BAC East Division Sales Leader

Willis Towers Watson New York , NY 10007

Posted 2 months ago

Willis Towers Watson's Retirement business supports organizations worldwide in designing, managing, administering and communicating all types of retirement plans.

The Benefits Advisory and Compliance (BAC) Service Line within Retirement provides governance, compliance, administrative and operational consulting services for the full array of qualified and non-qualified retirement plans (defined benefit and defined contribution), as well as health and welfare and executive benefit plans. As such, we help clients fulfil their fiduciary obligations and achieve operational plan effectiveness.

As a Sales Leader for your specific region within the BAC, you will be responsible for the overall sales results in your region, including working closely with the RLL, RSLs, OLLs, LRCs and other key stakeholders to drive BAC sales growth. You will be looked upon to coordinate and assist in the management of sales activities related to BAC revenue generation. You will work closely with BAC and RET leadership on broader sales and marketing strategy for BAC services, coordinate efforts to expand client relationships, and serve as strategic advisor to client teams as they pursue sales of BAC services. This is a market facing role.

Key areas of focus include:

  • Close coordination with key leaders in addition to BAC Leadership, including RET RLL, RET RSLs, others as needed (PAG sales leaders, etc.)

  • RFP coordination - sales team input, working with delivery leader on staffing needs, coaching

  • Pipeline management

  • Marketing campaigns for designated initiatives

  • Supporting growth of initiatives & other BAC-type project sales across RET:

  • Operations/Compliance Reviews: HIPAA, payroll, compliance, process and operational reviews

  • Governance/Global Governance: Fiduciary training, governance structure reviews

  • Co-Fiduciary Services

  • DC Consulting: Fee Benchmarking, Vendor Searches, Implementation support, contract negotiations, harmonization, design

  • Retainer Services: DB, HW, DC (both with and without Integrated DC Solution)

  • QDRO, QMCSO, POA Services

  • Client BAC penetration growth goals for expanding BAC services to more clients/prospects in the region (baseline based on clients with more than $25,000 of revenue from BAC consultants during the year)

Select Performance Objectives:


  • Create and execute sales strategy to meet regional BAC sales goals

  • Create and execute sales strategy to meet regional BAC sales goals

  • Coordinate with existing sales, Client Relationship Management and Retirement leaders, teams to identify, develop and close profitable, strategic sales opportunities

  • Build relationships with internal and external sources to maximize the penetration of key target accounts

  • Manage the proposal delivery and pricing process, working closely with leads, RET RSLs, OLLs, etc.

  • Meet client penetration goals to show increase in number of clients/prospects that buy BAC services

Clients/Client Teams

  • Contribute to the market share growth in accordance with regional business plan

  • Collaborate with RLLs, RSLs, Office LOB Leaders and Managing Consultants to develop client BAC sales strategies to build new profitable client relationships as well as deepen existing ones

  • Work with OLLs, BAC people and delivery leaders to coordinate staffing of new client work/sales teams

  • Provide coaching to client teams on sales pursuits

The Requirements

  • Superior ability to influence and collaborate with senior management and work across all levels of an organization

  • Proven ability to generate revenue and grow market share

  • Proven ability to recognize and diagnose issues, work in teams, and leverage the resources of other related practices to address client challenges

  • Ability to develop, manage and execute on a sales pipeline and related processes

  • Proven experience and success in employee benefits/retirement consulting with a focus on financial and business performance

  • Experience selling and delivering compliance, governance, and defined contribution solutions to large organizations A broad understanding of human capital strategy and the ability to contribute to cross-practice client engagements

  • Track record of success in managing large client relationships and leading large teams

  • An executive presence with polished, organized and well developed written and oral communication skills

The Company

Willis Towers Watson is a leading global advisory, broking and solutions company that helps clients around the world turn risk into a path for growth. With roots dating to 1828, Willis Towers Watson has 45,000 employees serving more than 140 countries and markets. We design and deliver solutions that manage risk, optimize benefits, cultivate talent, and expand the power of capital to protect and strengthen institutions and individuals. Our unique perspective allows us to see the critical intersections between talent, assets and ideas the dynamic formula that drives business performance. Together, we unlock potential. Learn more at

Willis Towers Watson is an equal opportunity employer

Willis Towers Watson is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to, among other things, race, color, religion, sex, sexual orientation, gender identity, national origin, age, status as a protected veteran, or disability.

Equal Employment Opportunity: Know your rights.

Unsolicited Contact: Any unsolicited resumes/candidate profiles submitted through our web site or to personal e-mail accounts of employees of Willis Towers Watson are considered property of Willis Towers Watson and are not subject to payment of agency fees. In order to be an authorized Recruitment Agency/Search Firm for Willis Towers Watson, any such agency must have an existing formal written agreement signed by an authorized Willis Towers Watson recruiter and an active working relationship with the organization. Resumes must be submitted according to our candidate submission process, which includes being actively engaged on the particular search. Likewise, for our authorized Recruitment Agencies/Search Firms, if the candidate submission process is not followed, no agency fees will be paid by Willis Towers Watson. Willis Towers Watson is an equal opportunity employer.

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BAC East Division Sales Leader

Willis Towers Watson