Manager - Client Relationship Management

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 theJapanese 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:
Colleagues
External:
Clients and prospects primarily budget holders and decision makers
The Japanese insurance market

Competencies
Action OrientedEnjoy 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 ManagementCan 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 ManagementStep 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 FocusDedicated 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 OthersGood 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 ValuesAdhere 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 TrustCan present the unvarnished truth in an appropriate and helpful manner; admit mistakes; doesnt misrepresent him/herself for personal gain
Interpersonal SavvyRelate 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 WorkClearly assign responsibility for tasks and decisions; set clear objectives and measures; monitor process progress and results; design feedback loops into work
Motivating OthersCreate 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 persons 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 Agilityknowledgeable 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 ResultsSteadily push self and others for results; consistent performance
Building Effective TeamsBlend 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 ManagementUse 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

The Requirements:

Required Qualifications Skills Knowledge Experience
Qualifications:
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 KPIs
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.