Regional Business Development Lead, Global Benefits
Washington DC, District of Columbia, United States of America
Business Development
2401BC
Regional Business Development Lead, Global Benefits
Washington DC, District of Columbia, United States of America
Business Development
2401BC
Working at Lockton
At Lockton, we’re passionate about helping our people achieve their ultimate potential. Our people are curious, action-oriented and always striving to make ourselves and those around us better. We’re active listeners working to ensure understanding and problem solvers developing innovative solutions. If you can see yourself delivering excellent service to clients, giving back to our communities and being a part of our caring culture, you belong here.
Business unit
Northeast Series
Salary
$165,000-$190,000
Schedule
Full-time
Job type
Standard
Workplace
Hybrid
Your Responsibilities
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 Series
- Learn Lockton’s Global Benefits services and provide value to both internal and external stakeholders specific to business development activities
- Focus 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 Prospects
- Own the respective pipeline of opportunities
- Provide regular business development updates
- Travel is required
Essential 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 Series
- Develop strong relationships with the respective Lockton Series Producers
- Prepare monthly reports for Global leadership
- Knowledgeable 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 needed
- Ensure 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 trends
- Drive continual feedback around improvement ideas specific to our library of answers for RFP questions
- In 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 members
- Intellectual Capital team members
- Regional Global leaders and their teams
- Series leadership teams
- Producers
Qualifications
- Bachelor’s Degree required
- Minimum 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 Clients
- Strong 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 required
- Strong executive presence (professional in appearance, ability to "read the room"
- Strong analytical mindset
- Ability to identify and implement various initiatives
- Ability to learn and be proficient with Salesforce
- Ability to travel by automobile and aircraft
- Ability to work outside of normal business hours as needed
- Legally able to work in the United States
Equal Opportunity Statement
Lockton Companies is proud to provide everyone an equal opportunity to grow and advance. We are committed to an inclusive culture and environment where our people, clients and communities are treated with respect and dignity.
At Lockton, supporting diversity, equity and inclusion is ingrained in our values, and we believe that we are at our best when we fully embrace everyone. We strive to cultivate a caring culture that learns from, celebrates and thrives because of our breadth of differences. As such, we recognize that recruiting, developing and retaining people with diverse backgrounds and experiences is vital and enabling our people to thrive personally and professionally is critical to our long-term success.
About Lockton
Lockton is the largest privately held independent insurance brokerage in the world. Since 1966, our independence has allowed us to serve our clients, take care of our people and give back to our communities. As such, our 10,000+ Associates doing business in over 100 countries are empowered to do what’s right every day.
At Lockton, we believe in the power of all people. You belong at Lockton.
How We Will Support You
At Lockton, we empower you to be true to yourself in all that you do. Your success is our success, and we provide opportunities to help you grow and create a rewarding career path, however you envision it.
We are ready to meet you where you are today, and as your needs change over time. In addition to industry-leading health insurance, we offer additional options to support your overall health and wellbeing.
No Agencies Please
Any Employment Agency, person or entity that submits an unsolicited resume to this site does so with the understanding that the applicant's resume will become the property of Lockton Companies, Inc. Lockton Companies will have the right to hire that applicant at its discretion and without any fee owed to the submitting Employment Agency, person or entity. Employment Agencies, who have fee Agreements with Lockton Companies must submit applicants to the designated Lockton Companies Employment Coordinator to be eligible for placement fees.
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