The purpose of this role is to execute on Global Production activities for multinational accounts/prospects within the People Solutions Enterprise Practice - create demand, originate, shape and close appropriate Global People Solutions opportunities and support to maintain and expand client relationships in terms of quality and value.  
 
The impact of this role is to significantly contribute to the Lockton People Solutions growth agenda through sales to multinational organisations. The role requires self-contribution and impact through other senior business development and production stakeholders.  
 
Success in the role will depend on the ability to sell large-scale, long-term annuity business, projects and specialist services to multinational prospects and clients – either through competitive GBM-style sales processes or by local country or other client relationships and projects which expand over time.  
 
Key tasks and duties are summarised below and are focused on experienced sales professionals who can identify opportunities to add value for multinational clients and across the Lockton People Solutions business. This role has a focus on effectively selling and transitioning to client delivery teams, managing workload effectively, being a role model and someone who develops the wider team to deliver excellent client service in a way that adds value and is commercially viable.  

SALES LEADERSHIP 

• Provide input to, and execute on, sales processes and practices of the People Solutions Enterprise Production team 
• Contribute to the go-to-market strategy to position Lockton as a People Solutions partner of choice for multinationals. 
• Execute sales strategy in line with Lockton’s market segmentation and target markets. 
• Identify and focus on key target  clients within identified markets. 
• Maintaining and advancing a global pipeline monitored and measured within the CRM system.  
• Adhering to, and providing input to, Lockton’s Go/No Go validation. 
• Engage with marketing and other commercially orientated central support functions. 
• Growth planning with Head of Sales.  
• Input and support in global delivery model development (including globally consistent Value Proposition, Scope/Pricing, Contracting, Lockton Global Partner management, Talent Mobility, Marketing and Client Forums).  
• Proactively liaise on Global prospecting and sales activity with regional Lockton Global offices, partners, and producers. 

 MAKING EFFECTIVE CONNECTIONS 

• Develop relationships with the Lockton Global Partner offices, peers and other business service groups (IT, Office Services, Information Processing, Accounting, local offices, etc.) to support our ability to effectively sell and deliver.  
• Proactively liaise with regional delivery teams and local Lockton Global offices and partners to understand environments and sales themes when needed to increase our chance of sale. 

TEAM LEADERSHIP 

• Design and implement sustainable regional sales structure. 
• Propose, budget and recruit for proportionate resources required to service client portfolio. 
• Global monitoring, and central reporting, of all regional new business pursuits.  
• Recruiting and setting KPIs of all sales resources in line with Lockton’s revenue targets. 
• Measurement of sales performance of all dedicated sales personnel versus KPIs.  
• Display role model behaviours to the client and client team. 
• Mentor, develop and train the team. 
• Implement appropriate people management infrastructure to ensure sales colleagues understand roles and responsibilities, have relevant and measurable objectives, and are rewarded or remediated for against individual performance. 

CLIENT FOCUS/MANAGEMENT 

• Lead larger/more complex account sales, build & foster client relationships and manage the sales cycle to prospective clients including the client relationship across the range of global benefit propositions and services.  
• Ensure full understanding of client needs and Lockton capabilities in order to agree and execute on well-articulated Statements of Work against relevant and proportionate client fee structures.  
• Actively manage own prospect portfolio through the sales cycle. 
• Work with delivery client team members in planning client proposals against global benefit issues. 
• Contribute and execute on client value proposition. 

SALES DELIVERY 

• Leverage own existing, and new, contacts in the market to create demand for Lockton global People Solutions services 
• Maintain and demonstrate an active pipeline to meet the agreed new business targets.  
• Define the winning strategy and tactics for new business wins, leading a multi-faceted team to execute on that outcome.  
• Manage the relationship with overall decision-making responsibility on prospects and existing clients demonstrating strategic leadership to maintain and develop prospect and client relationships and inform servicing requirements.  Consider and sell relevant client services in a consistent and efficient fashion. 
• Collect and leverage key client characteristics and data to understand the needs, services, and commercial viability of individual and collective clients. 
• Set client expectations on delivery that are realistic and in line with agreed Statement of Work in the sales process. 
• Adhere to best practices developed with the global sales team and implement/embed processes where appropriate. 
• Accountable for the own adherence with any Lockton processes to ensure compliance and risk management of delivery e.g. data protection process, maintaining audit trails.