsStrong project management skills (organized, accountable, dependable, deadline-oriented, etc)Strong knowledge of Microsoft Office Suite (Word, Outlook, Excel, and PowerPoint)Strong verbal, written, and interpersonal communication skills requiredStrong executive presence (professional in appearance, ability to "read the room"Strong analytical mindsetAbility to identify and implement various initiativesAbility to learn and be proficient with SalesforceAbility to travel by automobile and aircraftAbility to work outside of normal business hours as neededLegally able to work in the United States
About this role:
The Regional Business Development Lead is part of a team which will help define and execute strategies to grow Lockton’s Global People Solutions (Benefits) portfolio of business in the Central Region. This role will report directly to the Head of Business Development for Global People Solutions. This role will partner with Producers to enable the sales process but is not a pure production role.
We are seeking a senior level client management professional to lead certain multi-office initiatives (referred to as “Series”) for the Global People Solutions National Practice in the US. The Series Lead will be responsible for overseeing and managing the entire new business development and RFP process specific to Global Benefits to their assigned Series. This person will be the go-to person and SME for the respective Series, with an emphasis on the top Producers. In addition to organic business that Producers will bring to us, the role will also proactively drive evaluating Lockton’s US legacy book-of-business (within a respective Series) to identify, create a business case, and proactively engage the Producer specific to new Global Benefits sales opportunities. The Series Lead will be accountable for the revenue reporting and forecasting of opportunities for their respective Series within Salesforce. In addition, the Series Lead will drive assigned project-related items, such as market research which may be specific to identifying new markets / industries we could serve, creation of verticals based on our existing experiences, and searching out new revenue opportunities to name a few.
Role Expectations
(in addition to what is mentioned above):
Act as a Global Benefits Ambassador to key stakeholders, both internal and external to the respective SeriesLearn Lockton’s Global Benefits services and provide value to both internal and external stakeholders specific to business development activitiesFocus on serving our internal clients and increasing client satisfaction (client relationships)Represent Global Benefits services and our value proposition to Producers, Lockton US Teams, Clients and ProspectsOwn the respective pipeline of opportunitiesProvide regular business development updatesTravel is requiredEssential Job Duties, Responsibilities & Other Matters:
Point-person for Lockton Producers, US Teams and Global team members as it relates to business development and customer relations activities.Responsible for end-to-end delivery of Global RFPs and eventual engagement documents in partnership with key stakeholders (providing responses to RFPs; preparing presentation materials; participation on internal calls; participation in finalist meetings if required; owner of Global Benefits related engagement documents)Manage the listing of all active Global Benefits prospects within the respective Lockton SeriesDevelop strong relationships with the respective Lockton Series ProducersPrepare monthly reports for Global leadershipKnowledgeable about Global Benefits services such as global benefits management, renewals, benchmarking, market trends, governance, etc.Attend prospect meetings with Producers if needed (if not, provide a thorough debrief to the Global Service team member who will be attending in order that they are brought up to speed and are prepared to participate and present in the meeting)Ability to communicate difficult messages to clients / prospects and successfully manage escalations if neededEnsure a clean hand-off to the Global Benefits Service team specific to the negotiated scope, client contact information, etc.Seek out reasons from clients as to why we won or why we lost certain business opportunities in order that we can stay abreast on our strengths, weaknesses or trendsDrive continual feedback around improvement ideas specific to our library of answers for RFP questionsIn collaboration with the entire Business Development team, there will be opportunities to participate in the creation of marketing and presentation materials, developing broad based marketing plans, assisting in new product designs and rollouts, and event management (e.g., annual client conferences)Primary Internal Stakeholders:
Global leadership team membersIntellectual Capital team membersRegional Global leaders and their teamsSeries leadership teamsProducersRequirements:
Bachelor's Degree requiredMinimum of 7 years of consulting experience and/or brokerage experience in the broad-based benefits insurance industry and/or the Global Benefits space (strong preference for Global Benefits experience)Strong client-facing and prospecting skills; ability to articulate and negotiate pricing matters; comfortable with negotiations, contract management, etc.SME in Global Benefits and articulate why Lockton Global can help to add value to ClientsStrong project management skills (organized, accountable, dependable, deadline-oriented, etc)Strong knowledge of Microsoft Office Suite (Word, Outlook, Excel, and PowerPoint)Strong verbal, written, and interpersonal communication skills requiredStrong executive presence (professional in appearance, ability to "read the room"Strong analytical mindsetAbility to identify and implement various initiativesAbility to learn and be proficient with SalesforceAbility to travel by automobile and aircraftAbility to work outside of normal business hours as neededLegally able to work in the United States